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.
Sales Success: The John Wooden Way
John Wooden is undeniably one of America's most successful college basketball coaches winning 10 National Championship titles. In his book, Wooden on Leadership: How...
Are You In Sales Denial?
"I hired sales veterans. They should know how to sell….why would I provide sales training?" I am always fascinated by this statement...
Sales Potential and Partnerships
Last week, I spent two days with 14 sales trainers from across the country. Jill Konrath, author of Selling To Big Companies,...
Are you missing, meeting or exceeding sales goals?
What's the difference between sales teams that consistently achieve sales goals and those that consistently don't? There are many factors that must come...
Don’t Overcome Sales Objections – Bring Them Up!
Many sales managers and salespeople ask this question, "Can you teach me or my sales team to overcome objections?" The answer is yes...
Three Ways Top Salespeople Close More Deals
Three Ways Top Salespeople Close More Deals How are you and your sales team progressing towards 'closing deals' and hitting second quarter sales goals? ...
Sales cooperation and competition – is your sales team cheering for one another?
Salespeople are hired for their competitive drive and desire to win. They are paid on performance where the numbers and results are highly visible....
Give a Cheer – Go Sales Team
I am in the middle of reading the bestselling book, The Orange Revolution. Based on a 350,000 person study by the Best companies Group,...
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...
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...
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...
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...
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...