Colleen Stanley’s Sales EQ & IQ Blog
Denver-Based Sales Leadership Development Available Nationwide
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…Read Full Post
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…Read Full Post
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…Read Full Post
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…Read Full Post
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…Read Full Post
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…Read Full Post
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…Read Full Post
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…Read Full Post
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…Read Full Post