Colleen Francis

Your current accounts are your most lucrative source of additional revenue. Working more with them is the easiest way to accelerate past your sales goals. They are your biggest asset and from where you are standing right now, you are right on this money.

Sadly, these current accounts are most often a neglected profit center. All too often, companies practice Account Complacency rather than Account Management. Turning their attention, their marketing and their resources to the exciting next new deal.

My research shows that the fastest growing companies understand precisely how to manage their best accounts by focusing on customer success to profitably retain and grow their current client base. Right on the Money is rich with client examples on how leverage your best asset including cases that illustrate:

The new performance culture leaves no one behind. Teams must comprise members who are top performers-no one is coasting or being artificially supported. I call this 100% by 100%.

In this new culture, measures are constant, feedback is immediate, and customers are involved in the process.

The leader’s role is to create, nurture, and leverage the success of these teams. The bar is constantly raised. The best managers succeed only when their top people are outperforming what they once achieved as team members themselves.

The new performance culture is about dominance, not keeping up.

In this dynamic keynote, Colleen will show you how the best leaders accelerate performance by:

In today’s highly competitive marketplace, it’s no longer negotiable whether you close a sale on your terms and with balanced profits. It’s a requirement. Value-not price-must lead that conversation you’re having with your customer.

But what if your customers don’t appreciate value? What if they are only focused on buying at the lowest price? Those are beliefs: not facts.

In this keynote, Colleen unlocks the myth that clients are not interested in value by reminding sellers that the only value that matters in the value that matters to the client. It’s up to sellers to discover, communicate and position what the customers values uniquely for maximum profit.

Anyone can convert their sales pitch into customer value, using Colleen’s model. But come prepared to hear and be persuaded by provocative, unorthodox ideas that are proven to work in today’s new economy, including:

The rules have changed in today’s buying culture. The customers are different. How they buy is different. And even economy in which you sell to them is different.

Buyers have embraced these changes quickly and dramatically. They want more.

But far too many sales teams remain stuck in the past. They still use outdated tactics, such as cold calling (which now has a less than 1% success rate), canned pitches that are irrelevant to the customer, and manipulative closing tricks that do nothing but stagnate sales results.

Have your selling models evolved to profit from this change? If they haven’t, it’s a mistake that’s costing you money and customers every day.

The Pursuit of More takes you deep inside the mind of today’s customer. Price sensitive, yet strapped for time. Mobile powered and yet crave personal connection. They are overwhelmed by choice and dependent on trusted others for help with who they do business with. Discover how you can: