Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

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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Is it Time to Bring Mr. Rogers To Your Sales Neighborhood?

March 06, 2020

The late Fred Rogers taught a generation of parents how to better connect with their children. His popular series changed the way parents thought about approaching and talking with kids. Mr. Rogers was known for his ability to demonstrate a deep understanding of a child’s feelings in order to make them feel valued and respected.

Today we call that “empathy” and it is…

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Buyers are Liars -- NOT!

February 27, 2020
Authored by:

I recently listened to a salesperson explain why buyers are liars. As she presented her compelling arguments for this belief, it became clear why this seller wasn’t hitting her sales goals. 

What prospect in their right mind would enjoy meeting with a salesperson who thinks he’s a liar?

This skeptical attitude doesn’t create…

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Three Reasons Your Sales Team Can’t Unseat the Incumbent

February 20, 2020

It’s a competitive market. In many industries, the only way to grow market share is to take market share. Your company doesn’t invent bright new shiny objects, where there is no or little competition.

Taking market share…

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Is Your Sales Team Flabby?

February 13, 2020

I recently watched an interview with Daniel Goleman, the social psychologist credited with bringing emotional intelligence out of the academic world and into the commercial one. He always shares great insights and one statement really struck me. To paraphrase Goleman, “Focus has become a very flabby muscle in our 24/7 connected world.”

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What’s in Your Salesperson’s Briefcase?

February 07, 2020

A popular television commercial asks, “What’s in your wallet?” Whenever I see the ad, I immediately think of another question: “What’s in your salesperson’s briefcase?”

Salespeople get hired and show up at work with two briefcases. One is visible, and a sales manager has seen the…

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Is Your Sales Team Chasing Squirrels?

January 30, 2020

My husband and I used to live in a home where a crazy squirrel ran back and forth, back and forth, on top of our backyard fence.

This erratic behavior got even more exciting when our neighbors let out their dog. It would bark…

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