Right on the Money

Right on the Money: New Principles for Bold Growth

About the Author

Colleen Francis is a renowned sales strategist and consultant with a track record of helping businesses achieve exceptional growth. With years of experience in the industry, she has developed a deep understanding of the evolving sales landscape and has worked with numerous organizations to enhance their sales strategies. Francis is known for her practical insights and actionable advice, making her a trusted voice in the field of sales.

Main Idea

Right on the Money by Colleen Francis delves into the transformative shifts in the sales landscape and provides a comprehensive roadmap for businesses to adapt and thrive. The book emphasizes the importance of embracing new technologies, adopting customer-centric approaches, and leveraging data to drive growth. Francis offers actionable strategies to navigate the complexities of modern sales, focusing on increasing sales velocity, enhancing customer relationships, and building a robust coaching culture within organizations.

Table of Contents

1. Introduction
2. Four Core Realities Reshaping Today’s Sales Landscape
3. Time-Based Branding
4. Critical Mass Influence
5. Controlling Your Own Story
6. New Mindset for a Changed Landscape
7. Balancing Customer Centricity and Sales Velocity
8. Sales Velocity
9. Corporate Velocity: Bringing Change Inside Your Organization
10. Control Your Data… Before It Controls You
11. Build and Grow a Coaching Culture
12. Summing Up Mastering What You Can Control
13. Conclusion

Introduction

In today's highly globalized world, technology has revolutionized every facet of business, including sales. Businesses that have adapted to these changes have thrived, while those clinging to outdated methods have struggled. Right on the Money offers a detailed guide to navigating this transformed landscape, shedding light on the new realities of sales and providing strategies to not only adapt but also capitalize on the changes. The book highlights the importance of aligning personal and organizational strategies with current market demands to achieve accelerated growth.

Four Core Realities Reshaping Today’s Sales Landscape

The sales landscape has undergone significant changes, driven by technological advancements and shifting buyer behaviors. The LinkedIn State of Sales Report 2020 highlights key trends:

• 77% of sales managers hold more virtual meetings.
• 44% expect a decrease in responsiveness to outreach efforts.
• 44% anticipate longer sales cycles.
• 70% agree that a manager’s capacity to navigate change is more important today than five years ago.

These changes have blurred the lines between B2B and B2C selling strategies. Successful companies understand and embrace this shift, prioritizing customer-centric revenue models and improving their sales velocity. To be "Right on the Money," businesses must prioritize buyers' needs and adapt quickly to new market conditions.

Time-Based Branding

Time-based branding is crucial for modern sales success. By deploying time-based strategies, both buyers and sellers save valuable time, making the sales process more efficient and profitable. Key strategies include: