Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Leadership Development Available Nationwide

October 19, 2017
Prospects are overwhelmed with 24/7 technology and stimuli, as well as the many choices and decisions available in today’s market. For example, how many of you have stood in the grocery aisle reading 20 different shampoo labels as you try to determine which one to buy?  I get confused and in my confused state, I push my grocery cart forward, delaying my decision to buy for another day.  A confused mind says no. Salespeople often confuse their prospects, leading to long buy cycles... Read More
October 13, 2017
Many people assume that top sales organizations exist only at the Fortune 100 or Fortune 500 level. Not so. The best-performing sales teams execute best practices regardless the size of the sales team. The good news is that there is no need to reinvent the sales-management wheel. Just duplicate and install these proven three best practices into your sales organization.  #1: Hire an emotionally intelligent sales manager. Sales management requires a lot of talents, some of which are holding salespeople... Read More
October 04, 2017
In the Information Age, it’s hard to believe that so many salespeople and sales managers still practice outdated ideas and methodology. Salespeople show up to meetings more focused on closing than on having a real conversation. Sales managers still teach overcoming objections and trial closes, all of which lead to superficial, guarded sales meetings with prospects.  Both sales approaches result in a vendor meeting, not one for a trusted advisor conversation.    Take a look at two outdated... Read More
September 29, 2017
A prominent movie producer has a lot to teach us about how to be more effective in sales. Brian Grazer is the producer of such movies such as “Apollo 13,” “A Beautiful Mind” and “Splash.” He’s also the author of “A Curious Mind: The Secret to a Bigger Life.” He challenges all of us to engage in more disruptive thinking by simply getting more curious. Grazer has engaged in hundreds of “curiosity conversations” with people from all walks of life. Those conversations rewarded him with the gift of... Read More
September 22, 2017
The movie “The Last Word” inspired the title of this blog. The movie depicts the story of a successful business woman, Harriet Lauler, who engages a young, local newspaper reporter, Anne Sherman, to write her obituary before she dies. In one of their many lively dialogues, Lauler gives a piece of advice to the aspiring journalist: “You don’t make mistakes. Mistakes make you.” This great advice should be mentioned often during group sales meetings and one-on-one coaching sessions.  Most of us have heard the phrase, “... Read More
September 15, 2017
Q4 can be a challenging quarter for many salespeople. They are working hard to achieve 2017 goals and setting up Q1 2018. Time is even more limited, and salespeople can’t afford to waste it with bad selling habits and bad prospects. Salespeople fail to hit the double goal at year-end for a variety of reasons. Here are the three mistakes to avoid in order to achieve 2017 goals and set up a great 2018. #1:  Avoid poor time management. Most salespeople haven’t learned the basics of time management. I was... Read More
September 08, 2017
I always enjoy interviews that include this question: “If you knew then what you know now, what would you do differently?” Or, “What advice would you give your younger self?” Both questions require  introspection, humility and thought.  One reason I’m in the teaching and development profession is to help people avoid making the many mistakes I did in learning how to be an effective sales leader. Here are a few pieces of advice (from a much longer list) that I would give my younger,... Read More
August 31, 2017
I sat down to write a blog about sales management this week – but I couldn’t. Giving advice about building high-performance sales teams seemed trite in the aftermath of Hurricane Harvey.  Instead, I’d like to encourage and invite all the great people in the sales profession to step up and help the many Harvey victims. The best salespeople I know are generous, caring, high-energy and smart. Let’s channel all of those attributes and apply the golden rule: Do unto others as you would have them do unto you. There are many... Read More
August 24, 2017
There are 100 different selling systems and approaches to sales. Every sales-development firm or sales guru touts their own unique proprietary sales systems and methods. But the one thing that never varies is that salespeople must be likeable. Likeability is the foundation of trust, and prospects need to trust you before they will give you access to their thoughts, business, people and money.  Salespeople often blow the sales call within five minutes of meeting a prospect because they haven’t mastered... Read More
August 17, 2017
Congratulations! Your hard work has paid off and you’ve landed a new client, one that fits your ideal client profile. You exchange handshakes and hugs, and now the real sale begins -- the sale after the sale.   Unfortunately, this part of the sales process is where the sale starts falling apart and the customer experience is dinged.  Why? Because the team members handling the sale after the sale are never taught formal sales, communication or emotional intelligence skills. It’s crazy because these team members are the... Read More
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