Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

How Much is Stress Costing Your Sales Organization?

November 21, 2019

In a survey conducted by online career database PayScale, 73 percent of respondents in the sales profession rated their role as "highly stressful." Stress can result in salespeople burning out and dropping out. Stressed-out salespeople experience anxiety, fatigue and depression, which affects their ability to execute at the highest level. 

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Sales Managers: Avoid This Common Coaching Mistake

November 14, 2019

Well-intentioned sales managers often conduct the same coaching conversations over and over with their sales team, but see little change in selling behaviors.

Why? Because they haven’t identified the root cause behind the sales-performance challenge and as a result, they’re working on the wrong end of the problem. When hearing or seeing the presenting sales problem,…

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Do You Have a Generic Prospecting Approach?

November 07, 2019

We’ve all heard that prospects want to feel valued and special. It’s a basic human need. So why do so many sales organizations use a generic, one-size-fits-all approach when reaching out to prospects? 

Because it’s easy, doesn’t take a lot of effort or the sales teams simply don’t know the…

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How Self-Awareness and Self-Responsibility Create Sales Success

November 01, 2019

The late philosopher Socrates, born circa 470 B.C., is credited with the often-quoted phrase, “Know thyself.” Who knew that one of the best pieces of advice would remain relevant for so long, especially in the sales profession?

Salespeople are bombarded with new ideas, tactics and strategies to grow business. But in the midst of all these great ideas, remember…

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What Selling Behaviors Would Change If …

October 18, 2019

Sales managers, CEOs and sales consultants always are looking for new and better ways to improve sales results. But sometimes the key to improving sales results is simple and can be accomplished by asking and answering the questions below.

Question #1: What selling behaviors would change…..

If every salesperson on your team had a full, qualified…

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Sales Managers: Are You Showing Up and Throwing Up?

October 11, 2019
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Sales managers complain that their sales teams don’t listen to prospects and fail to ask questions in order to create the best solution for customers. This selling behavior often is labeled as “product dumping” or “showing up and throwing up.” (I know. Not a great visual.) 

Unfortunately, too many sales managers exhibit the same behaviors…

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Pressure is a Privilege

October 04, 2019
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I was reading an article about Billie Jean King, the former No. 1 women’s tennis player in the world and a pioneer for equal pay in women’s tennis. Many of us remember the highly publicized “Battle of the Sexes” match between King and Bobby Riggs. About 90 million people tuned in to see this match -- now that’s pressure! King prevailed, winning in three sets.

Did…

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Three Ways to Achieve Q4 and Q1 Sales Goals

September 26, 2019
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The final quarter of the year can be challenging for salespeople. Not only are they working hard to achieve the current year’s sales goals, they’re also working hard at setting up a strong pipeline for Q1 of the next year. 

So how do top sales producers achieve both goals? They apply three…

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Are You an Instant Gratification Sales Manager?

September 19, 2019
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Delayed gratification has been defined as the ability to put in the work to earn the reward. 

Sales managers teach and preach the importance of precall planning and preparation to their sales teams in order to conduct effective sales meetings.  Sales managers coach their salespeople to have a defined purpose and objective for the meeting, with which the prospect and…

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The ROI of Informal Learning and Sales Collaboration

September 10, 2019

Guest Blog written by Jake Miller, Allego

In the movie A Few Good Men, a young Marine is questioned about the application of a technique not referenced in any “book, manual, pamphlet, or regulations.” During his cross-examination, the Marine’s response to a question about where he learned this technique shines a spotlight on the role that informal learning plays in almost any organization:

“Well, I guess I just followed the crowd at chow time, sir.”

Corporate trainers and sales leaders know that the majority of the learning taking place on a sales team happens informally…

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