Colleen Stanley

Resiliency and Sales Results – Part III and IV

R = Reach. Dr. Stolz's research shows that highly resilient individuals and organizations are able to limit the reach of adversity. In other words,...

Resiliency and Sales Results – Part II

O – Ownership. Ownership is defined by Stolz as owning the outcome of the situation– regardless of the origin. A great example...

Resiliency and Sales Results

What is the reason when the going gets tough, some sales organizations get tougher while others turn to excuses and non-productive behavior?...

The New Reality Show: Sales Survival

Reality shows are all the rage and a new one is emerging on the business front:  salesperson survival.  A question often asked by business...

Sales Management – Three leadership mistakes that decrease sales results

#1:  80/20 Rule:  Not coaching and training veteran salespeople.  CEO's and sales managers often believe that a veteran salesperson doesn't need continuous sales...

When the going gets tough, the tough salesperson gets tougher

Tough economic times quickly separate average salespeople away from excellent salespeople.  An average salesperson can sell in good economic times, however, it's the  excellent...

Are you a salesperson or consultant?

I had the privilege of hearing Patrick Lencioni  speak last week at the National  Vistage Conference.  He is an outstanding speaker:  funny, genuine and...

Sales Processes are Efficient. People are Not.

There have been a number of sale books written on the power of relationships. (Facebook is building a small country based on relationships.)   Most...

How You Could Be Hurting Your Referral System

Firms invest thousands of dollars every year in creating a compelling brand. Once created, well-designed pieces of collateral hit the streets through different venues:...

Will This Sales Dog Hunt?

You conducted the interview and the sales candidate was impressive. The resume touted success and awards. And the references all gave a...

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