Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

June 21, 2018
You finally land an appointment with that coveted, ideal-fit prospect. Congratulations. Now the real work begins.  We’ve all heard phrases such as, “You only get one chance to make a good impression.” Psychologists call it "thin slicing." You meet someone and within seconds, you make a decision about their trustworthiness, status, intelligence and who knows what else.   As a former vice president of sales and as a sales trainer for many years, I have observed a lot of... Read More
June 14, 2018
We’re almost halfway through 2018, a good time to evaluate what’s working or not working in your sales organization. One of the first things to evaluate are the performances of your sales team members. CEO’s and sales managers:  How many of your salespeople should remain on your sales bus? When conducting our sales management courses, I often ask, “How... Read More
June 07, 2018
“Tell me who your friends are and I will tell you who you are.” This popular phrase has been attributed to Confucius. No, he wasn’t in sales, but his advice is great for the sales profession. Research shows that you will capture the mood, attitude and beliefs of the people you hang with the most. It’s called “emotional contagion” and is defined as the “phenomenon of... Read More
May 31, 2018
Joe Marciano, an assistant coach with the Tampa Bay Buccaneers under head coach Tony Dungy, had a saying that always resonated with the latter: “Death by inches.”  What was he referring to? “When a team is winning, coaches have a tendency to let the details slide by because things are going well,” Marciano said. “Then suddenly, we’re in a losing streak and can’t figure out why. It’s because those small, infrequent mistakes that didn’t get corrected have become the norm, and the... Read More
May 17, 2018
What can a person learn about sales from a former FBI hostage negotiator? Quite a bit, it turns out. I am reading Chris Voss’s book, “Never Split the Difference: Negotiating As if Your Life Depended on it.” It’s a great title and many salespeople may feel they live that way each day. Voss now heads up his own company, Black Swan, teaching companies and organizations the skills that made him successful in negotiating life-and-death situations. I was pleasantly surprised to learn... Read More
May 10, 2018
Effective sales leaders always seek ways to grow consistent and sustainable revenues. Sometimes it’s as simple as making sure your sales team recognizes who the true competitor is -- and it’s not members of their own sales team. I frequently remind salespeople that the competition is outside the building, not inside it! Don’t misunderstand me. Healthy competition is good. But unhealthy competition is not and will cost your... Read More
May 03, 2018
Sales leaders have the responsibility of establishing great sales cultures. Great leaders set the tone and environment for how their sales team members will interact with each other, prospects and clients. It’s up to them to create a great work environment.  Or is it? The reality is that creating a great sales culture is everyone’s responsibility. Without this attitude, it’s kind of like... Read More
April 26, 2018
You are a CEO or business owner that is frustrated with the revolving door in your sales department. Turnover is costing time because you’re constantly interviewing candidates, money because of missed quotas, and unhappy customers, who are tired of seeing and hearing a new face every quarter. Your sales manager is a likable person and a hard worker. He or she is passionate about the company and its products. Your organization pays salespeople really well. And you just invested in three... Read More
April 19, 2018
I am tired of hearing salespeople, sales managers, sales gurus and pundits say, “Consultative selling is dead.” No, it isn’t. It’s alive and well because many of the questions taught in consultative-selling courses remain important in conducting a diagnostic sales call. There is a lot of talk about the new way to sell: Provide insights, challenge your prospects and join them where they are on the buyer’s... Read More
April 12, 2018
You’ve had a prospect on your target list for months, but can’t crack the code to unseat the incumbent vendor. And what’s really frustrating is that you know the incumbent can’t provide the value you and your company can offer. Several prospecting attempts have resulted in the classic response, “We’re happy with our current provider.” It’s time to change your thinking and approach in order to ensure better outcomes when trying to replace an entrenched competitor. Take a look at... Read More