Colleen Francis

Why organisations work with Colleen Francis

• She reframes where growth actually comes from. Her Right on the Money thesis argues that the installed base, not the prospecting funnel, is the primary engine of bold growth, and gives revenue leaders a playbook for acting on it.
• She closes the gap between sales strategy and sales behaviour. Her work with Chevron, Merck, Royal Bank, John Deere and Dow is focused on what frontline sellers and managers actually do differently on Monday morning.
• She brings a full-cycle pipeline discipline rather than a single tactic. Nonstop Sales Boom is built around ending the boom-and-bust cycle through continuous engagement, qualification shared with the buyer, and disciplined prioritisation.
• She carries the credentials that senior audiences expect without leaning on them. Induction into the Professional Speakers Hall of Fame and the Canadian Speaking Hall of Fame is the signal; the room is there for the argument.

Biography highlights

• Founder and President, Engage Selling Solutions.
• Author of Right on the Money: New Principles for Bold Growth (Morgan James, 2022), Nonstop Sales Boom, and Honesty Sells.
• Inductee, Professional Speakers Hall of Fame.
• Inductee, Canadian Speaking Hall of Fame, and past President of the Canadian Association of Professional Speakers.
• Named a LinkedIn Top Voice for Sales.
• Keynote speaker at Dreamforce and MDRT Experience, with client work across Chevron, John Deere, Merck, Abbott, Experian, Royal Bank, Dow, Adobe and Salesforce.

Biography

Most B2B organisations still build their growth model around new-logo acquisition. The numbers tell a different story. The accounts already inside the house are usually under-penetrated, under-priced, and handed off to service teams the moment the contract signs. Colleen Francis has spent more than twenty years arguing that this is where bold growth is actually hiding, and building the systems that let revenue leaders reach it.

That argument is the spine of Right on the Money, published by Morgan James in 2022, and the thread that runs through Engage Selling Solutions, the firm she founded and leads. Her earlier book, Nonstop Sales Boom, sets out the other half of the discipline: ending the boom-and-bust quarter by treating pipeline generation, deal progression, customer retention and account expansion as one connected system, not four competing ones.

The work is built on client evidence, not theory. Engage Selling has run programmes with Chevron, John Deere, Merck, Abbott, Experian, Royal Bank, Dow, Adobe and Salesforce, among others. Francis speaks on the main stages these clients attend, including Dreamforce and MDRT Experience, and has been named a LinkedIn Top Voice for Sales.

The credentials are there – induction into the Professional Speakers Hall of Fame and the Canadian Speaking Hall of Fame, past President of the Canadian Association of Professional Speakers – but the reason senior revenue leaders book her is simpler. She tells a sales organisation what to stop doing, with specifics, and then what to do instead.

Key speaking topics

• Sales strategy and commercial growth
• Account expansion and customer retention
• Pipeline discipline and revenue predictability
• Sales leadership and frontline management
• Buyer behaviour and modern B2B selling
• Sales transformation in mature businesses

Ideal for

• Chief Revenue Officers, Chief Sales Officers and VPs of Sales running large distributed sales organisations.
• Senior sales leadership audiences inside B2B businesses where retention and expansion matter more than new-logo volume.
• Partner, channel and enterprise account leaders responsible for growing inside existing customers.
• Sales kickoffs and annual conferences looking for a commercial keynote with a practical, named methodology.

Audience outcomes

• A clear commercial case for treating the installed customer base as the primary growth engine, with the metrics to defend it.
• Named behaviours that separate consistent sales teams from boom-and-bust ones, at both rep and manager level.
• A sharper view of where pipeline is leaking – qualification, handoff, account planning – and which of those to fix first.
• Language senior sales leaders can take straight into their next QBR on retention, expansion and forecast discipline.