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.
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...
We’re Happy With The Existing Vendor
It’s the sales managers weekly one-on-one coaching session with the salesperson. They are examining the salesperson’s once full sales pipeline---that is now empty. The...
Does Your Sales Organization Train Like A Garbage Company?
Verne Harnish has a great new book, Scaling Up, where many examples of best practices are discussed on how to scale your business rapidly...
Disrupt This: Why Technology Can’t Replace Great Salespeople
“Disruptive technology” is the new buzz phrase in business. It’s described as innovation that helps create a new market and value network, and eventually...
One Easy Way To Close More Business
There are hundred books written on how to close more business. Ask questions to insure you know the prospects goals and challenges. Read their...
The New Excuse – “Buyer Is 67% Of The Way Through The Buying Process”
I am really tired of salespeople acting like a tired old porch dog. They are sitting on the sales porch, waiting for the prospects...
The Number One Thing That Will Motivate Your Sales Team
Sales managers are hit with information from all sides on how to create high performance sales teams. Hire the right people, create compensation plans...
Two Reasons Empathetic Salespeople Win More Business
Empathy is an emotional intelligence skill. In simple terms, it’s the ability to ‘walk a mile’ in another person’s shoes. It requires paying attention...
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...