Colleen Stanley’s Sales EQ & IQ Blog
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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…Read Full Post
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…Read Full Post
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…Read Full Post
“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…Read Full Post
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…Read Full Post
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…Read Full Post
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.
…Read Full Post
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,…Read Full Post
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…Read Full Post
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…Read Full Post