Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

December 14, 2017
The end of the year is rapidly approaching and I thought about writing a deep, meaningful blog to wrap up the year.  Perhaps a topic that would provoke conversation, cause introspection or question new ways of doing things.  Not. We don’t need any more goals, advice or action items. What we need is a little stress relief to manage the many activities associated with achieving 2017 goals and setting up 2018! Humor is one of... Read More
December 08, 2017
Excuses abound for failing to achieve sales results, such as, “I have a lousy territory. We aren’t well-branded. My competitor has a lower price point.” When salespeople make excuses, they also give in to thinking that psychologists define as “external locus of control” -- they believe that success is due to factors beyond their control.  One excuse that I’m tired of hearing is, “The buyer is more educated.”  Translation: “The prospect has already made a decision by the time he... Read More
November 30, 2017
Two of the most legendary coaches, Vince Lombardi and John Wooden, possessed training and coaching skills that helped their teams win NCAA championships and Super Bowls. In our sales management courses, I always share my two favorite quotes from each that explain how and why they built great teams.  Vince Lombardi: “They call it coaching, but it is teaching. You do not just tell them it is so, but you show them the reasons why it is so and you repeat and repeat until they are convinced, until they... Read More
November 16, 2017
Thanksgiving is the time of year when people reflect and give thanks for the many good things in their lives. I suggest bringing this same thankfulness into your own companies by hosting a business Thanksgiving. That simple thing called gratitude can make a company more productive and profitable. However, most companies choose to throw dollars at complex strategies and plans rather than execute the simple behavior of showing thanks and appreciation to co-workers, vendors, customers and colleagues. Grow your... Read More
November 10, 2017
I started in sales by working straight commission. It’s not an easy way to start but boy, do you start! No base salary drives a lot of good selling behaviors, even without any formal sales training, or prodding from a CEO or sales manager. Hungry salespeople tend to be motivated salespeople.  Let me be clear. I’m not recommending that you read this blog and move every person on your sales team to straight commission. I AM recommending that you ask yourself or your sales team how their... Read More
November 03, 2017
Denial is not a river in Egypt and it doesn’t build great sales teams. Several years ago, I met with a very nice CEO that proudly shared the history of her company and their  nurturing culture. But the more we talked, the more I realized she didn’t have a nurturing culture, the  company had a caretaking culture. The sales culture was a cross between an adult nursery and a retirement home. Reps were whining about everything (nursery) and many had settled into complacency (retirement home).  This well-intentioned, nice... Read More
October 27, 2017
There are hundreds, maybe thousands of books that teach strategies and tactics to close more sales. But many sales organizations are still missing their sales quotas. It could be because they’ve ignored market requests, and don’t provide products and services prospects want to buy. Maybe their marketing efforts are generating prospects that can’t or won’t buy. There is one more place to examine, which most CEOs and sales VPs miss when analyzing sales results: lack of assertiveness.... Read More
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