Colleen Stanley

3 Tips for Unseating the Incumbent

[embedded content] You’ve had a prospect on your target list for months, but can’t crack the code to unseat the incumbent vendor. And what’s really frustrating is that you know the incumbent can’t provide the value you and your company can offer. Sever...

Three Reasons Your Sales Team Isn’t Hitting Quota

It’s fourth quarter, and your sales team is racing to meet this year’s target  AND set up Q1 of next year. As the sales...

Is Sales Easier Or Harder Than 20 Years Ago?

Is anyone besides me tired of hearing complaints from salespeople about how much more difficult sales is today than 20 years ago? The usual...

Are You More Committed To Success Than Your Prospect?

I’ve been in the business of developing sales forces for 18 years. I really struggled my first year. But then I ran an appointment...

Are Your Salespeople a Competitive Advantage or Disadvantage?

Are Your Salespeople a Competitive Advantage or Disadvantage? It’s no secret that the Internet has affected the sales profession. Buyers are more educated and...

Is It Time For Your Sales Team To Pick Up The Phone?

Busyness is the enemy of relationships. And I am seeing an increasing trend in salespeople sending emails and texts to customers, often on a...

What’s Your Sales EQ?

We live in the information age. Salespeople have access to more information than ever to help them succeed, such as webinars, podcasts and a...

Does Your Sales Team Have Referral Aversion?

The sales manager is conducting the weekly one-one coaching session with her salesperson.  As they review the sales activity plan, she notices a gaping...

We’re Happy With The Existing Vendor

It’s the sales managers weekly one-on-one coaching session with the salesperson. They are examining the salesperson’s once full sales pipeline---that is now empty. The...

Does Your Sales Organization Train Like A Garbage Company?

Verne Harnish has a great new book, Scaling Up, where many examples of best practices are discussed on how to scale your business rapidly...

Disrupt This: Why Technology Can’t Replace Great Salespeople

“Disruptive technology” is the new buzz phrase in business. It’s described as innovation that helps create a new market and value network, and eventually...

One Easy Way To Close More Business

There are hundred books written on how to close more business. Ask questions to insure you know the prospects goals and challenges. Read their...

The New Excuse – “Buyer Is 67% Of The Way Through The Buying Process”

I am really tired of salespeople acting like a tired old porch dog. They are sitting on the sales porch, waiting for the prospects...

The Number One Thing That Will Motivate Your Sales Team

Sales managers are hit with information from all sides on how to create high performance sales teams. Hire the right people, create compensation plans...

Two Reasons Empathetic Salespeople Win More Business

Empathy is an emotional intelligence skill. In simple terms, it’s the ability to ‘walk a mile’ in another person’s shoes. It requires paying attention...

The Emotionally Intelligent Sales Manager – Two Ways EQ Improves Sales Leadership Results

Emotional intelligence and sales are usually not even put in the same sentence.  Sales management professionals often confuse emotional intelligence with being soft and...

Does Your Prospect Deserve A Second Meeting?

Here’s the sales scenario.  You’re meeting with a new prospect and it’s a pleasant meeting full of statements such as, “It’s always good to...

Three Reasons Your Sales Pipeline Is A Petting Zoo

Meet Eddie.  Eddie is a prospect that has been in the sales pipeline and forecast WAY TOO long.    You know this prospect.  He is...

Sales Commitment – Are You Doing What You Said You Would Do?

In last week’s blog, I shared my new favorite book, authored by Stephen M.R. Covey, The Speed Of Trust.  I shared Covey’s work regarding...

Sales Managers – Three Ways Lack of Trust Impacts Sales Results – Part I

I recently read Stephen M.R. Covey’s book, The Speed of Trust.  Not sure how I missed this one, however, it’s my new favorite.  In...

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