Colleen Stanley’s Sales EQ & IQ Blog
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It’s a competitive market. In many industries, the only way to grow market share is to take market share. Your company doesn’t invent bright new shiny objects, where there is no or little competition.
Taking market share requires selling against an incumbent, often an entrenched one, which can be challenging.… Read Full Post
I recently watched an interview with Daniel Goleman, the social psychologist credited with bringing emotional intelligence out of the academic world and into the commercial one. He always shares great insights and one statement really struck me. To paraphrase Goleman, “Focus has become a very flabby muscle in our 24/7 connected world.”
Sales leaders may not realize…Read Full Post
A popular television commercial asks, “What’s in your wallet?” Whenever I see the ad, I immediately think of another question: “What’s in your salesperson’s briefcase?”
Salespeople get hired and show up at work with two briefcases. One is visible, and a sales manager has seen the contents because they hired the person. This briefcase is full of industry…Read Full Post
My husband and I used to live in a home where a crazy squirrel ran back and forth, back and forth, on top of our backyard fence.
This erratic behavior got even more exciting when our neighbors let out their dog. It would bark and chase this squirrel every day, thinking his barking would get the squirrel to change his…Read Full Post
This is the time of year in the sales profession when companies bring their sellers together for the purpose of education, motivation and a roll out of new products and services.
Sales kickoffs are a big investment of time and money. So is the investment worth it?
My answer is a resounding Yes!
As a former vice…Read Full Post
Salesforce published its second edition of the ”State of Sales,” featuring insights from over 3,100 sales professionals. There is great information throughout the report, and a couple of data points caught my attention.
The first was that 60% of professional salespeople report that collaborative selling has increased productivity by more than 25…Read Full Post
Marie Kondo is the author of the best-selling book, “The Life-Changing Magic of Tidying Up.” Her revolutionary six-step approach has been credited with helping thousands of people declutter their lives, and become less stressed and happier.
Many people think her process is only about tidying up. But it's really about discarding items that lack value. That is a great…Read Full Post
It should have been an easy travel day. No weather problems on either end of the flight route. Ample time between connections. And then came the unexpected problem of the airplane trying to detach from the gate, which created a 20-minute Olympic sprint to catch my next flight.
As I approached the ticket agent…Read Full Post
“Meetings are a waste of time. I don’t even know why we have meetings. Well, that was an hour of nothing.” Hopefully, this isn’t what your sales team members say about your group sales meetings. But how would they rank group sales meetings if asked?
The next time you conduct a group sales meeting, add up the payroll…Read Full Post
Sales team leaders often complain that their salespeople present solutions too soon and too often. This selling behavior occurs even after a sales manager has taught and reinforced the value of asking questions to discover a prospect’s true needs.
It’s important to teach your sales team a questioning framework in order to properly diagnose a prospect’s goals and…Read Full Post