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Right on the Money provides readers with a proven, realistic game
plan to redraw maps for sales and marketing in a topsy-turvy world.
Even before COVID-19 upended lives and forced people to reimagine
every interaction, "business as usual" tottered on its last legs.
An overwhelmingly digital economy dispatched a bricks-and-mortar
mindset and gave rise to a brave new mobile world. While top
sellers adapted from a sell-to model to a buy-from environment-in
which customers move through much of the buying cycle before ever
engaging sellers-others stuck to their guns and found themselves
condemned to failure. The bottom line: accept and embrace change or
be done in sales. Right on the Money offers a compelling blueprint
to understand and win over today's buyers. It also offers a wealth
of field-tested, actionable steps to excel in a marketplace far
more digital, far less centralized, incredibly dynamic and much
more lucrative than ever before. Colleen Francis sheds light on the
current sales landscape and helps readers align personal and
organizational strategies to win.
Nonstop Sales Boom explains how to break this unhealthy cycle and
achieve strong, steady results--every quarter, from every member of
the team. Has the last week of each quarter in your business become
a mad scramble to meet quota? Do your year-end reports show
sporadic and unexplainable highs some weeks that will be near
impossible to meet next year, as well as mysterious lows that
ruined your goals for a 10 percent increase? For many sales
organizations, anomalies such as these are strangely commonplace
and unshakeable without intentional efforts to ratify them. Author
and experienced sales leader for over twenty years Colleen Francis
says the secret to leaving behind the roller-coaster reports and
achieving sustaining, steady success is to broaden the focus from
merely closing deals to actively nurturing the four critical stages
of client engagement: Attraction: Fill the funnel with lucrative
prospects Participation: Turn them into customers faster Growth:
Invest in valued clients Leverage: Turn customers into referral
generators When companies concentrate on only one or two of these
areas, their results become erratic. But by becoming purposeful
toward all four, simultaneously, they will systematically attract a
regular flow of prospects and move them smoothly through the
pipeline--taking the chaos and pressure away from the end of
quarter for good!
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