Colleen Stanley’s Sales EQ & IQ Blog
Denver-Based Sales Leadership Development Available Nationwide
Are you losing sales to status quo? Now, you might think I’m referring to your prospect’s or customer’s attitude of not changing, or of stalling about making buying decisions.
No, I’m talking about you and your sales team, and the impact of status quo selling behaviors.
“Status quo” means being content with the current situation, not looking for change.…Read Full Post
The new year begins and people set goals with good intentions -- only to find themselves falling off the wagon after the first month.
Don’t set goals. Instead, make a decision, because that precedes setting and achieving goals. A friend shared a story with me years ago that really cemented this theory. He was on a first date with a young…Read Full Post
Which sales management sales activity metrics does your company track and measure? Sales organizations often focus only on tracking and measuring a salesperson’s sales activity metrics, such as number of prospecting calls, new sales conversations, demos, proposals and closed business.
This type of accountability is important to ensure sales success. Equally…Read Full Post
I’m a big fan of sales kickoffs. As a former vice president of sales, I learned that well-conducted sales kickoff meetings make you money---they don’t cost you money.
Sure, there are visible costs to conducting an effective meeting. They can include hiring an event management company, investing in technology tools in order to run a virtual meeting,…Read Full Post
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