Colleen Stanley’s Sales EQ & IQ Blog

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Do Prospects Trust Your Salespeople?

August 20, 2019
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HubSpot research shows that only 3% of buyers trust sales reps. That should sound BIG alarm bells in sales organizations. Trust is the foundation of relationships and without it, salespeople will run into problems opening sales conversations, conducting thoughtful meetings and gaining new business.

There are several reasons for lack of trust. One that most salespeople don’t understand is the power of attunement. This is defined as a person’s ability to respond and react to another person’s emotional needs…

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The No. 1 Coaching Mistake Made by Sales Managers

August 08, 2019
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You are one of those great sales managers that understands the value of sales coaching. You consistently hold one-on-one coaching sessions and are fully present during them. But you still aren’t getting the results you’d like to see from your sales team. What’s missing? 

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How Influential Are You as a Sales Manager?

August 01, 2019
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Influence is described as the capacity to have an effect on the character, development or behavior of someone or something, or the effect itself. It’s what great sales managers do.

The best sales managers influence their salespeople to consistently execute the right selling behaviors and attitudes every day. They do this through the development of their own influence skills:  Emotional self-awareness and empathy.

Without emotional self-awareness, sales managers aren’t…

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Is it Time to “Argo” Your Sales Team?

July 25, 2019
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“Argo” is the 2012 movie about a high-stakes rescue of six U.S. diplomats from Tehran during the Iran hostage crisis. Ben Affleck stars as CIA operative Tony Mendez, who is charged with getting these diplomats out of the country safely. 

They do so by pretending to be film crew members making a science fiction movie. There is a compelling scene where Mendez is quizzing – well, drilling -- the diplomats about their new personas…

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How Good Is Your Sales Organization At Failing?

July 18, 2019
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We’ve all heard the phrase, “You learn more from your failures than your successes.” But often, sales organizations aren’t walking the talk. I see a lot of different offices in my line of work. And I see a lot offices with success walls, you know the walls with plaques announcing company of the year, vendor of the year, salesperson of the year. But the problem is I don’t see any failure walls. I imagine this type of wall would have notes about getting outsold by the competitor and the valuable lessons learned. Or a…

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Are You Asking This Powerful Coaching Question?

July 11, 2019
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One of my sales managers, Cindy, was straddling that fine line of giving her salesperson support while raising his level of sales expertise and self-awareness. The salesperson had just lost three consecutive deals, and was experiencing self-doubt and frustration. 

So he was trying to make himself feel better by giving the usual excuses:

  • The company’s prices are too high.
  • I don’t have enough qualified leads.
  • I have the worst prospects in the company, in the world.…
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Who Are Your Sales Vagabonds?

June 27, 2019
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What do Henry Ford, Harvey Firestone, Warren Harding, Thomas Edison and Luther Burbank have in common -- besides being highly successful and accomplished individuals? These very smart people were part of a mastermind group they called the Vagabonds. The title came from their many road trips, where they came together to discuss new ideas and ventures. Their successes and accomplishments speak for themselves.

How many of you have a…

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Are You Just Speeding Up the Crap Your Sales Team Sends Out?

June 20, 2019

I was having lunch with fellow sales consultants and our conversation moved to talking about the many marketing tech tools that sales organizations have to augment prospecting outreaches to clients. One of our colleagues spent most of her career in the business world of Silicon Valley. I was eager to hear her recommendations for the most effective platforms. 

Her answer made me laugh out loud:

“Most companies…

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Ghosting, Texting and Conflict Management: The New Sales Management Challenge

June 14, 2019

I was catching up with one of my oldest friends and the conversation moved from business to personal. She shared that her husband, a business owner, was frustrated with the number of candidates that were ghosting interviews. She also shared that her lovely 20-something-year-old daughter’s boyfriend recently broke up with her. His method of communication: a text.

Who does that? Man up! Woman up! What candidate doesn’t have the courage to call a company and tell she is…

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The No. 1 Way Your Salespeople REALLY Demonstrate Expertise

June 06, 2019

I was working with a client on improving his qualification process. He’d already attended our Ei Selling® boot camp. Now, we were taking an even deeper dive into creating customized questions for each buying influence and industry.  

One of his younger associates joined the coaching sessions and shared great advice learned from one of his mentors. Early in his career, this associate thought he needed to KNOW everything to look and sound like an expert. His mentor guided him to a better way of thinking…

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