Colleen Stanley’s Sales EQ & IQ Blog
Denver-Based Sales Leadership Development Available Nationwide
When I was a kid, we’d often play Red Rover during recess. Classmates would split up into two teams, link hands and then call for a member of the opposing team to send someone over. The goal was to try to break through one of the human links. If the mission was accomplished, the opposing team would get to select a member to bring back to their side. The team with the most…Read Full Post
Imagine if you and your friends watched a movie recapping the year 2020 and didn’t know it was a true story. At least one person would probably say, "Wow, wouldn't that be something if that really happened?"
Well, 2020 is happening and the pandemic, recession and cantankerous election season are creating a lot of stress for people, including salespeople. The world…Read Full Post
You can hear the heavy breathing and the sound of footsteps pounding the pavement (figuratively) as salespeople race to achieve Q4 and year-end goals.
The questions every seller should ask themselves is: How would do I prefer to build my book of business to achieve sales…Read Full Post
It’s the Monday morning sales meeting and your sales team gathers together. Look around and count up the payroll in that room. It’s not a small number, especially when you combine salaries plus opportunity cost. Because, when your sales team is attending a meeting, they are missing the opportunity to connect with prospects or customers.
The self-aware sales leader…Read Full Post
You are self-directed.
You are decisive.
You are independent.
You also might be a lone ranger, which is a sales manager that doesn’t ask for or seek advice from others. This behavior is not due to arrogance. It’s usually because of the attributes listed above, which might serve you well in your sales leadership position. But they also can become an…Read Full Post
We teach our salespeople to customize their approach to sales in order to connect with prospects and customers on both emotional and expertise levels. Workshops are taught about selling to different personality styles. Customized value propositions are developed for specific buyers and industries.
But how many sales managers apply these same tactics when preparing…Read Full Post
Have you ever made a good decision when you’re really, really tired? Have you ever delayed making a decision because you were tired? You didn’t have the energy to think, analyze and compare decision criteria?
Guess what? A lot of your prospects and customers are tired.
You have companies that are doing really well during the pandemic. They’re tired …Read Full Post
I’ve heard more than one CEO and VP of sales express concern around members of their sales team that appear to be “waiting out the pandemic.” Hope is not a strategy, and this type of denial results in salespeople not taking the right actions, enough actions or consistent actions to ensure a healthy sales pipeline.
The pandemic forced change upon everyone and…Read Full Post
I’ve said it more than once in my role of coaching the coach: Sales managers get set up to fail. They’re promoted to sales management with little understanding, training or education about what it takes to build and develop a great sales organization.
Selling to a prospect and customer is different than teaching a salesperson how to sell to…Read Full Post
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…Read Full Post