Colleen Stanley

Two Valuable Sales Lessons from Non-Sales Trainers

I just attended the National Speakers Association industry conference. Like our clients, we enjoy learning and exploring new ways to improve and add value. Some of the sharpest people in the industry, experts on topics from innovation to customer servi...

Necessary Sales Endings – Which Salespeople Should Exit Your Sales Bus?

[embedded content] We’re almost halfway through 2018, a good time to evaluate what’s working or not working in your sales organization. One of the first things to evaluate are the performances of your sales team members. CEO’s and sales managers: ...

Two Types of Salespeople to Avoid

“Tell me who your friends are and I will tell you who you are.” This popular phrase has been attributed to Confucius. No, he wasn’t in sales, but his advice is great for the sales profession. Research shows that you will capture the mood, attitude and ...

Sales “Death by Inches” is Afoot When You’re Complacent

[embedded content] Joe Marciano, an assistant coach with the Tampa Bay Buccaneers under head coach Tony Dungy, had a saying that always resonated with the latter: “Death by inches.”  What was he referring to? “When a team is winning, coaches have ...

The Two Skills Your Sales Team Might Be Missing For Effective Negotiation

[embedded content] What can a person learn about sales from a former FBI hostage negotiator? Quite a bit, it turns out. I am reading Chris Voss’s book, “Never Split the Difference: Negotiating As if Your Life Depended on it.” It’s a great title and man...

Sales Teams: The Competition is Outside the Building, Not Inside the Building

Effective sales leaders always seek ways to grow consistent and sustainable revenues. Sometimes it’s as simple as making sure your sales team recognizes who the true competitor is -- and it’s not members of their own sales team. I frequently remind sal...

Building a Strong Sales Culture Is Everyone’s Job

[embedded content] Sales leaders have the responsibility of establishing great sales cultures. Great leaders set the tone and environment for how their sales team members will interact with each other, prospects and clients. It’s up to them to create a...

Is Your Sales Manager Creating Turnover?

You are a CEO or business owner that is frustrated with the revolving door in your sales department. Turnover is costing time because you’re constantly interviewing candidates, money because of missed quotas, and unhappy customers, who are tired of see...

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...

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