Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Leadership Development Available Nationwide

September 15, 2017
Q4 can be a challenging quarter for many salespeople. They are working hard to achieve 2017 goals and setting up Q1 2018. Time is even more limited, and salespeople can’t afford to waste it with bad selling habits and bad prospects. Salespeople fail to hit the double goal at year-end for a variety of reasons. Here are the three mistakes to avoid in order to achieve 2017 goals and set up a great 2018. #1:  Avoid poor time management. Most salespeople haven’t learned the basics of... Read More
September 08, 2017
I always enjoy interviews that include this question: “If you knew then what you know now, what would you do differently?” Or, “What advice would you give your younger self?” Both questions require  introspection, humility and thought.  One reason I’m in the teaching and development profession is to help people avoid making the many mistakes I did in learning how to be an effective sales leader. Here are a few pieces of advice (from a much longer list) that I would give my younger,... Read More
August 31, 2017
I sat down to write a blog about sales management this week – but I couldn’t. Giving advice about building high-performance sales teams seemed trite in the aftermath of Hurricane Harvey.  Instead, I’d like to encourage and invite all the great people in the sales profession to step up and help the many Harvey victims. The best salespeople I know are generous, caring, high-energy and smart. Let’s channel all of those attributes and apply the golden rule: Do unto others as you would have them do unto you. There are many... Read More
August 24, 2017
There are 100 different selling systems and approaches to sales. Every sales-development firm or sales guru touts their own unique proprietary sales systems and methods. But the one thing that never varies is that salespeople must be likeable. Likeability is the foundation of trust, and prospects need to trust you before they will give you access to their thoughts, business, people and money.  Salespeople often blow the sales call within five minutes of meeting a prospect because they haven’t mastered... Read More
August 17, 2017
Congratulations! Your hard work has paid off and you’ve landed a new client, one that fits your ideal client profile. You exchange handshakes and hugs, and now the real sale begins -- the sale after the sale.   Unfortunately, this part of the sales process is where the sale starts falling apart and the customer experience is dinged.  Why? Because the team members handling the sale after the sale are never taught formal sales, communication or emotional intelligence skills. It’s crazy because these team members are the... Read More
August 10, 2017
I had the good fortune of starting in sales with Varsity Spirit Corp., a small company that now is the world’s largest in its industry. When I started with Varsity, we were the David in the “David and Goliath” story, competing with companies more than quadruple our size. With hard work, great leadership and innovation, we became the Goliath.   My boss understood the perils of success and often said to his management team, “We’re doing great, and let’s make sure we do not believe our own... Read More
July 27, 2017
The great thing about the sales profession is that you have the ability and control to conduct sales and business in a manner that best serves you and your clients. The most successful salespeople know they have to earn their spot on the team every year, both with their company and with customers. These high producing salespeople have an “I-need-to-earn-it” mindset, which keeps them sharp and valuable. It’s the polar opposite of the good-enough mindset, which often results in mediocrity and a constant lowering of the... Read More
July 20, 2017
Sales managers have long understood the power of ride-alongs with salespeople. Riding together helps build relationships with the sales staff. And observing a sales call firsthand is the best opportunity to provide an immediate debrief of what worked or didn’t work in the prospect meeting.    Riding along isn’t just limited to cars. It’s also time invested on the selling floor, listening to calls and giving... Read More
July 13, 2017
Salespeople ask many great questions during meetings with prospects. They ask probing ones about their prospect’s pain and uncover their prospect’s short-term and long-term goals. However, the most important question often not asked in the sales conversation is, “How committed are you and your organization to eliminating this pain and/or achieving this goal?” I am not talking about qualifying for the amount of time and dollars needed for a successful engagement. I am talking about only one thing -- your... Read More
June 29, 2017
We’ve all had a good time complaining about the millennials. But perhaps it’s time we take a look at the baby boomers that make up a large part of many sales teams. Business owners and vice presidents of sales in various industries voice similar complaints and concerns about them.
  • “They don’t, won’t or suck at prospecting.”   
  • “The salesperson has a deep bench of expertise and it can take two years to ramp up a new hire. Do I start all over?” 
  • “The legacy reps’ clients love him or her. She...
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