Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

Fear - the No. 1 Emotion That Stops Sales Success

December 13, 2018

Sales managers have a number of roles to fulfill. One is sales coaching, which kind of like playing sales doctor, trying to properly diagnose the root cause for poor sales performance. There are a number of places to examine during coaching sessions, but one often-overlooked area is understanding how the emotion of fear affects the salesperson’s actions or inactions.

  • Fear of failure inhibits the application of logical selling…
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What Should You Look For When Conducting a Win-Loss Analysis?

December 06, 2018

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“Insanity is repeating the same behaviors and expecting different results.” How many sales organizations are headed down the path of insanity because they aren’t taking the time to conduct a formal or informal win-loss analysis? The answer: too many! 

When I speak with CEO or sales managers, I often ask how many have conducted a win-loss analysis. Not enough…

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How The Best Sales Managers Lead Their Sales Teams Through Change

November 29, 2018

We’ve all heard the phrase, “Change is the one constant in life.” And yet people resist change even when all the logical arguments create a clear and necessary case for it. (Think Blockbuster, Sears and Borders bookstores.) 

Today’s sales managers have to be very good at selling their sales teams on the many changes that occur in business to remain relevant.  Anyone reading this blog ever had difficulty…

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Thanksgiving - An Attitude of Gratitude

November 20, 2018

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Many of you will be hitting the freeways and airways to travel to friends and family to celebrate Thanksgiving.  Americans trace the Thanksgiving holiday to 1621 at Plimoth Plantation in Plymouth, Mass. Settlers and Native Americans gathered to celebrate the harvest feast after a successful growing season. 

SalesLeadership hopes you’ve had a successful “growing season” in sales, personal and professional development.  My…

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Two Reasons Your Sales Team Lacks Authenticity

November 08, 2018

Authenticity is touted as one of the key qualities of successful salespeople. Authentic people find it much easier than their disingenuous counterparts to persuade and influence others. And yet, authenticity seems difficult for many salespeople to apply in their role as a sales professional. 

So how do you teach a salesperson to be more authentic and, as a result, more likeable? I posed this question to Michael Allosso, a…

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Why Your Sales Enablement Tools Aren’t Working and What You Can Do About It

November 01, 2018

We live in the age of technology, innovation and disruption. That also means we live in the age of increased temptation to chase squirrels and shiny objects, many of which do little or nothing to accelerate revenue growth. 

Don’t get me wrong. There are some great sales enablement tools that make salespeople more efficient and smarter in their prospecting and selling efforts. But technology alone can’t generate more business with the right clients.  

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Two Ways to Win the War for Sales Talent

October 25, 2018

Unemployment is at an all-time low in most parts of the country. “Help wanted” signs are posted everywhere. It’s affecting all professions, including sales. So what can CEOs and VPs of sales do to attract and retain top talent? Here are a couple of strategies that my successful clients are deploying to win the war for talent.   

Create a mentorship program. Companies talk about mentorship and that’s all that happens -- talk. The hard reality is good mentors are successful people --…

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Is Stress Costing Your Sales Organization Money?

October 18, 2018

I recently had lunch with a colleague that also is in the sales consulting/business development business. We talked about how many salespeople are under stress and are ill-equipped to handle it. 

There’s stress everywhere, both professional and personal. 

  • Am I going to hit my fourth-quarter and year end goals?
  • Am I doing the right activities to fill the sales pipeline for…
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Why 60 Percent of Your Customers Might Leave – and It’s Not Because of Price

October 11, 2018

Congratulations on your big win. You worked hard and beat out two other competitors to acquire a new client. Now, the real work begins, because your best client is now another company’s best prospect.

Acquiring a new client can be five to 25 times more expensive than keeping one. But how many companies have installed processes and systems designed to retain clients? How many companies teach their salespeople and customer service teams the…

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Three Ways to Determine if Your New Sales Hire is Coachable

September 25, 2018
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Have you ever noticed that everyone says they want feedback -- until they receive it? I’ve seen more than one CEO, sales manager or business owner invest too much time and mental energy trying to get through to a noncoachable salesperson, one that resists feedback. 

This type of salesperson generally has a high need to be right, gets defensive when hearing feedback, or shifts the blame back onto you or the company for their lack…

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