Colleen Stanley’s Sales EQ & IQ Blog

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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
August 10, 2017
I had the good fortune of starting in sales with Varsity Spirit Corp., a small company that now is the world’s largest in its industry. When I started with Varsity, we were the David in the “David and Goliath” story, competing with companies more than quadruple our size. With hard work, great leadership and innovation, we became the Goliath.   My boss understood the perils of success and often said to his management team, “We’re doing great, and let’s make sure we do not believe our own... Read More
July 27, 2017
The great thing about the sales profession is that you have the ability and control to conduct sales and business in a manner that best serves you and your clients. The most successful salespeople know they have to earn their spot on the team every year, both with their company and with customers. These high producing salespeople have an “I-need-to-earn-it” mindset, which keeps them sharp and valuable. It’s the polar opposite of the good-enough mindset, which often results in mediocrity and a constant lowering of the... Read More
July 20, 2017
Sales managers have long understood the power of ride-alongs with salespeople. Riding together helps build relationships with the sales staff. And observing a sales call firsthand is the best opportunity to provide an immediate debrief of what worked or didn’t work in the prospect meeting.    Riding along isn’t just limited to cars. It’s also time invested on the selling floor, listening to calls and giving... Read More
July 13, 2017
Salespeople ask many great questions during meetings with prospects. They ask probing ones about their prospect’s pain and uncover their prospect’s short-term and long-term goals. However, the most important question often not asked in the sales conversation is, “How committed are you and your organization to eliminating this pain and/or achieving this goal?” I am not talking about qualifying for the amount of time and dollars needed for a successful engagement. I am talking about only one thing -- your... Read More
June 29, 2017
We’ve all had a good time complaining about the millennials. But perhaps it’s time we take a look at the baby boomers that make up a large part of many sales teams. Business owners and vice presidents of sales in various industries voice similar complaints and concerns about them.
  • “They don’t, won’t or suck at prospecting.”   
  • “The salesperson has a deep bench of expertise and it can take two years to ramp up a new hire. Do I start all over?” 
  • “The legacy reps’ clients love him or her. She...
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    June 22, 2017
    I heard this phrase from Jimmy, one of my favorite clients. He was a top producer in financial printing sales and decided to change careers, moving into financial planning. This career move wasn’t easy, but Jimmy is an equally big success in this industry. When I asked Jimmy the key to his success, he smiled his big Irish smile and said, “You have to do your first year sometime. And I decided to do mine in the first year.”     Sage advice, but not all sales professionals heed it. We’ve... Read More
    June 15, 2017
    I grew up in a large family with seven siblings. This means that my parents were running a small office that never closed and they couldn’t fire the “employees.” Little did I know that my parents were great sales coaches. On a daily basis, they applied a coaching technique that I teach today: the consistent coaching question. The questions varied, depending on your age. The first consistent coaching question was, “Did you brush your teeth?” The next question was, “Did you do your chores?”... Read More
    June 09, 2017
    Getting referrals are one of the most powerful strategies for gaining access to new clients and decision makers.  When salespeople are referred into an account, there is increased credibility and trust, which accelerates the sales process. You can cite a bunch of statistics to build the case for referrals, but let’s just apply common sense: An introduction from a happy client to one of their colleagues is a heck of a lot easier than making multiple phone calls, sending emails or attending networking events.    But the... Read More
    June 01, 2017
    Congratulations! You’re a successful business owner that is growing your company, and you need to stop serving as the acting sales manager. Hiring a sales manager will be either the best or worst decision you make, depending on who you hire. There are key traits and competencies that make up a great sales manager. Here are few do’s and don’ts to consider when hiring your first one. DO hire a sales manager that likes systems and processes. In order to scale any business, there must be systems and... Read More