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Colleen Stanley Articles

Written by: Colleen Stanley

Do You Really Believe That? - Click To Read Article
The self help guru's are the best at teaching, "You are what you believe. Your thoughts determine your outcomes and actions. And what you think about most will manifest in your life." These guru's are right and many salespeople and sale managers still subscribing to old beliefs and ways of selling do not serve them well in the information age.

Sales 2012: What Will You Choose? - Click To Read Article
It’s that time of the year when people set New Year’s resolutions and goals. Setting goals really boils down to making new and better choices. It’s as much about what you are going to start doing as it is about what you are going to stop doing. This tradition has been going on for years and most of the time it is just rhetoric and hope which eventually leads back to old comfortable behaviors and attitudes. Here’s three things to consider choosing if you are serious about making 2012 your best year in sales.

Top Five Ways of Becoming a Better Sales Coach - Click To Read Article
Sales Managers execute several roles and wear many hats: manager, trainer and coach. These multiple roles can create challenges for some sales managers. Where should they invest their time? Should it be in attending internal meetings? Analyzing reports? Training and coaching the sales team? If you are serious about hitting and exceeding your revenue goals for 2012, invest your time in training and coaching your sales team. (It makes analyzing reports a whole lot more fun when the numbers are in the black.)

Are You A Good Customer? - Click To Read Article
There are great books on the market about customer service: Raving Fans, Contagious Customer Service and Exceeding Customer Expectations. All good books, however, none address a core issue required for receiving great customer service from vendors and suppliers: be a good customer.

How to Recruit Top Sales Guns - Click To Read Article
Companies have systems and processes for accounting, shipping, and marketing. It’s time to get a system in place for hiring top guns. These high flying sales folks will make you money, regardless of the economy. Stop using the excuse that it’s hard to hire good salespeople because they interview well and are charming. Sharpen your hiring process, become even better at interviewing and take the first step in making your life easier as a business owner or sales manager.

Wooden You Like To Be Successful? - Click To Read Article
John Wooden is known as one of the finest basketball coaches in America. He took his UCLA team to the NCAA playoffs 10 of 12 years and was named coach of the Century by ESPN. John Wooden was a great teacher and coach. The brilliance of his teaching is that he focused on the mental aspect of the game as well as the technical skills of basketball. John Wooden repeatedly told his team that controlling emotions was at the core of winning the game.

Think Like a CEO - Click To Read Article
Debra Benton, author of Think Like A CEO, speaks to audiences all over the world about this topic. She is often directing the conversation to other leaders in the organization, not necessarily the sales department. We think it’s time that salespeople quit thinking like salespeople and take Debra’s advice: start thinking like a CEO. These are such salespeople and here are their thoughts, behaviors and actions.

Ten Ways to Motivate Your Sales Team Without Spending Big Bucks - Click To Read Article
How do I motivate my sales team? How do I retain top sales talent? At the risk of sounding too simple, there are two proven principles that work well in motivating salespeople: recognition and appreciation. Two simple principles often overlooked because execution takes time and attention.

Selling to the Old Brain – Three Ways to Increase Sales Results - Click To Read Article
Many salespeople have heard the phrase that selling is an art and a science. This phrase is moving beyond a cliché with research results from the world of neuroscience. The profession of sales is changing and sales professionals that desire a true competitive advantage know and apply the neuroscience behind how and why prospects make buying decisions. Astute salespeople sell to the old brain...

Six Ways to Lead Your Sales Team Through Tough Times - Click To Read Article
The recession is technically over, however, sales teams are still facing more competitors going after the same projects, price pressures or the new competitor, prospects doing nothing. There is an old saying, “character not tested is no character at all.”

Optimism is a Selling Skill. Is Your Sales Glass Half-empty or Half Full? - Click To Read Article
Everyone is looking for a competitive edge in this post recession economy. Should we engage in social media tools? Hold a strategic planning session to determine best course of action? Roll out a new marketing plan? Here’s an idea that won’t cost you any money: take a look at the emotional intelligence skill of optimism. Just in case you think this is going to be a ‘Pollyanna’ article, don’t despair. There is evidence that shows optimistic salespeople make more money.

Are You Ready to Be a Sales Manager? - Click To Read Article
So you want to be a sales manager? It’s a rewarding and tough job that requires the skills of a good parent, the vision of a CEO and insights of a psychologist. This unusual combination of skills is the reason many companies struggle to find the right person to lead their sales organization. Ask and answer the following questions to see if you have what it takes for success in leading a high performance sales team.

You Know Your Sales Process is Outdated When… - Click To Read Article
Fashions change, seasons change and so do customer needs. So when is the last time your company looked at your sales process to determine it was keeping up to date with the times? The information age has dramatically changed how businesses compete. Small businesses look and act big. New ideas are copied quickly and lead to service and products looking like everyone else. To quote late night host, David Letterman, “You know it’s time to update your sales process when…”

Will this Sales Dog Hunt? - Click To Read Article
Why doesn’t a new hire’s true success in the past transition to success in a new position...? Below are six areas to examine when determining whether past success can transition into a new sales position.

Top Three Mistakes Made in Selecting Referral Partners - Click To Read Article
There are thousands of dollars invested every year in creating a compelling brand. Once created, well designed pieces of collateral hit the streets through different venues; email newsletters, direct mail, blogs and videos. All important strategies and tactics for generating qualified opportunities.

Top Three Ways to Become a Sales Truth Teller - Click To Read Article
Many people believe that it's impossible to close deals while remaining truthful. However, as the economy gets more and more competitive, it’s vital that salespeople are honest with themselves, their team, and their clients. Learn how to be honest with yourself, tell the truth to your prospects and clients, and stay in touch with your customers’ needs in order to close more business!

Intent: The #1 Factor to Increase Sales Results - Click To Read Article
How does a sales manager teach intent? It's by far the most difficult sales knowledge for a sales manager to impart to their team. What makes teaching intent so difficult? It's not a verbal skill and can't be practiced; it's inside the salesperson and begins with good character and good will.

Top 3 Must Have Negotiating Skills - Click To Read Article
Have you ever been on the wrong end of a negotiation? You closed the business only to discover the more business you write the more money you lose! In other words, you didn't negotiate price, terms and agreements to create a true win-win outcome. It's important to be equipped with good consultative skills as well as good negotiating skills. Here are three skills to add to your sales tool belt.

Do I Have What It Takes to Succeed in Sales? - Click To Read Article
This article outlines the attributes and characteristics of successful sales people. If you want to achieve success in sales, you should have some or all of these attributes.

Top 3 Ways to Influence Your Bottom Line - Click To Read Article
Go out and sell something! Way too many companies adhere to this line of thinking and sell the wrong prospect at the wrong margins. Before you get ready to “sell something,” put some thought into who you should sell to, how to create the opportunity to sell, and what it takes to gain a competitive advantage resulting in a profitable win.

Up-Selling - Do you want Fries with that Burger? - Click To Read Article
Up-selling your services is a great way to increase business. This article explains the up-selling process. It compares up-selling with cross-selling and explains how and when to use both.

Top 7 Reasons Sales Managers Fail - Click To Read Article
Have you been scratching your head wondering why your sales team is not hitting revenue goals and aren't going to succumb to blaming the economy? Do you feel like you're doing everything you can and giving your all as a manager but are not getting consistent results? Read on to determine if you are a product of these 7 reasons sales managers fail.

Go on Vacation to Grow Your Business - Click To Read Article
If you want to improve your business, go on vacation. Vacation is a great time to decompress, not accomplish anything meaningful, and eliminate any noise coming from an alarm clock. It's also a great time to observe customer service and sales. My vacations have always left me with a few business takeaways. Here are some observations:

Lead by Example: Do As I Do - Click To Read Article
The rules of modeling are not just applicable in parenting, but also apply to leading a great sales team. Great leadership starts from the top down. Make sure you are following these rules in managing your team for success.

Top 5 Ways Business Acumen Adds to Your Bottom Line - Click To Read Article
Acumen is described as insight, good judgment and wisdom. Sales acumen combined with business acumen is being hyper aware of trends going on in the world and connecting the trends to your product/service and solutions. The salesperson of the future is moving beyond bonding and rapport; They are professional that know how to carry on a conversation at the 'C' suite. Today's decision maker expects a professional salesperson to understand the business of business.

Customer Satisfaction is One Key to Success - Click To Read Article
Sales strategies can ensure customer satisfaction in the long run. This article includes several easy to implement ideas that will strengthen the bond with your customers or clients and ensure you have continued success in your sales efforts.

Something Old and Something New - Apply Both for Sales Success - Click To Read Article
The phrase "something old and something new," which is often heard while brides are getting married, can be applied to using social media tools successfully. Many companies jump on the new idea band wagon, often discarding old ideas and methodologies that still produce results. Let's take a look at two ways you should combine new social media with good 'ole fashioned sales principles.

Why Should I Buy From You - Click To Read Article
A seemingly simple question can often be the most difficult to answer when it comes to sales. Learn three proven sales tools to add to your repertoire when asked, "Why should I buy from you?"

Top 9 Reasons Salespeople Fail - Click To Read Article
Sales is tough. Many people fail. Read on for the top nine reasons people don't make it in sales.

Sales and Marketing - Align, Define and Make Money - Click To Read Article
Too many sales and marketing departments in corporate America are misaligned (even though the two departments share the same corporate office). Here are 6 key areas of misalignment to fix quickly before you lose more clients and money.

Price Is an Issue Its Not THE Issue - Click To Read Article
You’ve hired a dedicated sales force. Your company has the best product. Great service is delivered after the sale. So why is your team losing sales to “low price?” Colleen Stanley of SalesLeadership explains four reasons great companies run into this problem.

Pay Attention: Sales 101 - Click To Read Article
Sales Attention Deficit Disorder (SADD) is a growing problem among professional salespeople. Although we pride ourselves on the ability to multi-task, we often multi-task ourselves right out of relationships and sales. Here are useful tips on decreasing SADD and increasing revenues.

Is Your Networking Not Working? - Click To Read Article
Learn the 5 principles for effective networking that builds business and drives revenues.

Government Could Use Some Sales Training - Click To Read Article
Government officials need to spend some time in the profession of sales and learn basic Sales 101 skills when it comes to satisfying the customer. Here are 5 sales lessons the government would benefit from in this difficult time.

3 Ways to Create Elite Sales Cultures - Click To Read Article
What is the similarity between a fighter pilot, neurosurgeon, navy SEAL, trial lawyer and a marine? The professions are regarded by many people as elite professions that have high barriers for entry and retention. Despite the barriers, these professions continue to attract candidates year after year that want to break through those barriers. Wouldn't it be interesting to apply the same tactics and strategies used in creating elite professions to creating elite sales teams? No need to reinvent the wheel, just use some of the wheels already in existence with these professions.

Referred by: http://www.page1solutions.com



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