Colleen Stanley’s Sales EQ & IQ Blog

Denver-Based Sales Leadership Development Available Nationwide

Is Self-Absorption Affecting Sales Success?

April 09, 2019

Is it possible that living in a selfie society is affecting sales results? Sales success? You know, that insatiable desire to take a picture of yourself -- regardless of what you’re doing -- and immediately post it on all the social media channels. The goal is to make sure everyone knows just how cool and successful you are. 

This self-absorption can adversely affect your prospecting and sales efforts because the best salespeople are other-absorbed, not self-absorbed. They practice the mantra:

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What Do Prospects REALLY Want?

April 04, 2019

It’s been over 20 years ago that I ran one of my first sales calls in this business of sales training and speaking. And one of those early sales conversations taught me a lot about what prospects really want.

The vice-president of sales, Michael, was my champion and set up a meeting with the company president, Bob. The three of us met, I framed up the sales call asking the president what would be of most value to…

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Perseverance, Resiliency and Revenues

March 20, 2019


A few years ago, I was talking to a successful colleague who also is in the sales-training business. Pete had just returned from an appointment where the purpose was to close a $100K deal. Upon arriving at the company, his supposed-to-be new client apologized and said the company had decided to sell the firm.

 “Uggh,” I said. “What did you do?” 

He responded without missing a beat, “Some will, some won’t, moving on.…

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The Power of Stories and Sales Leadership

March 13, 2019

We’ve all heard the phrase that “knowledge is power.” But that phrase needs more: “Knowledge is power -- when it is applied.” We don’t lack for information in a world with too much of it. What I see happening is the inability to apply the information. Sometimes this is on the student, other times on the teacher. 

Great teachers have the ability to make information stick, and to inspire change and action. It’s that simple.

One way to make information stick and motivate is through the power of…

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Will You be Replaced By a Sales Robot?

March 07, 2019


The robots are coming, the robots are coming. And with that, the new movie version of “Death of A Salesman or Saleswoman.” 

Not so fast. AI is here to stay and, in many ways, will help salespeople spend time on what they really like to do: sell rather than figure out who to sell to, when to approach and what to sell. 

For example, Victor Antonio, co-author of “Sales Ex…

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What Key Performance Metrics Should Sales Managers be Held Accountable to?

March 01, 2019

I recently attended a sales conference where CEOs, vice presidents of sales and other sales speakers spoke about such great topics as sales enablement, sales compensation and my topic, building high-performance sales teams. 

A participant asked a great question: “What key performance metrics should sales managers be held accountable to?” It was a great question because most of the presenters, including me, had focused our content on what…

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Does Your Executive Team Spend Enough Time in the Sales Laboratory?

February 20, 2019


I’ve been asked these questions numerous times:

Why do you still teach sales and sales management training courses

Couldn’t you reduce your workload to just delivering sales keynotes, limiting your time to delivering a one-hour message -- and then fly home?

And, why do you still run sales calls…

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Who Do You Want Me to Assign Your Sales Quota To?

February 14, 2019

Years ago, I was conducting a sales management workshop in which a sales manager shared her frustration with a salesperson that was running behind plan. They had developed and agreed on a sales goal. The sales manager was prebriefing and debriefing sales calls, but none of her good advice seemed to sink in or get applied. 

I gave the sales manager a different coaching question to ask the salesperson: Which salesperson on the team do you want me to assign your…

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

February 06, 2019


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…

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One Reason Salespeople DON’T Disqualify Prospects

January 31, 2019


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…
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