Colleen Stanley

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 displaces earlier technology. Companies invest dollars in R&D (research and development) to remain relevant, be disruptive and not turn into...

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 personality style and adapt your communication style to create trust and likeability. And of course, ask for the business!     The...

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 to contact them. They’ve repeatedly heard the message that the buyer is 67 percent of the way through the buying...

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 that drive behavior, incentive programs, provide consistent feedback and the list goes on.  With so many choices, it’s hard for sales...

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 in order to know what another person is thinking or feeling.   Empathy is a huge influence skill, one that is...

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 a push over—two traits that are not going to accelerate sales results. It might be time for a reality check.  Emotional...

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 look at other options.  We are committed to being best in class.”   The salesperson digs, questions and probes to uncover...

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 the prospect that always takes your call, is pleasant and assures you that the company is going to ‘do something’...

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 the three components of trust:  character, competence and commitment.     Let’s talk about the third component in building trust:  keeping commitments. ...

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 his book, Stephen talks about three areas of trust:  character, competence and commitment.    Now most of us have talked about the...

Did You Hire a Sales Marshmallow Grabber?

In the early 1960’s, Walter Mischel, professor at Stanford University conducted the infamous marshmallow test.  Mischel and his team of researchers tested four year old children on their self-control, a skill often referred to as delayed gratification.    Each child was presented with a marshmallow...

Top Three Coaching Mistakes Made By Sales Managers

Sales managers often invest time teaching their sales team new selling skills and behaviors.  And many wonder and ask the question, “Why isn’t my sales team getting this?”   The reason is most sales managers have never been taught how to be a good coach. ...

Are You Hiring For Sales EQ?

Hiring top sales talent is no easy task.  More than one sales manager has been frustrated because he discovered he hired a terrific interviewer---not a terrific salesperson.   There are several reasons for misfires on talent acquisition. Salespeople get promoted to sales management with little training...

Are You a 95 Percenter?

Are You A 95 percenter? I met with a few business colleagues last week to share goals and aspirations for the upcoming year.  One of my associates shared that she was looking for a new assistant.  She had fired her previous employee because in...

Fish Where The Fish Are Biting

It’s the beginning of 2015.  There are new sales quotas to achieve and opportunities to develop.   One of best ways to insure you will hit your quota is to fish where the fish are biting.  This is the time of year where sales professionals develop...

Sales Managers: Is There Value in Parking Cars?

I recently enjoyed lunch at Racine’s, a local Denver favorite.  As usual, it was packed.  There are many reasons this restaurant has enjoyed success for over 30 years.  The trifecta of good food, ambience and ease of parking leads to many repeat customers.  AND….the...

Is Your Sales Team Playing to Win or Playing Not to Lose?

(Click on  image to watch video blog) There is a big difference between sales teams that play to win versus play not to lose.  Playing to win means you are on the offense, charging ahead and taking risks.  Playing not to lose puts you in...

Three Ways Sales Managers Can Teach Their Team to Fail Well

Click on image to view video Many salespeople have heard the phrase, “You learn more from your failures than your successes.”   However, if you look inside sales organizations, sales managers are sending a different message, one that creates a ‘play-it-safe’ sales culture.   For example, most…

Account Management or Account Stagnation?

You have several good clients.  However, you know those good clients are purchasing a few lines of business from your competitor.    You know you offer a better product and service after the sale.  So what’s the reason they haven’t moved those lines of business...

Sales Management: How Long Do You Hang On?

This question has been asked by more than one sales manager.   When do I let a salesperson go?  Have I given the person enough time to succeed?  Look no further for the answer than the hit song from Kenny Rodgers, “The Gambler.”  “You’ve got...

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