by Colleen Stanley | May 4, 2018 | Sales
How many of you are old enough to remember when you were really excited to have an ironing board in your hotel room? (How many of you even know what an ironing board is?) Today, an ironing board isn’t even considered a perk. Somebody moved the ironing board from a... 
by Colleen Stanley | Mar 16, 2018 | Sales
Sales organizations invest time and money into building strong cultures. They read books on why culture eats strategy for lunch, hold team-building events and listen to pundits touting the value of culture. But, I think corporate America is making this too difficult. ... 
by Colleen Stanley | Sep 15, 2017 | Sales
Salespeople ask many great questions during meetings with prospects.They ask probing onesabout their prospect’s pain and uncover their prospect’s short-term and long-term goals. However, the most important question often not asked in the sales conversation is, “How... 
by Colleen Stanley | Aug 25, 2017 | Sales
I heard this phrase from Jimmy, one of my favorite clients. He was a top producer in financial printing sales and decided to change careers, moving into financial planning. This career move wasn’t easy, but Jimmy is an equally big success in this industry. When I... by Colleen Stanley | Mar 30, 2015 | Sales
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 his book, Stephen talks about three areas of trust: character, competence and commitment. Now most of us have talked about... 
