Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

Tell Me Something I Don’t Know

September 17, 2020

Sales professionals often throw around words such as trusted advisor, partner in business or thought leader to describe themselves. But the reality is, those words are more often than not simply: 

Blah, blah, blah.

Think about the people, experts and pundits you listen to. One of the reasons that you continue to take time…

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It’s Time to Update Your Sales Playbook(s)

September 10, 2020

Can you imagine a sports team running the same plays year after year and still expecting to win? The answer, of course, is no. However, many sales organizations use the same sales playbooks year after year and then wonder why they aren’t closing more business.

Is it time to update your sales playbook?

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Do This to Improve Your Remote Sales Management Skills

September 03, 2020

Many sales managers today ask: How can I be as effective in managing a remote sales team as I was in managing a sales team that I used to see in the office or face to face during coaching conversations?

The answer is yes you can---if you apply emotional self-awareness and ask yourself this question: 

Am I practicing what I preach?…

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Does Your Sales Pipeline Need to Attend Weight Watchers?

August 27, 2020

As I watched a commercial for Weight Watchers, a popular weight loss program, I realized that losing weight is similar to effective prospecting and selling.  

Weight-loss programs focus on what you put into your mouth to ensure you achieve your desired goal of losing pounds.  

Great salespeople focus on what prospects they put into their pipeline to achieve…

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Is It Over?

August 20, 2020

Everyone on the planet is asking this question today: “Is it (the pandemic) over?"

In more than one conversation with sales leaders and CEOs, I’m hearing that the mental stress of this situation is affecting their team’s ability to remain focused and motivated in order to execute actions and results.   

Today’s business…

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Avoid This Sales Coaching Mistake

August 13, 2020

I’m reading “The Talent Code” by Daniel Coyle and am reminded of the importance of understanding the neuroscience and practice needed to achieve sales excellence. It’s easy to believe that masterful people are born, not developed.  But as Coyle’s research points out, excellence is not simply a game of lucky genetics.

It is the result of deliberate, intentional…

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Sales Productivity During a Pandemic

August 08, 2020

When the COVID-19 crisis struck, many companies thought the move to remote offices and remote selling would last just a few months. But the pandemic seems to have a different timeline, which no one knows.  

Dr. Robert Sutton recently wrote a great article in The Wall Street Journal about remote working. And to paraphrase him, many people working during the pandemic…

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Demystifying Virtual Selling

July 31, 2020

Sales trainers, sales managers and podcasters are focused on helping sellers learn how to sell in a world gone remote and virtual.

These conversations show that there is angst among sellers that this new thing called “virtual selling” is mysterious and difficult to master.

So let me relieve some of your angst by challenging your belief systems about virtual…

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Are You Making it Safe for Clients to Buy From You?

July 10, 2020

My husband and I spent a few days at one of our favorite places, Signal Mountain Lodge in Grand Teton National Park. As we checked in, I observed many things the lodge and staff did to create a safe environment during the pandemic.

The lobby included plexiglass dividers for check-in, bottles of sanitizers and signs on the floor to manage social distancing. What…

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Can Too Much Empathy Erode Sales?

June 26, 2020

Empathy is a powerful sales and sales leadership skill -- until it isn’t. That might sound strange coming from someone that teaches this powerful skill. However, sales managers are asking such questions as:

  • How do I achieve that fine balance of showing empathy without getting overloaded with my sales team’s concerns?
  • How do I balance showing concern…
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