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.
Emotionally Intelligent Prospecting in Turbulent Times
[embedded content]Do you remember the good ‘ole days? I’m talking about January 2020! The economy was humming, sales kickoffs and annual awards were celebrated, and…
What’s in Your Salesperson’s Briefcase?
[embedded content]A popular television commercial asks, “What’s in your wallet?” Whenever I see the ad, I immediately think of another question: “What’s in your salesperson’s…
Sales Managers: Are You Showing Up and Throwing Up?
[embedded content]Sales managers complain that their sales teams don’t listen to prospects and fail to ask questions in order to create the best solution for…
Are You an Instant Gratification Sales Manager?
[embedded content] Delayed gratification has been defined as the ability to put in the work to earn the reward. Sales managers teach and preach the…
Should You Have Been There in the First Place?
There are many great coaching questions that salespeople and sales managers can ask when pre-briefing and debriefing sales calls. One that I often start with…
Is It Time To Bring Your Customer Into The Monday Morning Sales Meeting?
[embedded content] I recently worked with a terrific client at their national sales meeting. Much of the conversation at the conference focused on ways to…
Do Prospects Trust Your Salespeople?
[embedded content] HubSpot research shows that only 3% of buyers trust sales reps. That should sound BIG alarm bells in sales organizations. Trust is the…
How Influential Are You as a Sales Manager?
[embedded content] Influence is described as the capacity to have an effect on the character, development or behavior of someone or something, or the effect…
Is it Time to “Argo” Your Sales Team?
“Argo” is the 2012 movie about a high-stakes rescue of six U.S. diplomats from Tehran during the Iran hostage crisis. Ben Affleck stars as CIA…
How Good Is Your Sales Organization At Failing?
[embedded content] We’ve all heard the phrase, “You learn more from your failures than your successes.” But often, sales organizations aren’t walking the talk. I…
Are You Asking This Powerful Coaching Question?
[embedded content] One of my sales managers, Cindy, was straddling that fine line of giving her salesperson support while raising his level of sales expertise…
Ghosting, Texting and Conflict Management: The New Sales Management Challenge
[embedded content] I was catching up with one of my oldest friends and the conversation moved from business to personal. She shared that her husband,…
The No. 1 Way Your Salespeople REALLY Demonstrate Expertise
[embedded content] I was working with a client on improving his qualification process. He’d already attended our Ei Selling® boot camp. Now, we were taking…
Five Ways to Improve Your Group Sales Meetings
The next time you conduct a sales meeting with your team, write down the cost of holding it. Be sure to include the payroll costs…
Why Is Listening So Hard For Sales Professionals?
[embedded content] We’ve all heard the phrase, “God gave you two ears and one mouth for a reason.” The inference is that we should all…
Effective Sales Management Is Emotion Management
[embedded content] You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults…
How Much are Objections Costing Your Sales Organization?
[embedded content] Meet Eddie. He is the sales elephant in the room. He represents the unspoken objections, the ones salespeople dread bringing up or avoid…
Is Your Sales Team More Committed to Success Than Your Prospects?
[embedded content] Jill is one of those great salespeople you wish you could duplicate. She works hard, has a great attitude, does what she says…
Will You be Replaced By a Sales Robot?
The robots are coming, the robots are coming. And with that, the new movie version of “Death of A Salesman or Saleswoman.” Not so fast.…
What Key Performance Metrics Should Sales Managers be Held Accountable to?
[embedded content] I recently attended a sales conference where CEOs, vice presidents of sales and other sales speakers spoke about such great topics as sales…