Colleen Stanley’s Sales EQ & IQ Blog

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Sales Managers: Are Your Group Sales Meetings a 10 Out of 10?

December 12, 2019

“Meetings are a waste of time. I don’t even know why we have meetings. Well, that was an hour of nothing.” Hopefully, this isn’t what your sales team members say about your group sales meetings. But how would they rank group sales meetings if asked?

The next time you conduct a group sales meeting, add up the payroll…

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Is it Time to Teach Your Sales Team a Beginner’s Mindset?

December 06, 2019

Sales team leaders often complain that their salespeople present solutions too soon and too often. This selling behavior occurs even after a sales manager has taught and reinforced the  value of asking questions to discover a prospect’s true needs.

It’s important to teach your sales team a questioning framework in order to properly diagnose a prospect’s goals and…

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8 "Sales" Reasons to be Grateful

November 27, 2019

Growing up, I heard my parents say more than once how lucky we were to have a roof over our head and food on the table. My father often quoted, “Health is wealth.” I didn’t realize it at the time, but these reminders served as a foundation for creating an attitude of gratitude in my personal and professional life.

My…

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How Much is Stress Costing Your Sales Organization?

November 21, 2019

In a survey conducted by online career database PayScale, 73 percent of respondents in the sales profession rated their role as "highly stressful." Stress can result in salespeople burning out and dropping out. Stressed-out salespeople experience anxiety, fatigue and depression, which affects their ability to execute at the highest level. 

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Sales Managers: Avoid This Common Coaching Mistake

November 14, 2019

Well-intentioned sales managers often conduct the same coaching conversations over and over with their sales team, but see little change in selling behaviors.

Why? Because they haven’t identified the root cause behind the sales-performance challenge and as a result, they’re working on the wrong end of the problem. When hearing or seeing the presenting sales problem,…

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Do You Have a Generic Prospecting Approach?

November 07, 2019

We’ve all heard that prospects want to feel valued and special. It’s a basic human need. So why do so many sales organizations use a generic, one-size-fits-all approach when reaching out to prospects? 

Because it’s easy, doesn’t take a lot of effort or the sales teams simply don’t know the…

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How Self-Awareness and Self-Responsibility Create Sales Success

November 01, 2019

The late philosopher Socrates, born circa 470 B.C., is credited with the often-quoted phrase, “Know thyself.” Who knew that one of the best pieces of advice would remain relevant for so long, especially in the sales profession?

Salespeople are bombarded with new ideas, tactics and strategies to grow business. But in the midst of all these great ideas, remember…

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What Selling Behaviors Would Change If …

October 18, 2019

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…

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Sales Managers: Are You Showing Up and Throwing Up?

October 11, 2019
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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…

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Pressure is a Privilege

October 04, 2019
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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…

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