Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

What Selling Behaviors Would Change If …

October 18, 2019

Sales managers, CEOs and sales consultants always are looking for new and better ways to improve sales results. But sometimes the key to improving sales results is simple and can be accomplished by asking and answering the questions below.

Question #1: What selling behaviors would change…..

If every salesperson on your team had a full, qualified…

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Sales Managers: Are You Showing Up and Throwing Up?

October 11, 2019
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Sales managers complain that their sales teams don’t listen to prospects and fail to ask questions in order to create the best solution for customers. This selling behavior often is labeled as “product dumping” or “showing up and throwing up.” (I know. Not a great visual.) 

Unfortunately, too many sales managers exhibit the same behaviors…

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Pressure is a Privilege

October 04, 2019
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I was reading an article about Billie Jean King, the former No. 1 women’s tennis player in the world and a pioneer for equal pay in women’s tennis. Many of us remember the highly publicized “Battle of the Sexes” match between King and Bobby Riggs. About 90 million people tuned in to see this match -- now that’s pressure! King prevailed, winning in three sets.

Did…

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Three Ways to Achieve Q4 and Q1 Sales Goals

September 26, 2019
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The final quarter of the year can be challenging for salespeople. Not only are they working hard to achieve the current year’s sales goals, they’re also working hard at setting up a strong pipeline for Q1 of the next year. 

So how do top sales producers achieve both goals? They apply three…

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Are You an Instant Gratification Sales Manager?

September 19, 2019
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Delayed gratification has been defined as the ability to put in the work to earn the reward. 

Sales managers teach and preach the importance of precall planning and preparation to their sales teams in order to conduct effective sales meetings.  Sales managers coach their salespeople to have a defined purpose and objective for the meeting, with which the prospect and…

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The ROI of Informal Learning and Sales Collaboration

September 10, 2019

Guest Blog written by Jake Miller, Allego

In the movie A Few Good Men, a young Marine is questioned about the application of a technique not referenced in any “book, manual, pamphlet, or regulations.” During his cross-examination, the Marine’s response to a question about where he learned this technique shines a spotlight on the role that informal learning plays in almost any organization:

“Well, I guess I just followed the crowd at chow time, sir.”

Corporate trainers and sales leaders know that the majority of the learning taking place on a sales team happens informally…

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Should You Have Been There in the First Place?

September 05, 2019
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There are many great coaching questions that salespeople and sales managers can ask when pre-briefing and debriefing sales calls. One that I often start with is: Should you have been there in the first place? 

Many hard-working salespeople are working TOO HARD. They keep trying to sell to prospects that are never going to buy and then beat themselves up for lack of…

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Is It Time To Bring Your Customer Into The Monday Morning Sales Meeting?

August 30, 2019
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I recently worked with a terrific client at their national sales meeting. Much of the conversation at the conference focused on ways to add value to their clients and prospects. Many great ideas, however, one made me laugh out loud and…think.

One of the sales managers shared that he had created a…

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Do Prospects Trust Your Salespeople?

August 20, 2019
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HubSpot research shows that only 3% of buyers trust sales reps. That should sound BIG alarm bells in sales organizations. Trust is the foundation of relationships and without it, salespeople will run into problems opening sales conversations, conducting thoughtful meetings and gaining new business.

There are several reasons for lack of trust. One that most…

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The No. 1 Coaching Mistake Made by Sales Managers

August 08, 2019
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You are one of those great sales managers that understands the value of sales coaching. You consistently hold one-on-one coaching sessions…

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