Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

The Power of Stories and Sales Leadership

March 13, 2019

We’ve all heard the phrase that “knowledge is power.” But that phrase needs more: “Knowledge is power -- when it is applied.” We don’t lack for information in a world with too much of it. What I see happening is the inability to apply the information. Sometimes this is on the student, other times on the teacher. 

Great teachers have the ability to make information stick, and to inspire change and action. It’s that simple.

One way to make information stick and motivate is through the power of…

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Will You be Replaced By a Sales Robot?

March 07, 2019

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The robots are coming, the robots are coming. And with that, the new movie version of “Death of A Salesman or Saleswoman.” 

Not so fast. AI is here to stay and, in many ways, will help salespeople spend time on what they really like to do: sell rather than figure out who to sell to, when to approach and what to sell. 

For example, Victor Antonio, co-author of “Sales Ex…

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What Key Performance Metrics Should Sales Managers be Held Accountable to?

March 01, 2019

I recently attended a sales conference where CEOs, vice presidents of sales and other sales speakers spoke about such great topics as sales enablement, sales compensation and my topic, building high-performance sales teams. 

A participant asked a great question: “What key performance metrics should sales managers be held accountable to?” It was a great question because most of the presenters, including me, had focused our content on what…

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Does Your Executive Team Spend Enough Time in the Sales Laboratory?

February 20, 2019

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I’ve been asked these questions numerous times:

Why do you still teach sales and sales management training courses

Couldn’t you reduce your workload to just delivering sales keynotes, limiting your time to delivering a one-hour message -- and then fly home?

And, why do you still run sales calls…

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Who Do You Want Me to Assign Your Sales Quota To?

February 14, 2019

Years ago, I was conducting a sales management workshop in which a sales manager shared her frustration with a salesperson that was running behind plan. They had developed and agreed on a sales goal. The sales manager was prebriefing and debriefing sales calls, but none of her good advice seemed to sink in or get applied. 

I gave the sales manager a different coaching question to ask the salesperson: Which salesperson on the team do you want me to assign your…

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Sales Organizations: Are You Putting Your Money Where Your Mouth is?

February 06, 2019

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When you say you want someone to put their money where their mouth is, it means you want them to spend money to improve a bad situation, instead of just talking about doing so. Sales organizations: Are you just talking about developing your young sales professionals or are you investing money and time into doing so? 

Young sales professionals are your company’s future. The boomers are retiring or slowing…

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One Reason Salespeople DON’T Disqualify Prospects

January 31, 2019

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You’re having a one-on-one coaching session with a member of your sales team, reviewing the sales pipeline. You quickly notice three prospects that are still hanging around, like a bad cold. Now, you and the salesperson have had more than one conversation about these opportunities. You’ve agreed on these points:

  • They don’t fit your ideal client profile.
  • The prospect’s pain was a nice-to-fix one, not a need-to-fix.
  • Oh, and on top of that, the prospect…
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The Soft Skills and Hard Skills Needed For Effective Sales Negotiations

January 24, 2019

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Your salesperson, Caroline, has done a great job of opening a large opportunity. The sales conversations with the prospect have been thoughtful and insightful. The deal is at recommendation stage and the prospect puts on his professional buying hat and starts lobbing objections and/or requests for additional concessions in order for the deal to move forward.  

Caroline gets triggered by the prospect’s hardnosed buying behavior and…

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What if Running Great Sales Meetings Became Your One Thing?

January 16, 2019

Gary Keller is the author of the popular book, “The One Thing.” He shares great advice throughout the book, including his key focusing question. 

“What’s the ONE thing you can do such that by doing it, everything else will be easier or unnecessary?”

I was reminded of this phrase listening to an interview conducted with Joel Osteen. He is the lead minister of one of the largest churches in the United States. His televised sermons appear in more than 10 million…

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How Emotionally Intelligent Sales Managers Lead Their Teams Through Change

January 10, 2019

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“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw

 “We don’t change, we don’t grow. If we don’t grow, we aren’t really living.” – Gail Sheehy

When I speak to CEOs and sales managers, I ask them how many have seen changes in their business in the last six to 12 months. Almost…

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