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Two new ways reduce labour costs, while increasing sales

Channel StrategyBy Colleen FrancisNovember 27, 2017Leave a comment

Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get…

Skype

Stand up & stand out! 12 Ways to get prospects to call you back

Channel StrategyBy Colleen FrancisOctober 15, 2017Leave a comment

No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with…

Embrace your inner sales geek

Channel StrategyBy Colleen FrancisSeptember 25, 2017Leave a comment

You can be great at working with people, but unless you match that ability with being able…

Creating a leader versus promoting a seller

Channel StrategyBy Colleen FrancisAugust 16, 2017Leave a comment

I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only…

Cold calling is dead! Here are six things you should do instead

Channel StrategyBy Colleen FrancisAugust 9, 2017Leave a comment

It’s the worst question in sales and marketing today: How do I get better at cold calling? Spoiler alert:…

5 ways to create a collective experience for clients

Channel StrategyBy Colleen FrancisJuly 25, 2017Leave a comment

Strong partnerships between sellers and buyers were once considered the key to success in the marketplace. Yet,…

How to define your best customers

Channel StrategyBy Colleen FrancisJuly 19, 2017Leave a comment

Recently we surveyed our loyal readers at EngageSelling.com, and asked them what they would rank as this…

Anticipating a loss? Then plan for growth

Channel StrategyBy Colleen FrancisJune 22, 2017Leave a comment

You can’t grow your business unless you are first able to predict losses. That’s not done with…

Don’t count time, make time count

Channel StrategyBy Colleen FrancisJune 5, 2017Leave a comment

I often receive time management questions from sales reps. This week I thought I would provide you…

Technology’s role in sales: Adapt and adopt or get left behind

Channel StrategyBy Colleen FrancisMay 26, 2017Leave a comment

We’re now more than one generation deep into a Digital Revolution: one that is every bit as…

race leader

3 more steps for building your inside track to accelerated sales

Channel StrategyBy Colleen FrancisMay 15, 2017Leave a comment

In my previous article, I reviewed the first three key steps to improving the revenue-generating capacity of your…

race leader

3 steps for building your inside track to accelerated sales

Channel StrategyBy Colleen FrancisMay 5, 2017Leave a comment

This column is the first of two parts from Colleen Francis. Look for part two in a…

The Future of Sales: Building the right team for revenue success

Channel StrategyBy Colleen FrancisApril 28, 2017Leave a comment

This is the sixth column in a six part series on the future of sales that Colleen…

The Future of Sales: Create a community with a sense of belonging

Channel StrategyBy Colleen FrancisApril 12, 2017Leave a comment

This is the fifth column in a six part series on the future of sales that Colleen…

Future of Sales: Boost our insider sales skills

Channel StrategyBy Colleen FrancisMarch 31, 2017Leave a comment

This is the fourth column in a six part series on the future of sales that Colleen Francis…

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