Colleen Stanley’s Sales EQ & IQ Blog

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February 17, 2017
“A man (or woman) who is trained to his capacity will gain confidence. Confidence is contagious and so is lack of confidence -- and a customer will recognize both.” This is a great quote for sales managers from Vince Lombardi, one of the greatest football coaches of all time. Often when sales managers sign up for a leadership role, they lack the skills for a major responsibility -- teaching and transferring the knowledge that made them successful. Sales managers have attended plenty of... Read More
February 02, 2017
Stagnant growth and/or missed revenue goals may not be due to an ineffective sales team. It’s often because of ineffective sales management.  In fairness, many sales managers struggle in their leadership role because they haven’t learned the new skills needed for management success. As a result, the sales manager falls into the role of doer rather than leader. They’re that knight in shining... Read More
January 27, 2017
Good salespeople know their competition, and invest time in designing strategies and tactics to beat competitors. They design value propositions and questions designed to point out the gaps in the competitor’s offering, without ever saying their name. They share well-thought-out stories about happy clients that have benefited from their company’s products and services.     But salespeople often get beat by the biggest competitor, the invisible one – the status quo. This competitor beats salespeople because of hard... Read More
January 20, 2017
Do you remember when you didn’t have a highly efficient CRM tool managing your contacts and accounts? I started in sales when the three-ring binder was your sales bible, carrying important notes and next steps – and I always hit my quota.  Today, sales teams are equipped with CRM tools that create dashboards and sales pipeline reports, and record every action and next step needed. Salesforce, the 800-pound gorilla in this space, continues to create applications that help inside salespeople and road warriors manage... Read More
January 13, 2017
There are lots of factors to being successful in sales.  But it starts with one decision and that one decision is to become masterful, not average, in sales. Sales is a really lousy profession in which to be average. An average salesperson experiences the constant stress of hitting quota one month and missing it the next because they haven’t mastered business development and selling skills. An average salesperson winds up working only with average clients. They don’t invest time to become an expert in their industry... Read More
January 06, 2017
I often tell my clients that effective selling is a combination of physiology, psychology and consultative skills. We live in the Information Age. Salespeople have access to more information on sales than ever before, with podcasts, webinars, books and workshops. So we have to ask ourselves: With all this good information, why are we still facing some of the same challenges in sales that we did 25 years ago?  For example, how many of you have seen a salesperson move into a product dump, even though she know she should be asking more questions, not presenting solutions? How about the salesperson that discounts too soon and... Read More
December 16, 2016
In her latest book, More Sales, Less Time, author Jill Konrath discusses several great tips and tools that help busy sellers be more productive.   Technology and information overload is challenging even the most organized and productive sellers.  As Jill writes about in her book, many salespeople are addicted (literally) to checking their smart phones and emails.  The problem with the constant checking are many, one being that most salespeople are so busy checking emails, texts and voicemail they never get to the real... Read More
December 09, 2016
If you followed my Facebook posts this week, you saw that I was speaking at the national sales meeting of Varsity Spirit Corporation, my former company. Varsity is an American success story. It is the largest cheerleading and dance uniform and camp instruction company in the world. So how did Varsity do it? Well, it’s done a lot of things well through the years. It’s always been on the front edge of innovation, leading the way in all aspects of school spirit. It’s always provided great products and services. AND... Read More
December 02, 2016
Jim Rohn, author, speaker and millionaire entrepreneur, mentored the likes of Tony Robbins, the world-famous personal and business development guru, and Mark Hughes, founder of Herbalife International. Growing up on an Idaho farm, his work ethic served him well. Consider this Rohn quote: “Don’t join an easy crowd; you won’t grow. Go where the expectations and the demands to perform are high.” This quote always reminds me of the differences between excellent salespeople and average ones... Read More