Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

Don’t Lose Sales to the J Curve of Learning

May 20, 2020

One of my favorite quotes comes from the late, great basketball coach John Wooden:

“Don’t equate your expertise with your ability to teach.”

This is great advice for all leaders, particularly in sales. Many sales leaders are former top sales producers, but being a top seller may not equate to your ability to transfer the…

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Sales Managers: Are You Ready for One More Title?

May 14, 2020

Sales managers are juggling a lot of balls right now. Some days you are the sales leader, another day the chief problem solver and still others, head cheerleader.

Well, it’s time to add one more hat to your wardrobe:

Chief Belief Officer.

The research is clear that what a person believes influences the actions they…

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Now What?

May 07, 2020

The world is re-opening, and so are many businesses.

Maybe.

Many companies will appear to be open. The lights are on. The doors are unlocked but they are really not open for business.

Why?

Because they are stuck.

They haven’t accepted the reality of the “new normal.”

They keep looking back, wishing for the good old days rather…

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COVID-19 Coaching Pivots for Sales Managers

May 01, 2020

“Pivot” is the new word in sales, business and sales management. And almost every company is engaged in the pivot dance. It might be in how they sell, to whom they sell or what they sell. But there is one more area that requires pivoting: how sales managers coach their sales teams.…

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What is the Changing Tide of Sales Exposing?

April 23, 2020

Warren Buffet’s famous quote is quite appropriate for today’s business environment: “It’s only when the tide goes out that you learn who has been swimming naked.” 

Well, right now, a few sales leaders might want to buy swimwear. That’s because the character and work ethic of their salespeople are areas being exposed at this critical time in business.

During…

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Sales Management: Mission Impossible or Possible?

April 16, 2020

“Mission: Impossible” was a popular 1960s TV show about the adventures of secret government agents known as the Impossible Missions Force. The show always started with an agent receiving instructions for the next mission from a mysterious voice delivered on a recording, which then destroyed itself. The message always ended with, “Your mission, should you choose to accept it…

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Who Moved My Sales Cheese?

April 10, 2020

Dr. Spencer Johnson wrote the bestselling book, “Who Moved My Cheese?” in 1998. Today, the content remains quite relevant because many of us in sales are asking:

Who moved my sales cheese?

The book is a parable about four characters. Two are Littlepeople “Hem” and “Haw” and the other two are mice, “Sniff” and “Scurry.” The…

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Selling During COVID-19: Improvise, Adapt and Overcome

April 03, 2020

My husband Jim is a former Marine. And on more than one occasion, he has said that I remind him of his former drill sergeant. (But that is a story for another blog.) Marines are taught -- and drilled -- to overcome any obstacle. It’s a mindset that helps a Marine deal with the chaos of combat and physical, mental and spiritual hardships.

Many salespeople might feel…

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Emotionally Intelligent Prospecting in Turbulent Times

March 26, 2020

Do you remember the good ‘ole days? I’m talking about January 2020!  The economy was humming, sales kickoffs and annual awards were celebrated, and many sellers were on their way to their best sales year ever.

And then, for many businesses, the celebrations and high fives stopped because of the impact of COVID-19.  

There is still business to be conducted and…

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Coronavirus, Sales Leadership And Lessons From a Post-Op Nurse

March 19, 2020

Leaders all over the world are being tested by the business impact of the coronavirus. Sales leaders charged with achieving revenue goals, are right in the thick of things. There are some businesses actually thriving because they sell the products that people and companies are buying up as fast as possible.

Others---not so much. They’re…

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