Articles

How to Be an Object of Interest

Article by Colleen Francis, September 6, 2022

…having something interesting to say about topics that matter to your audience. And implicit in that idea is how you must also create a welcoming environment that encourages meaningful discussions.

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Positivity in Sales: A Choice, Not a Feeling

Article by Colleen Francis, August 24, 2022

Positivity in Sales: Here Are 7 choices You Must Make Every Day

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Intangible Benefits Aren’t

Article by Colleen Francis, August 24, 2022

In business, all intangibles can be tangibles. And when you recast all your value this way, you accelerate the total ROI your customer can expect from you.

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Selling to New Leaders in Uncertain Times

Article by Colleen Francis, July 17, 2022

Uncertain times are opportunities. Especially with new leaders. Leverage your knowledge and insights—reinforced by the social-proof power of referrals, testimonials, and case studies.

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6 Ways to Handle Price Increases Like a Sales Pro

Article by Colleen Francis, June 20, 2022

Do like the sales pros: be more harm-reduction focused with your approach to managing price increases.

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Early Warning System: Retain More Accounts As You Grow

Article by Colleen Francis, June 20, 2022

Say goodbye to the wishing well approach to data collection and analysis: the health of your business and your sales team depends on you doing this.

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Your Unapplied Knowledge Is a Waste of Everything!

Article by Colleen Francis, June 1, 2022

A recent Gartner study offers two jarring insights. Up to 66% of salespeople say they pick up most of what they learn outside the classroom, and 70% of sales leaders feel low confidence in their ability to translate strategy into action.

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Calm, Cool, and Collected: Communication in Conflict

Article by Maynard Brusman, June 1, 2022

How do you remain calm, cool, and collected when conflicts escalate? We’ve all been there: encountering someone in a fit of road rage; a neighbor upset about another neighbor’s transgression; dealing with a beloved toddler in the middle of a melt-down. Typically, we ignore such bad behavior, waiting for it to resolve itself. But, these may be prime opportunities to practice de-escalation techniques and communication skills.

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The Surprising Way to Boost Your Sales Team’s Morale

Article by Colleen Francis, May 10, 2022

Leverage Testimonials to Boost Your Sales Team’s Morale

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Lies in Your Inbox

Article by Colleen Francis, May 10, 2022

Lies don’t sell. But they do scale: just not in the way you’d wish. All they end up doing is hurting trust in the selling business—and does so at a time when we need to be doing more to build trust between people.

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