Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

Is it Time to “Argo” Your Sales Team?

July 25, 2019
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“Argo” is the 2012 movie about a high-stakes rescue of six U.S. diplomats from Tehran during the Iran hostage crisis. Ben Affleck stars as CIA operative Tony Mendez, who is charged with getting these diplomats out of the country safely. 

They do so by pretending to be film crew members…

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How Good Is Your Sales Organization At Failing?

July 18, 2019
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We’ve all heard the phrase, “You learn more from your failures than your successes.” But often, sales organizations aren’t walking the talk. I see a lot of different offices in my line of work. And I see a lot offices with success walls, you know the walls with plaques announcing company of the year, vendor of the year, salesperson of the year. But the problem is I don’t see…

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Are You Asking This Powerful Coaching Question?

July 11, 2019
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One of my sales managers, Cindy, was straddling that fine line of giving her salesperson support while raising his level of sales expertise and self-awareness. The salesperson had just lost three consecutive deals, and was experiencing self-doubt and frustration. 

So he was trying to make himself feel better by giving the usual excuses:

  • The company’s…
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Who Are Your Sales Vagabonds?

June 27, 2019
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What do Henry Ford, Harvey Firestone, Warren Harding, Thomas Edison and Luther Burbank have in common -- besides being highly successful and accomplished individuals? These very smart people were part of a mastermind group they called the Vagabonds. The title came from their many road trips, where…

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Are You Just Speeding Up the Crap Your Sales Team Sends Out?

June 20, 2019

I was having lunch with fellow sales consultants and our conversation moved to talking about the many marketing tech tools that sales organizations have to augment prospecting outreaches to clients. One of our colleagues spent most of her career in the business world of Silicon Valley. I was eager to hear her…

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Ghosting, Texting and Conflict Management: The New Sales Management Challenge

June 14, 2019

I was catching up with one of my oldest friends and the conversation moved from business to personal. She shared that her husband, a business owner, was frustrated with the number of candidates that were ghosting interviews. She also shared that her lovely 20-something-year-old daughter’s boyfriend recently broke up with her. His method of communication: a text.

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The No. 1 Way Your Salespeople REALLY Demonstrate Expertise

June 06, 2019

I was working with a client on improving his qualification process. He’d already attended our Ei Selling® boot camp. Now, we were taking an even deeper dive into creating customized questions for each buying influence and industry.  

One of his younger associates joined the coaching sessions and shared great advice learned from one of his mentors. Early in his career…

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Five Ways to Improve Your Group Sales Meetings

May 30, 2019

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The next time you conduct a sales meeting with your team, write down the cost of holding it. Be sure to include the payroll costs AND the conversations not occurring with prospects and clients. Take a look at the final number and ask yourself: Is this meeting going to pay for itself?

Sales…

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Why Is Listening So Hard For Sales Professionals?

May 23, 2019

We’ve all heard the phrase, “God gave you two ears and one mouth for a reason.”  The inference is that we should all listen more and talk less. This isn’t a new revelation or even close to thought leadership.

However, listening is a continuing challenge most sales organizations continue to deal with as they try to prevent ‘show-up and throw up’ sales meetings. There…

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Effective Sales Management Is Emotion Management

May 17, 2019

You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults and blind spots that will need to be addressed. (Anyone reading this married, in a serious relationship or raising children?) If you want to know how to be a…

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