Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

Does Your Sales Organization Need More Data or Real Change?

January 15, 2020

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…

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Is it Time to Marie Kondo Your Sales?

January 09, 2020

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…

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Are You Becoming Desensitized to Your Prospect’s Needs?

December 19, 2019

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…

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Sales Managers: Are Your Group Sales Meetings a 10 Out of 10?

December 12, 2019

“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…

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Is it Time to Teach Your Sales Team a Beginner’s Mindset?

December 06, 2019

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…

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8 "Sales" Reasons to be Grateful

November 27, 2019

Growing up, I heard my parents say more than once how lucky we were to have a roof over our head and food on the table. My father often quoted, “Health is wealth.” I didn’t realize it at the time, but these reminders served as a foundation for creating an attitude of gratitude in my personal and professional life.

My…

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How Much is Stress Costing Your Sales Organization?

November 21, 2019

In a survey conducted by online career database PayScale, 73 percent of respondents in the sales profession rated their role as "highly stressful." Stress can result in salespeople burning out and dropping out. Stressed-out salespeople experience anxiety, fatigue and depression, which affects their ability to execute at the highest level. 

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Sales Managers: Avoid This Common Coaching Mistake

November 14, 2019

Well-intentioned sales managers often conduct the same coaching conversations over and over with their sales team, but see little change in selling behaviors.

Why? Because they haven’t identified the root cause behind the sales-performance challenge and as a result, they’re working on the wrong end of the problem. When hearing or seeing the presenting sales problem,…

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Do You Have a Generic Prospecting Approach?

November 07, 2019

We’ve all heard that prospects want to feel valued and special. It’s a basic human need. So why do so many sales organizations use a generic, one-size-fits-all approach when reaching out to prospects? 

Because it’s easy, doesn’t take a lot of effort or the sales teams simply don’t know the…

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How Self-Awareness and Self-Responsibility Create Sales Success

November 01, 2019

The late philosopher Socrates, born circa 470 B.C., is credited with the often-quoted phrase, “Know thyself.” Who knew that one of the best pieces of advice would remain relevant for so long, especially in the sales profession?

Salespeople are bombarded with new ideas, tactics and strategies to grow business. But in the midst of all these great ideas, remember…

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