Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

Sales Organizations: Are You Putting Your Money Where Your Mouth is?

February 06, 2019

GCAP%20FEB2019.JPG

When you say you want someone to put their money where their mouth is, it means you want them to spend money to improve a bad situation, instead of just talking about doing so. Sales organizations: Are you just talking about developing your young sales professionals or are you investing money and time into doing so? 

Young sales professionals are your company’s future. The boomers are retiring or slowing…

Read Full Post

One Reason Salespeople DON’T Disqualify Prospects

January 31, 2019

b.jpeg

You’re having a one-on-one coaching session with a member of your sales team, reviewing the sales pipeline. You quickly notice three prospects that are still hanging around, like a bad cold. Now, you and the salesperson have had more than one conversation about these opportunities. You’ve agreed on these points:

  • They don’t fit your ideal client profile.
  • The prospect’s pain was a nice-to-fix one, not a need-to-fix.
  • Oh, and on top of that, the prospect…
Read Full Post

The Soft Skills and Hard Skills Needed For Effective Sales Negotiations

January 24, 2019

AdobeStock_165835202.jpeg

Your salesperson, Caroline, has done a great job of opening a large opportunity. The sales conversations with the prospect have been thoughtful and insightful. The deal is at recommendation stage and the prospect puts on his professional buying hat and starts lobbing objections and/or requests for additional concessions in order for the deal to move forward.  

Caroline gets triggered by the prospect’s hardnosed buying behavior and…

Read Full Post

What if Running Great Sales Meetings Became Your One Thing?

January 16, 2019

Gary Keller is the author of the popular book, “The One Thing.” He shares great advice throughout the book, including his key focusing question. 

“What’s the ONE thing you can do such that by doing it, everything else will be easier or unnecessary?”

I was reminded of this phrase listening to an interview conducted with Joel Osteen. He is the lead minister of one of the largest churches in the United States. His televised sermons appear in more than 10 million…

Read Full Post

How Emotionally Intelligent Sales Managers Lead Their Teams Through Change

January 10, 2019

AdobeStock_142511590b.jpeg

“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw

 “We don’t change, we don’t grow. If we don’t grow, we aren’t really living.” – Gail Sheehy

When I speak to CEOs and sales managers, I ask them how many have seen changes in their business in the last six to 12 months. Almost…

Read Full Post

Are You Training for Sales Excellence or Just “Trying” for Sales Excellence?

December 31, 2018

I recently read John Ortberg’s book, “The Life You’ve Always Wanted.”  This is not a sales book, however, many of his thoughts and teachings align perfectly with what it takes to be excellent in sales. One of the key teachings from the book is: 

“There is an immense difference between TRAINING to do something and TRYING to do something. You can’t run a marathon, even if you try really, really hard without…

Read Full Post

Happy Holidays & Merry Christmas

December 20, 2018

AdobeStock_97447965b.jpeg

It’s a busy time of the year.  Year-end budgets, working hard to achieve revenue goals and planning for next year.  It’s easy to get overwhelmed and not enjoy the Holiday/Christmas season.  Here’s a few simple tips to remember during this Christmas/Holiday season. 

  • Be generous.   When you see the Salvation Army ringing the bell, stop, drop BUT don’t roll!  Drop some money in the red kettle and thank the…
Read Full Post

Fear - the No. 1 Emotion That Stops Sales Success

December 13, 2018

Sales managers have a number of roles to fulfill. One is sales coaching, which kind of like playing sales doctor, trying to properly diagnose the root cause for poor sales performance. There are a number of places to examine during coaching sessions, but one often-overlooked area is understanding how the emotion of fear affects the salesperson’s actions or inactions.

  • Fear of failure inhibits the application of logical selling…
Read Full Post

What Should You Look For When Conducting a Win-Loss Analysis?

December 06, 2018

AdobeStock_90806149b.jpeg

“Insanity is repeating the same behaviors and expecting different results.” How many sales organizations are headed down the path of insanity because they aren’t taking the time to conduct a formal or informal win-loss analysis? The answer: too many! 

When I speak with CEO or sales managers, I often ask how many have conducted a win-loss analysis. Not enough…

Read Full Post

How The Best Sales Managers Lead Their Sales Teams Through Change

November 29, 2018

We’ve all heard the phrase, “Change is the one constant in life.” And yet people resist change even when all the logical arguments create a clear and necessary case for it. (Think Blockbuster, Sears and Borders bookstores.) 

Today’s sales managers have to be very good at selling their sales teams on the many changes that occur in business to remain relevant.  Anyone reading this blog ever had difficulty…

Read Full Post