Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

May 17, 2018
What can a person learn about sales from a former FBI hostage negotiator? Quite a bit, it turns out. I am reading Chris Voss’s book, “Never Split the Difference: Negotiating As if Your Life Depended on it.” It’s a great title and many salespeople may feel they live that way each day. Voss now heads up his own company, Black Swan, teaching companies and organizations the skills that made him successful in negotiating life-and-death situations. I was pleasantly surprised to learn... Read More
May 10, 2018
Effective sales leaders always seek ways to grow consistent and sustainable revenues. Sometimes it’s as simple as making sure your sales team recognizes who the true competitor is -- and it’s not members of their own sales team. I frequently remind salespeople that the competition is outside the building, not inside it! Don’t misunderstand me. Healthy competition is good. But unhealthy competition is not and will cost your... Read More
May 03, 2018
Sales leaders have the responsibility of establishing great sales cultures. Great leaders set the tone and environment for how their sales team members will interact with each other, prospects and clients. It’s up to them to create a great work environment.  Or is it? The reality is that creating a great sales culture is everyone’s responsibility. Without this attitude, it’s kind of like... Read More
April 26, 2018
You are a CEO or business owner that is frustrated with the revolving door in your sales department. Turnover is costing time because you’re constantly interviewing candidates, money because of missed quotas, and unhappy customers, who are tired of seeing and hearing a new face every quarter. Your sales manager is a likable person and a hard worker. He or she is passionate about the company and its products. Your organization pays salespeople really well. And you just invested in three... Read More
April 19, 2018
I am tired of hearing salespeople, sales managers, sales gurus and pundits say, “Consultative selling is dead.” No, it isn’t. It’s alive and well because many of the questions taught in consultative-selling courses remain important in conducting a diagnostic sales call. There is a lot of talk about the new way to sell: Provide insights, challenge your prospects and join them where they are on the buyer’s... Read More
April 12, 2018
You’ve had a prospect on your target list for months, but can’t crack the code to unseat the incumbent vendor. And what’s really frustrating is that you know the incumbent can’t provide the value you and your company can offer. Several prospecting attempts have resulted in the classic response, “We’re happy with our current provider.” It’s time to change your thinking and approach in order to ensure better outcomes when trying to replace an entrenched competitor. Take a look at... Read More
April 05, 2018
I was a new sales manager and fortunately, my company was smart enough to send me to a sales management training course. An instructor teaching negotiation skills made a huge impression on me as she began her presentation. She strutted (yes, strutted) on stage, planted her foot on a chair and announced, “If you can’t walk, you... Read More
March 29, 2018
When my husband Jim told me about his first job, as a paperboy, I had to hold my sides because I was laughing so hard. At age 10, he would get up at 4 a.m., load up his bike with papers and work like crazy to deliver them before the 7 a.m. deadline. If it was really bad weather, he would wake up his father to help finish the job. (Note: Our current paper person delivering in a car doesn’t seem to have that sense of urgency. Maybe it was the bike.)    The real fun began after school, when he’d start... Read More
March 23, 2018
It’s a great time to be in business. As I meet and speak with CEOs and VPs around the country, I learn that many businesses are enjoying a great year in sales.  In fact, I am hearing complaints about not being able to keep up with the number of sales opportunities!  Enjoy this economy. But, also be aware that success often breeds false realities and arrogance. As my former mentor and boss used to say, “We’re doing a... Read More
March 16, 2018
It’s time for March Madness, with the nation’s best college basketball teams battling to reach the Final Four and then, hoping to win the national championship.   March Madness is similar to the sales profession, where competitors may possess great sales talent, have well developed playbooks and a high desire to win. So what is it that determines who wins the NCAA... Read More