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Posts Tagged "Colleen Stanley"


Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. by Colleen Stanley Salespeople are taught to identify and set meetings with all the buying influences, which are called either the economic buyer, technical buyer or recommender, depending on which sales training course you took. It’s important to engage a...

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When you find yourself getting emotionally charged during a sales conversation, it’s because of the story you are telling yourself about the prospect. by Colleen Stanley Emotion management is a key selling skill. After meeting with a challenging prospect, more than one salesperson has asked, “Did I really say that?” or “Why didn’t I say that?” The salesperson has just experienced the knowing-and-doing gap. They know what to say, but...

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by Colleen Stanley It’s time to have the tough love or truth telling conversation.  If not, you’re on your way to creating a mediocre, status quo, don’t rock the boat sales culture.  Many sales managers settle for this type of culture because they are conflict avoidant. You’re a top sales producer that has been rewarded with a promotion to sales manager.  You’re excited about the opportunity to grow your leadership skills and help...

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by Colleen Stanley March 17th kicks off the NCAA Men’s March Madness College Basketball Tournament where 68 teams participate in a single-elimination tournament competing for the national championship. There’s also a little bit of madness in the sales world. March 31st marks the end of Q1 in 2015. Is your sales organization on track for revenues or are you on your way to ‘elimination rounds?’ John Wooden and his legendary UCLA dynasty...

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Stop Writing Practice Proposals

Stop Writing Practice Proposals


Posted By on Mar 2, 2015

When the price shopping prospect asks the salesperson to “put something together,” non-assertive salespeople go along to get along and invest time on writing proposals they have no hope of winning. They avoid rocking the sales boat and avoid truth telling conversations. by Colleen Stanley What is a practice proposal? Practice proposals are those time consuming documents created for prospects that have no intention of doing business...

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