Colleen Stanley’s Sales EQ & IQ Blog
Denver-Based Sales Leadership Development Available Nationwide
No one in business sets out to be ineffective in their role. However, many salespeople are set up to fail because they aren't taught what they need to know to be successful after a promotion from sales to sales management.
The latter demands an entirely different set of skills than those required for selling. And most sales managers…Read Full Post
Sales teams are in the second half of the year working hard to reach sales goals. It's safe to say that more than one CEO or sales manager is scratching their head, wondering why their sales team is missing goals. After all, the sales manager has managed the numbers, the sales team has a robust CRM platform and the company just revamped its website to improve its image and…Read Full Post
Millennials make up the largest generation in the U.S. labor force. They are the sales force of the future and like any generation, there will be some that are highly successful and others that will settle for average.
When working with millennials, I tell them they have the best opportunity to shine IF they ignore the bad advice, the sales myths, they hear from social media and/or peers. Here’s one…Read Full Post
CEOs and sales managers have long struggled with ensuring their sales team sells on value, not price. They hold rah-rah sales meetings that tout the benefits of the product and services. They teach negotiation skills, with the goal of salespeople standing firm on the price when meeting with a professional buyer.
So why do salespeople still discount too often and too quickly? It’s the classic case of working on the wrong end of the sales…Read Full Post
There is a lot of great sales training content, methodology and skills being taught every day in the sales world. Yet we still see salespeople defaulting to nonproductive selling behaviors, such as discounting when they know they sell on value, writing practice proposals because they didn’t gain access to all the buying influences or not confirming the prospect’s ability to invest time and money.…Read Full Post
I just attended the National Speakers Association industry conference. Like our clients, we enjoy learning and exploring new ways to improve and add value. Some of the sharpest people in the industry, experts on topics from innovation to customer service to leadership, attend this conference. It’s always amazing to me how much I learn about sales---from people…Read Full Post
Sales managers invest a lot of time teaching and coaching their teams how to gain access to decision makers and buying influences. These are the deal makers that carry titles such as economic buyer, technical buyer, user buyer and champions -- and the list goes on.
It’s equally important to teach your sales team how to uncover and meet with the anti-buying influence: the deal breakers.
Deal breakers are the visible -- and often, the not-so-visible -- individuals that send…Read Full Post
The Fourth of July has come and gone. The sound of fireworks fade until next year’s celebration. At this time of the year, we celebrate the bravery of our early patriots, many of whom gave their lives to ensure you and I enjoy the many freedoms that are easy to take for granted.
History is a great teacher. So as your sales team prepares for third and fourth quarter, take time to review one history lesson from America’s birthday that will…Read Full Post
When you observe a successful sales organization or salesperson, it’s easy to assume they’ve always operated at a high level of sales mastery. They open up sales conversations with ease and grace. Thoughtful and provocative sales conversations seem to happen without effort. Asking for the business is easy and, in many cases, the prospect takes the lead in ‘closing the deal’ because of the salesperson’s mastery.
These sales organizations make sales look easy. What we don’t see behind every successful sales…Read Full Post
You finally land an appointment with that coveted, ideal-fit prospect. Congratulations. Now the real work begins.
We’ve all heard phrases such as, “You only get one chance to make a good impression.” Psychologists call it "thin slicing." You meet someone and within seconds, you make a decision about their trustworthiness, status, intelligence and who knows what else.
As a former vice president of sales and as a …Read Full Post