Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

Two Reasons Your Sales Team Lacks Authenticity

November 08, 2018

Authenticity is touted as one of the key qualities of successful salespeople. Authentic people find it much easier than their disingenuous counterparts to persuade and influence others. And yet, authenticity seems difficult for many salespeople to apply in their role as a sales professional. 

So how do you teach a salesperson to be more authentic and, as a result, more likeable? I posed this question to Michael Allosso, a…

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Why Your Sales Enablement Tools Aren’t Working and What You Can Do About It

November 01, 2018

We live in the age of technology, innovation and disruption. That also means we live in the age of increased temptation to chase squirrels and shiny objects, many of which do little or nothing to accelerate revenue growth. 

Don’t get me wrong. There are some great sales enablement tools that make salespeople more efficient and smarter in their prospecting and selling efforts. But technology alone can’t generate more business with the right clients.  

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Two Ways to Win the War for Sales Talent

October 25, 2018

Unemployment is at an all-time low in most parts of the country. “Help wanted” signs are posted everywhere. It’s affecting all professions, including sales. So what can CEOs and VPs of sales do to attract and retain top talent? Here are a couple of strategies that my successful clients are deploying to win the war for talent.   

Create a mentorship program. Companies talk about mentorship and that’s all that happens -- talk. The hard reality is good mentors are successful people --…

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Is Stress Costing Your Sales Organization Money?

October 18, 2018

I recently had lunch with a colleague that also is in the sales consulting/business development business. We talked about how many salespeople are under stress and are ill-equipped to handle it. 

There’s stress everywhere, both professional and personal. 

  • Am I going to hit my fourth-quarter and year end goals?
  • Am I doing the right activities to fill the sales pipeline for…
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Why 60 Percent of Your Customers Might Leave – and It’s Not Because of Price

October 11, 2018

Congratulations on your big win. You worked hard and beat out two other competitors to acquire a new client. Now, the real work begins, because your best client is now another company’s best prospect.

Acquiring a new client can be five to 25 times more expensive than keeping one. But how many companies have installed processes and systems designed to retain clients? How many companies teach their salespeople and customer service teams the…

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Three Ways to Determine if Your New Sales Hire is Coachable

September 25, 2018
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Have you ever noticed that everyone says they want feedback -- until they receive it? I’ve seen more than one CEO, sales manager or business owner invest too much time and mental energy trying to get through to a noncoachable salesperson, one that resists feedback. 

This type of salesperson generally has a high need to be right, gets defensive when hearing feedback, or shifts the blame back onto you or the company for their lack…

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Five Reasons Sales Managers Fail

September 13, 2018

No one in business sets out to be ineffective in their role. However, many salespeople are set up to fail because they aren't taught what they need to know to be successful after a promotion from sales to sales management.

The latter demands an entirely different set of skills than those required for selling. And most sales managers don't receive any education on…

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Two Reasons Sales Teams Don’t Achieve Quota

September 06, 2018

Sales teams are in the second half of the year working hard to reach sales goals. It's safe to say that more than one CEO or sales manager is scratching their head, wondering why their sales team is missing goals. After all, the sales manager has managed the numbers, the sales team has a robust CRM platform and the company just revamped its website to improve its image and…

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Millennials: One Sales Myth You Shouldn’t Believe

August 30, 2018

Millennials make up the largest generation in the U.S. labor force. They are the sales force of the future and like any generation, there will be some that are highly successful and others that will settle for average.

When working with millennials, I tell them they have the best opportunity to shine IF they ignore the bad advice, the sales myths, they hear from social media and/or peers. Here’s one…

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Why Salespeople Sell On Price -- And It’s Not What You Think

August 23, 2018

CEOs and sales managers have long struggled with ensuring their sales team sells on value, not price. They hold rah-rah sales meetings that tout the benefits of the product and services. They teach negotiation skills, with the goal of salespeople standing firm on the price when meeting with a professional buyer.

So why do salespeople still discount too often and too quickly? It’s the classic case of working on the wrong end of the sales…

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