Colleen Stanley’s Sales EQ & IQ Blog

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July 20, 2017
Sales managers have long understood the power of ride-alongs with salespeople. Riding together helps build relationships with the sales staff. And observing a sales call firsthand is the best opportunity to provide an immediate debrief of what worked or didn’t work in the prospect meeting.    Riding along isn’t just limited to cars. It’s also time invested on the selling floor, listening to calls and giving... Read More
July 13, 2017
Salespeople ask many great questions during meetings with prospects. They ask probing ones about their prospect’s pain and uncover their prospect’s short-term and long-term goals. However, the most important question often not asked in the sales conversation is, “How committed are you and your organization to eliminating this pain and/or achieving this goal?” I am not talking about qualifying for the amount of time and dollars needed for a successful engagement. I am talking about only one thing -- your... Read More
June 29, 2017
We’ve all had a good time complaining about the millennials. But perhaps it’s time we take a look at the baby boomers that make up a large part of many sales teams. Business owners and vice presidents of sales in various industries voice similar complaints and concerns about them.
  • “They don’t, won’t or suck at prospecting.”   
  • “The salesperson has a deep bench of expertise and it can take two years to ramp up a new hire. Do I start all over?” 
  • “The legacy reps’ clients love him or her. She...
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    June 22, 2017
    I heard this phrase from Jimmy, one of my favorite clients. He was a top producer in financial printing sales and decided to change careers, moving into financial planning. This career move wasn’t easy, but Jimmy is an equally big success in this industry. When I asked Jimmy the key to his success, he smiled his big Irish smile and said, “You have to do your first year sometime. And I decided to do mine in the first year.”     Sage advice, but not all sales professionals heed it. We’ve... Read More
    June 15, 2017
    I grew up in a large family with seven siblings. This means that my parents were running a small office that never closed and they couldn’t fire the “employees.” Little did I know that my parents were great sales coaches. On a daily basis, they applied a coaching technique that I teach today: the consistent coaching question. The questions varied, depending on your age. The first consistent coaching question was, “Did you brush your teeth?” The next question was, “Did you do your chores?”... Read More
    June 09, 2017
    Getting referrals are one of the most powerful strategies for gaining access to new clients and decision makers.  When salespeople are referred into an account, there is increased credibility and trust, which accelerates the sales process. You can cite a bunch of statistics to build the case for referrals, but let’s just apply common sense: An introduction from a happy client to one of their colleagues is a heck of a lot easier than making multiple phone calls, sending emails or attending networking events.    But the... Read More
    June 01, 2017
    Congratulations! You’re a successful business owner that is growing your company, and you need to stop serving as the acting sales manager. Hiring a sales manager will be either the best or worst decision you make, depending on who you hire. There are key traits and competencies that make up a great sales manager. Here are few do’s and don’ts to consider when hiring your first one. DO hire a sales manager that likes systems and processes. In order to scale any business, there must be systems and... Read More
    May 23, 2017
    A member of your sales team meets with a great prospect that is open, interested and qualified to do business with your organization. She shares her frustrations about her existing vendor delivery of services and products.      The salesperson hears more about the prospect’s pain and becomes excited about the possibility of helping her. He shares several success stories about how his company has helped other clients.        The prospect likes what she hears and asks the salesperson to put something together. The... Read More
    April 24, 2017
    “Empathy” is the new buzzword in sales and business. It’s an emotional-intelligence skill and an essential skill in influencing people.   You really can’t engage in effective communication if you don’t care or know what another human being is thinking or feeling, which defines empathy.   Sales experts talk about the importance of stepping into a prospect’s shoes and seeing the world from their... Read More
    April 18, 2017
    Salespeople are taught to identify and set meetings with all the buying influences, which are called either the economic buyer, technical buyer or recommender, depending on which sales training course you took. It’s important to engage a company’s buyers. But be sure to include one more entity in your preparation: your buyer’s reptilian brain.  This buying influence doesn’t have a title or office, but often is responsible for... Read More
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