Nonstop Sales Boom: Powerful Strategies to Drive Consistent Growth Year After Year - Paperback

by Colleen Francis (Author)

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!

Back Jacket

Feast or famine, boom or bust--it's a pattern that too many sales organizations regard as a necessary evil. And that's plain wrong. If you want a long-term career, you need to get off the roller-coaster of inconsistent results. Instead of frantic scrambles to meet quotas, you can create a strong year-round record of closed sales, repeat customers, and increasing referrals, all while you build a growing prospect list. That's what creating a Nonstop Sales Boom is all about.

Colleen Francis has filled this book with scores of winning strategies and tips to fuel your own year-round sales boom. Among the many useful things you'll learn are: * Techniques to convert every legitimate lead * How to have prospects banging on your door * How your compensation formula can depress sales -- or lift them * Why requests to lower price are sure signs of a sale at a higher price * How to create customer evangelists and epiphanies * The best way to obtain the mega-testimonials * How to "fire" bad accounts without burning your bridges behind you While extensive improvement work has been done by experts and well-intentioned companies in specific tactical parts of the sales process, never before has a focus been placed on the specific causes of, and cures for, the roller-coaster, boom-bust cycle that most sales organizations endure. Until now. By following the advice in this book, sales teams at both small and large companies have turned around lackluster track records and become the rising stars of their companies. Now it can be your turn. Advance Praise for Nonstop Sales Boom "Colleen's strategies have transformed my sales results. If you only read one book this year, make it Nonstop Sales Boom." -- Dr. José Laurel Cross, Director, Sales, Ericsson "Working with Colleen has given us a view into our business we would not have had otherwise, and the results have been outstanding. This book is a MUST-READ for all sales leaders."-- Vince Kearns, Vice President, Trend Micro Colleen Francis knows how to get results. A successful and award-winning sales leader for over 20 years, she understands the challenges of selling in today's market, and that business leaders can no longer rely on approaches to sales based on techniques from decades ago. Her firm, Engage Selling Solutions, has attracted such clients as Merck, Chevron, Royal Bank, Hilton, Ericsson, MassMutual, and hundreds of other leading organizations.

Author Biography

COLLEEN FRANCIS is President and Founder of Engage Selling Solutions. Selected as a 2013 Top Sales Influencer by Openview Sales Lab, Colleen is known for delivering results. Her clients include Merck, Hilton, Chevron, Royal Bank of Canada, Dow AgroSciences, Adecco, Trend Micro, and countless other leading organizations.