Colleen Stanley’s Sales EQ & IQ Blog
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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…Read Full Post
“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…Read Full Post
I recently read John Ortberg’s book, “The Life You’ve Always Wanted.” This is not a sales book, however, many of his thoughts and teachings align perfectly with what it takes to be excellent in sales. One of the key teachings from the book is:
“There is an immense difference between TRAINING to do something and TRYING to do something. You can’t run a marathon, even if you try really, really hard without…Read Full Post
It’s a busy time of the year. Year-end budgets, working hard to achieve revenue goals and planning for next year. It’s easy to get overwhelmed and not enjoy the Holiday/Christmas season. Here’s a few simple tips to remember during this Christmas/Holiday season.
- Be generous. When you see the Salvation Army ringing the bell, stop, drop BUT don’t roll! Drop some money in the red kettle and thank the…
Sales managers have a number of roles to fulfill. One is sales coaching, which kind of like playing sales doctor, trying to properly diagnose the root cause for poor sales performance. There are a number of places to examine during coaching sessions, but one often-overlooked area is understanding how the emotion of fear affects the salesperson’s actions or inactions.
- Fear of failure inhibits the application of logical selling…
“Insanity is repeating the same behaviors and expecting different results.” How many sales organizations are headed down the path of insanity because they aren’t taking the time to conduct a formal or informal win-loss analysis? The answer: too many!
When I speak with CEO or sales managers, I often ask how many have conducted a win-loss analysis. Not enough…Read Full Post
We’ve all heard the phrase, “Change is the one constant in life.” And yet people resist change even when all the logical arguments create a clear and necessary case for it. (Think Blockbuster, Sears and Borders bookstores.)
Today’s sales managers have to be very good at selling their sales teams on the many changes that occur in business to remain relevant. Anyone reading this blog ever had difficulty…Read Full Post
Many of you will be hitting the freeways and airways to travel to friends and family to celebrate Thanksgiving. Americans trace the Thanksgiving holiday to 1621 at Plimoth Plantation in Plymouth, Mass. Settlers and Native Americans gathered to celebrate the harvest feast after a successful growing season.
SalesLeadership hopes you’ve had a successful “growing season” in sales, personal and professional development. My…Read Full Post
Authenticity is touted as one of the key qualities of successful salespeople. Authentic people find it much easier than their disingenuous counterparts to persuade and influence others. And yet, authenticity seems difficult for many salespeople to apply in their role as a sales professional.
So how do you teach a salesperson to be more authentic and, as a result, more likeable? I posed this question to Michael Allosso, a…Read Full Post
We live in the age of technology, innovation and disruption. That also means we live in the age of increased temptation to chase squirrels and shiny objects, many of which do little or nothing to accelerate revenue growth.
Don’t get me wrong. There are some great sales enablement tools that make salespeople more efficient and smarter in their prospecting and selling efforts. But technology alone can’t generate more business with the right clients.