Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

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
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