Colleen Stanley
Colleen Stanley
Colleen Stanley is president of SalesLeadership, Inc. a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, emotional intelligence and hiring/selection. She is the author of two books, Emotional Intelligence For Sales Success, now published in six languages, and author of Growing Great Sales Teams.
The Soft Skills and Hard Skills Needed For Effective Sales Negotiations
Your salesperson, Caroline, has done a great job of opening a large opportunity. The sales conversations with the prospect have been thoughtful and insightful. The…
How Emotionally Intelligent Sales Managers Lead Their Teams Through Change
“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw “We don’t change, we don’t grow.…
Fear – the No. 1 Emotion That Stops Sales Success
[embedded content] Sales managers have a number of roles to fulfill. One is sales coaching, which kind of like playing sales doctor, trying to properly…
What Should You Look For When Conducting a Win-Loss Analysis?
“Insanity is repeating the same behaviors and expecting different results.” How many sales organizations are headed down the path of insanity because they aren’t taking…
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…
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…
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…
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…
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…
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…
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…
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…
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…
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...