Colleen Stanley

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

Do You Need a Sales Fitbit®?

I was conducting a sales management course last week with a group of very sharp sales managers.  The conversation was focused on the importance...

Sales Pipeline or Pipe Dream

Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates, the salesperson fabricates and the CFO wonders...

He’s Just Not That Into You

You met with the prospect and thought you ran an effective meeting.  The prospect seemed engaged and interested.  He said all the right things. ...

How To Lose A Customer In 10 Days

If it wasn’t for the darn customers, business would be easy.  They are so demanding. You can also blame poor sales results on Wall...

Are You Confusing Being Busy With Being Productive?

You’ve all seen this salesperson.  He looks busy, complains there isn’t enough time to get everything done and has no sales results to show...

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