Colleen Stanley’s Sales EQ & IQ Blog
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My husband Jim is a former Marine. And on more than one occasion, he has said that I remind him of his former drill sergeant. (But that is a story for another blog.) Marines are taught -- and drilled -- to overcome any obstacle. It’s a mindset that helps a Marine deal with the chaos of combat and physical, mental and spiritual hardships.
Many salespeople might feel…Read Full Post
Do you remember the good ‘ole days? I’m talking about January 2020! The economy was humming, sales kickoffs and annual awards were celebrated, and many sellers were on their way to their best sales year ever.
And then, for many businesses, the celebrations and high fives stopped because of the impact of COVID-19.
There is still business to be conducted and…Read Full Post
Leaders all over the world are being tested by the business impact of the coronavirus. Sales leaders charged with achieving revenue goals, are right in the thick of things. There are some businesses actually thriving because they sell the products that people and companies are buying up as fast as possible.
Others---not so much. They’re…Read Full Post
The late Fred Rogers taught a generation of parents how to better connect with their children. His popular series changed the way parents thought about approaching and talking with kids. Mr. Rogers was known for his ability to demonstrate a deep understanding of a child’s feelings in order to make them feel valued and respected.
Today we call that “empathy” and it is…Read Full Post
I recently listened to a salesperson explain why buyers are liars. As she presented her compelling arguments for this belief, it became clear why this seller wasn’t hitting her sales goals.
What prospect in their right mind would enjoy meeting with a salesperson who thinks he’s a liar?
This skeptical attitude doesn’t create…Read Full Post
I recently watched an interview with Daniel Goleman, the social psychologist credited with bringing emotional intelligence out of the academic world and into the commercial one. He always shares great insights and one statement really struck me. To paraphrase Goleman, “Focus has become a very flabby muscle in our 24/7 connected world.”
…Read Full Post
This is the time of year in the sales profession when companies bring their sellers together for the purpose of education, motivation and a roll out of new products and services.
Sales kickoffs are a big investment of time and money. So is the investment worth it?