Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

July 12, 2018
Sales managers invest a lot of time teaching and coaching their teams how to gain access to decision makers and buying influences. These are the deal makers that carry titles such as economic buyer, technical buyer, user buyer and champions -- and the list goes on.  It’s equally important to teach your sales team how to uncover and meet with the anti-buying influence: the deal breakers. Deal breakers are the visible -- and often, the not-so-visible --... Read More
July 05, 2018
The Fourth of July has come and gone. The sound of fireworks fade until next year’s celebration. At this time of the year, we celebrate the bravery of our early patriots, many of whom gave their lives to ensure you and I enjoy the many freedoms that are easy to take for granted.    History is a great teacher. So as your sales team prepares for third and fourth quarter, take time to review one history lesson from America’s birthday that will make a difference in sales results.    Commitment... Read More
June 28, 2018
When you observe a successful sales organization or salesperson, it’s easy to assume they’ve always operated at a high level of sales mastery. They open up sales conversations with ease and grace. Thoughtful and provocative sales conversations seem to happen without effort. Asking for the business is easy and, in many cases, the prospect takes the lead in ‘closing the deal’ because of the salesperson’s mastery. These sales organizations make sales look easy. What we don’t see... Read More
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