Podcast appearances and mentions of colleen stanley

Colleen Stanley is the founder and president of SalesLeadership, Inc., a sales development firm specializing in emotional intelligence (EQ), consultative selling, and leadership skills. She is the author of three books:

In this engaging podcast episode, host Karen welcomes Colleen Stanley to discuss the crucial role of emotional intelligence (EI) amidst the rise of artificial intelligence (AI) in the sales industry. Colleen shares insights from her books, emphasizing the importance of empathy, self-awareness, and other soft skills for sales professionals and leaders. They explore practical strategies for integrating EI into everyday sales practices, overcoming the 'knowing and doing' gap, and fostering a balanced, human-centric approach in a technologically advanced world.00:00 Introduction and Personal Anecdote00:42 The Importance of Emotional Intelligence in Sales02:10 Understanding Emotional Triggers and Execution04:40 Empathy and Self-Awareness in Sales07:10 The Role of Reflection and Self-Improvement09:16 Accountability and Ownership in Sales14:27 Balancing Technology and Human Impact17:15 Leadership and Delegation Skills25:34 Defining Honesty in Leadership25:46 Living Your Values26:08 Creating a Culture of Candor28:06 Onboarding and Emotional Intelligence29:48 Teaching Empathy in Sales31:45 The Myth of Multitasking33:24 Self-Awareness and Empathy34:27 Slowing Down to Speed Up38:03 Morning Rituals for Success43:54 Aligning Actions with Purpose45:48 Balancing AI and EI in Sales48:11 Final Thoughts and ResourcesFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

Nghe trọn nội dung sách nói Trí Tuệ Cảm Xúc Trong Kinh Doanh trên ứng dụng Voiz FM: https://voiz.vn/play/2743 "Trí Tuệ Cảm Xúc Trong Kinh Doanh” của tác giả Colleen Stanley ra đời nhằm cung cấp các phương pháp bán hàng giúp bạn mài giũa những kỹ năng mềm trong công việc, cách giải quyết các vấn đề một cách khéo léo, đồng thời xây dựng mối quan hệ mang lại giá trị cho đôi bên. Tại ứng dụng sách nói Voiz FM, sách nói Trí Tuệ Cảm Xúc Trong Kinh Doanh được đầu tư chất lượng âm thanh và thu âm chuyên nghiệp, tốt nhất để mang lại trải nghiệm nghe tuyệt vời cho bạn. --- Về Voiz FM: Voiz FM là ứng dụng sách nói podcast ra mắt thị trường công nghệ từ năm 2019. Với gần 2000 tựa sách độc quyền, Voiz FM hiện đang là nền tảng sách nói podcast bản quyền hàng đầu Việt Nam. Bạn có thể trải nghiệm miễn phí đa dạng nội dung tại Voiz FM từ sách nói, podcast đến truyện nói, sách tóm tắt và nội dung dành cho thiếu nhi. --- Voiz FM website: https://voiz.vn/ Theo dõi Facebook Voiz FM: https://www.facebook.com/VoizFM Tham khảo thêm các bài viết review, tổng hợp, gợi ý sách để lựa chọn sách nói dễ dàng hơn tại trang Blog Voiz FM: http://blog.voiz.vn/ --- Cảm ơn bạn đã ủng hộ Voiz FM. Nếu bạn yêu thích sách nói Trí Tuệ Cảm Xúc Trong Kinh Doanh và các nội dung sách nói podcast khác, hãy đăng ký kênh để nhận thông báo về những nội dung mới nhất của Voiz FM channel nhé. Ngoài ra, bạn có thể nghe BẢN FULL ĐỘC QUYỀN hàng chục ngàn nội dung Chất lượng cao khác tại ứng dụng Voiz FM. Tải ứng dụng Voiz FM: voiz.vn/download #voizfm #sáchnói #podcast #sáchnóiTríTuệCảmXúcTrongKinhDoanh #ColleenStanley

Sales leaders might be underestimating the power of emotional intelligence. In this compelling episode of the Sales Code Leadership Podcast, Kevin sits down with Colleen Stanley of Sales Leadership Inc. to delve into the strategies sales leaders can employ to recognize and prioritize emotional intelligence during the recruitment process. Emotional intelligence, or EQ, can take many forms, and Colleen explains the various nuances to Kevin. She also sheds light on the indispensable role it plays in achieving sales success. Tune in to discover how a person's outlook can impact the way they sell, and learn how to discern the markers of emotional intelligence to curate a team that embodies these qualities to build a stellar sales team. Colleen Stanley is president of SalesLeadership, Inc., a sales development firm. She's the author of Emotional Intelligence For Sales Success, now published in eight languages, and Emotional Intelligence For Sales Leadership, now published in three languages. Salesforce named Colleen one of the top sales influencers of the 21st century. She's also one of the Top 30 Global Sales Gurus. Her clients include Harvard Business Review Poland, IBM, Appian, Gallagher, Otterbox, PCL Construction and Bosch Rexroth. When Colleen isn't teaching or speaking, she enjoys taking a hike with her husband in the beautiful foothills of Colorado. The podcast is brought to you by Sales Code, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with host Kevin Thiele here.

Với kinh nghiệm 14 năm trong lĩnh vực đào tạo, huấn luyện các chuyên gia và quản lý bán hàng, chuyên gia Colleen Stanley nhận ra trí tuệ cảm xúc đóng vai trò quan trọng trong mọi giai đoạn của quy trình bán hàng, từ tìm kiếm khách hàng tiềm năng, kỹ thuật bán hàng, cho đến chốt giao dịch.Khi các cá nhân và đội ngũ cải thiện được kỹ năng trí tuệ cảm xúc của mình, họ sẽ nhận lại được nhiều thành quả to lớn về tài chính, doanh số bán hàng sẽ đi lên, khách hàng sẽ mua nhiều hơn và giới thiệu cho bạn nhiều khách hàng khác. Và đó cũng chính là mục tiêu mà cuốn sách hướng đến.Support the show

Colleen Stanley joins us on this episode to discuss how empathy and emotional intelligence can help sales leaders inspire and instill the same skills (empathy and emotional intelligence) into their teams to help them succeed. Empathy is a soft skill that bridges the gap between knowing and doing. As a sales leader, that's a skill you want your team to have so they can pay attention to the needs of today's easily distracted society. Colleen Stanley is the author of two successful books, "Emotional Intelligence for Sales Success" and "Emotional Intelligence for Leadership for Sales Leadership." She's a sales expert in emotional intelligence & sales and sales leadership. Tune in on this episode as Colleen shares sample pre-works and discovery questions to equip your team and help transform them into empathetic salespeople. Learn more about Colleen Stanley by visiting her website: www.colleenstanley.com and www.salesleadershipdevelopment.com. Also, don't forget to connect with Colleen on LinkedIn and on Twitter.

Gina gets to have one of her long-term “sales crushes” on the show today. One of the top sales influencers of the 21st century, and one of the top 30 sales gurus in the world! Colleen Stanley, President, Founder, and Chief Selling Officer at SalesLeadership Inc., as well as a leader in emotional intelligence, an author, a keynote speaker, and trainer. Gina and Colleen waste no time diving deep into emotional intelligence, its practical applications, and how soft skills help support the right selling behaviors. They discuss the 'knowing and doing gap', how to discern if a sales opportunity is a bad fit, the importance of self-awareness and delayed gratification in scaling a business, repetition to master skills, carving out quiet time to reflect, the need to approach every situation with a fresh perspective, and continuously improve through reading, debriefing, and self-evaluation.   Level up with Sales Gravy & Sales Gravy University More about Gina Engagement Expert – Speaker – Sales Trainer – Entrepreneur – Improv Comic Gina is a Master Sales Trainer for Jeb Blount's Sales Gravy who combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.  “Sass without too much crass” is how Gina Trimarco describes herself. A high energy entrepreneur, engager, speaker, trainer, improv comedienne and podcast producer, Gina credits most of her success on her upbringing by her Italian mobster dad and German immigrant mother. Prior to joining Sales Gravy, Gina founded and operated Carolina Improv Company, an improv comedy school and theater, in addition to Pivot10 Results, a sales training company. Thanks to this podcast, Gina was able to “stalk” her business role model Jeb Blount and convince him to hire her … and sponsor this podcast!

On this episode of the Sales Gravy Podcast, Jeb Blount and Colleen Stanley discuss the importance of Reality Testing sales pipeline opportunities. **Please note that this episode was recorded in a restaurant in Milan Italy. The content quality is excellent. The sound quality not so much. Reality testing sales pipeline opportunities is an important step in ensuring the success of your sales efforts and the effective use of your time. It's important to regularly check the accuracy of your assumptions about the viability of the deals in your pipeline against hard evidence that those deals are advancing in line with your sales process. Reality testing is described as the ability to see things as they are, rather than what you would like them to be. You cannot afford to waste time with pipeline opportunities that you won't win. Nor can you spend time with stakeholders who can't or won't buy. For sellers, the greatest waste of time is spending it with the wrong prospect. As we move into a period of market volatility, it is critical for self-professionals to get real about what's in their pipeline.  The Problem With Confirmation Bias Confirmation bias is a type of cognitive bias that involves paying more attention to information that confirms one's preexisting beliefs or hypotheses, while giving less attention to information that contradicts those beliefs. It is the human tendency to see what we want to see and hear what we want to hear.  With sales pipeline opportunities, confirmation bias can lead salespeople to interpret new information in a way that fits with their preexisting views, even if that interpretation is not necessarily accurate. It's the act of putting on rose colored lenses.  For example: When a buyer says, "I might be interested." It is interpreted to mean, "I absolutely want to do business with you." Confirmation bias can have a number of negative effects. It causes salespeople to hold onto false beliefs, make flawed decisions, have clouded judgement, and to be more resistant to pushback from leaders during pipeline reviews. Awareness is the key to overcoming this natural human bias. This, in fact is what reality testing is all about - considering a diversity of viewpoints from your leaders and team members along with actively testing and challenging your own beliefs and assumptions.  Empty Pipeline Lead Confirmation Bias  Confirmation bias and false beliefs about sales pipeline opportunities run rampant on sales floors. Just sit in a pipeline review for ten minutes and you'll hear salespeople using all manner of excuses to justify deals that will never close. This is why most sales pipelines are little more than pipe dreams and sales teams consistently miss forecasts. The culprit, in most cases though, is simple: Empty pipelines. When salespeople are consistently prospecting and keeping their pipe full, they are much more in tune with reality. When an opportunity is not advancing they quickly run a reality test and if it doesn't meet their win probability standards, they'll walk away. In other words, a full pipeline begets clear judgement. On the other hand, salespeople with empty pipelines are desperate. They are consumed with confirmation bias. They hold on to loser deals and waste inordinate amounts of time working opportunities that will never close. Therefore, the easiest way to get good at reality testing your pipeline opportunities is to start prospecting and keep your pipeline full. Focus on Winnable Deals This may be a blinding flash of the obvious but if you want to sell more, spend your time with and invest resources in deals that will close. Desperate sales reps have a bad tendency to ignore win probability and scratch lottery tickets. High-performing sales professionals are consistency reality testing on every deal to gauge win probability. When WP drops below a comfortable threshold, they walk away and focus their time and attention on winnable d...

Colleen Stanley is the President of SalesLeadership, Inc., one of the world's leading experts on emotional intelligence sales and sales management training, helping companies build resilient sales teams that are self-aware and consistently achieve sales goals. Colleen is a thought leader in emotional intelligence and the author of multiple books on the topic, Emotional Intelligence For Sales Success and Emotional Intelligence For Sales Leadership. Join us as we discuss the four parameters for emotional intelligence, with insights and strategies emphasizing how important this topic is, not only in sales but in business and in life. Highlights Colleen's journey in professional sales Understanding emotional intelligence Emotional intelligence in sales Vetting for soft skills in the hiring process The difference between teaching and coaching Embracing and learning from failures Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Colleen Stanley https://www.salesleadershipdevelopment.com/ https://www.linkedin.com/in/colleenstanleysli/  Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

In this episode, ThinkLab interviews Colleen Stanley, author and leading sales expert on emotional intelligence, and Meena Krenek, global practice leader of interiors for HKS, about the insights and advantages you can gain from using your EQ and tapping into your clients' perspective.    Our first guest, Colleen Stanley, author of Emotional Intelligence for Sales Success, discusses why harnessing the power of your emotional quotient (or EQ) is more important now than ever. She also describes how our instinctual “reptilian brains” influence how we sell and our clients buy. And our second guest, Meena Krenek, shares what she's looking from product reps in terms of supporting her architecture and design teams.    In this episode:  [2:42] Colleen explains the difference between IQ (intelligence quotient) and EQ (emotional quotient).  [10:49] Colleen names three common complaints she hears about incorporating EQ into sales models and shares how to overcome them.  [13:46] “So the decision I made was to change self-limiting belief that I couldn't be as good virtually as I was in person.”  [19:29] Meena shares four insights to get ahead as a rep today and to truly empower those designers to influence their clients.    Connect with our interviewees on LinkedIn:  Colleen Stanley  Meena Krenek    This season of Design Nerds Anonymous is brought to you by Mannington Commercial, theMART, and NeoCon, companies doing big things to move the design industry forward.    Download our leading-edge playbook: 5 Personas and 50 Ways to Design Their Phygital Journey.    Design Nerds Anonymous is a proud member of the SURROUND Podcast Network. Discover more shows from SURROUND at surroundpodcasts.com. This episode of Design Nerds Anonymous was produced and edited by SANDOW Design Group, with music from Blue Dot Sessions. Special thanks to the podcast production team: Hannah Viti, Wize Grazette, and Samantha Sager. 

Tune in as we delve into Emotional Intelligence and how it's linked to Sales success and leadership with our guest Colleen Stanley, the President and Founder of SalesLeadership, Inc, a Sales development firm. Before starting SalesLeadership, Colleen worked in one of the fastest growing companies in the US as the Vice President of Sales for Varsity and oversaw a sales team of 130 virtual sellers.Colleen is the author of two books - Emotional Intelligence for Sales Success and Emotional Intelligence for Sales Leadership. Not only was she named by Salesforce as one of the top Sales influencers of the 21st century, but she was also the number three Sales guru of the top 30 Global Sales Gurus. And her clients include Harvard Business, IBM, Appian, Gallagher, Otterbox, HomeAdvisor, and Bosch Rexroth. Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) make up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Lightning Round: Top 10 Ways to Actively Listen to Customers Question: Traci from Boulder, CO asks, "I am a business owner and the sales leader - I am new in the role, and leading a very, very experienced sales team. What should I be doing, expecting and how do I know if I am doing this right?" Book:  Emotional Intelligence for Sales Leadership by Colleen Stanley  

Lightning Round: Top 10 Ways to Actively Listen to Customers Question: Traci from Boulder, CO asks, "I am a business owner and the sales leader - I am new in the role, and leading a very, very experienced sales team. What should I be doing, expecting and how do I know if I am doing this right?" Book:  Emotional Intelligence for Sales Leadership by Colleen Stanley  

We've said many times on the podcast that "soft skills yield hard dollars." Colleen Stanley not only shows us how true this statement is, but she also explains why the skills of emotional intelligence are critical for success in today's environment. Based on her books, Emotional Intelligence For Sales Success and Emotional Intelligence For Sales Leaders, you will get practical coaching on how you can raise your emotional intelligence game and enjoy more success! Need inspiration? Join the Selling From the Heart INSIDERS Group for an upcoming up-close-and-personal with a free pass at: www.sellingfromtheheart.net/free-pass.

The Great Resignation is still a buzzword for organizations to this day, but not all businesses have suffered this phenomenon. What are the factors that allow companies to survive and adapt? Joining the panel today is Colleen Stanley, President and Founder of SalesLeadership. She has also been named one of the Top 50 Sales & Marketing Influencers, Salesforce Top Influencers of the 21st Century, and Top 30 Global Sales Gurus. In this episode, Colleen highlights the importance of emotional intelligence and culture as the driving force behind retention. Tune in as she dives deep into leadership, accountability, and the value of practicing delayed gratification for success not only in business but in your personal life as well.Love the show? Subscribe, rate, review, and share!

Episode 128 includes: Why you need to buddy up with a particular type of business to share referrals Understand the special tool from LinkedIn that can boost your profile Plus our guest is an MSP sales expert explaining how to win more business by focusing on people not technology Featured guest Thank you to Heather Harlos, Head of MSP and Channel Marketing at JumpCloud, for joining Paul to talk about the power of making your business more 'human'. Heather has been helping companies optimise their business operations and go-to-market strategies for over 15 years. Before joining JumpCloud, she served in multiple global roles for Fortune 500 companies, helping them create live experiences, leverage modern digital platforms, and empower their customers to thrive. In her free time, she trains hunter/jumper horses and actually could ride before she could walk. Connect with Heather on LinkedIn: https://www.linkedin.com/in/heatherharlos Show notes Out every Tuesday on your favourite podcast platform Presented by Paul Green, an MSP marketing expert: https://www.linkedin.com/in/paul-green-msp-marketing/ https://www.paulgreensmspmarketing.com/about/ Paul mentioned the LinkedIn Sales Selling Index test: https://linkedin.com/sales/ssi Find out more about Paul Green's MSP Marketing Edge: https://www.mspmarketingedge.com/ Right now you can watch the extended interview with this week's featured guests on the YouTube channel: https://www.youtube.com/playlist?list=PLDRSdM8tZbEBEL1Sh4Z-t3PXKbsW7b4BC To dig deeper into this episode, Paul joins Sophie Law on the complimentary YouTube show 'Another Byte', from this coming Thursday: https://www.youtube.com/playlist?list=PLDRSdM8tZbEAXxJRY5vU4LWldRNLjZZng Thank you to John Montgomery from Hot Prospects for recommending the book Emotional Intelligence for Sales Success by Colleen Stanley: https://www.amazon.co.uk/Emotional-Intelligence-Sales-Success-Customers/dp/0814430295 https://uk.linkedin.com/in/john-montgomery-b646bb1b In next week's episode, Paul will be joined by Nick Rubright from New Reach Marketing, to talk about how to improve your Google Maps listing: https://www.linkedin.com/in/nick-rubright-29225047/ Subscribe to Paul's YouTube channel: https://www.youtube.com/mspmarketing Subscribe to this podcast using your favourite podcast provider:

Episode 128 includes: Why you need to buddy up with a particular type of business to share referrals Understand the special tool from LinkedIn that can boost your profile Plus our guest is an MSP sales expert explaining how to win more business by focusing on people not technology Featured guest Thank you to Heather Harlos, Head of MSP and Channel Marketing at JumpCloud, for joining Paul to talk about the power of making your business more 'human'. Heather has been helping companies optimise their business operations and go-to-market strategies for over 15 years. Before joining JumpCloud, she served in multiple global roles for Fortune 500 companies, helping them create live experiences, leverage modern digital platforms, and empower their customers to thrive. In her free time, she trains hunter/jumper horses and actually could ride before she could walk. Connect with Heather on LinkedIn: https://www.linkedin.com/in/heatherharlos Show notes Out every Tuesday on your favourite podcast platform Presented by Paul Green, an MSP marketing expert: https://www.linkedin.com/in/paul-green-msp-marketing/ https://www.paulgreensmspmarketing.com/about/ Paul mentioned the LinkedIn Sales Selling Index test: https://linkedin.com/sales/ssi Find out more about Paul Green's MSP Marketing Edge: https://www.mspmarketingedge.com/ Right now you can watch the extended interview with this week's featured guests on the YouTube channel: https://www.youtube.com/playlist?list=PLDRSdM8tZbEBEL1Sh4Z-t3PXKbsW7b4BC To dig deeper into this episode, Paul joins Sophie Law on the complimentary YouTube show 'Another Byte', from this coming Thursday: https://www.youtube.com/playlist?list=PLDRSdM8tZbEAXxJRY5vU4LWldRNLjZZng Thank you to John Montgomery from Hot Prospects for recommending the book Emotional Intelligence for Sales Success by Colleen Stanley: https://www.amazon.co.uk/Emotional-Intelligence-Sales-Success-Customers/dp/0814430295 https://uk.linkedin.com/in/john-montgomery-b646bb1b In next week's episode, Paul will be joined by Nick Rubright from New Reach Marketing, to talk about how to improve your Google Maps listing: https://www.linkedin.com/in/nick-rubright-29225047/ Subscribe to Paul's YouTube channel: https://www.youtube.com/mspmarketing Subscribe to this podcast using your favourite podcast provider:

A high performer equipped with the appropriate skills can still encounter failure by being ignorant of emotional intelligence. Not knowing how to approach sales deals with the right attitude and feelings, you may find yourself simply resorting to a flight-or-fight response. Colleen Stanley, President and Co-Founder of Sales Leadership, Inc., joins the conversation to discuss how to avoid this and hone effective sales leadership skills. She explains the power of delayed gratification and focusing on the actual things that matter to achieve success in this regard. Colleen also explains how to hire team members who pursue consistent growth, handle those with negative behaviors in the workplace, and finally let go of people who are just not cutting it.Love the show? Subscribe, rate, review, and share!

Read the complete transcription on the Sales Game Changers Podcast website. COLLEEN'S TIP: “It's time for a new perspective in sales. I believe in teaching both the hard skills, what I've framed up as the sales IQ skills – negotiation skills, value propositions, prospecting, closing – but what was missing for years and is still missing in a lot of sales organizations are coaching and teaching the soft skills, emotional intelligence skills. Emotional intelligence sounds great but how do you actually yield hard sales results? What I'd like to encourage everyone today is for this new perspective, when you're coaching your salespeople, absolutely coach to the hard skills but start including language such as, “Where do you think lack of empathy got in the way of forwarding this opportunity?”, “Where did your lack of assertiveness go up?”, “How are you playing into instant gratification?” It's not an either/or proposition which often people confuse that when they hear of emotional intelligence. 

In this special edition of One Next Step, we're celebrating the 50th episode of the podcast by sharing a few highlights from some of our most popular episodes. We have had so many great episodes, so it was hard to narrow it down but we picked a few favorites. You'll hear from Daymond John from Shark Tank, Michael Hyatt, Megan Hyatt Miller, Colleen Stanley, and the founders of BELAY, Bryan and Shannon Miles, as they talk about topics like the biggest barrier to work-life balance, the most important part of your strategic plan, why salespeople underperform, and how delegation empowers team members and drives performance. So settle in and enjoy this special episode. Welcome to episode 50 of One Next Step.

What does emotional intelligence have to do with sales leadership? According to Colleen Stanley, who is the author of the hit new book Emotional Intelligence for Sales Leadership, a high EQ matters a lot. In fact, it is the real secret to building a high-performance sales team. On this Sales Gravy podcast episode, Jeb Blount, the author of Sales EQ, and Colleen use stories of failure, successes, and personal experiences to illustrate why EQ is so important and how to apply it as a sales leader. Download your FREE leaders guide to Sales Incentive Programs from Blueboard HERE

Emotional Intelligence for Sales Leadership with Colleen Stanley Jenn DeWall: Hi everyone, it's Jenn DeWall! Thank you so much for tuning into this week's episode of The Leadership Habit podcast, where I sat down and talked with Colleen Stanley. She is just one of my favorite people to talk about emotional intelligence with, for those […] The post Episode 49: Emotional Intelligence for Sales Leadership with Colleen Stanley appeared first on Crestcom International.

On this week's episode of Conversational Selling, we're joined by Colleen Stanley, President of Sales Leadership, Inc., a sales development firm specializing in the integration of emotional intelligence, sales, and sales leadership skills. Salesforce.com named Colleen as one of the top sales influencers of the 21st century, in addition to her being mentioned among the top 50 sales and marketing influencers and the top 30 sales gurus. She is also the author of three fabulous books: Emotional Intelligence for Sales Success, Emotional Intelligence for Sales Leadership, and Growing Great Sales Teams.“If you've had the luxury and the good fortune of engaging in formal sales training programs, you would teach your team the skills, they could roleplay it in the classroom, and then you might see that the same salespeople that were modeling the right behaviors in a workshop would buckle when they got on a real sales call with a tough prospect. So, what I found is that EQ, the soft skills, actually helped with the consistent execution of the hard skills,” says Colleen.We chat about the importance of emotional intelligence in selling and sales leadership, as well as:  The hard and soft skills of selling The importance of ongoing training in sales— why “one-and-done” training is holding you back Integrating empathy into your sales process Remote selling and emotional expression And more

What does it take to connect successfully with somebody you're trying to “win over”? Colllen Stanley explains in her new book Emotional Intelligence for Sales Leadership(HarperCollins, 2020) Stanley is the president of SalesLeadership, a sales development firm. She's been named by Salesforce as one of the top sales influencers of the 21st century and also a Top 30 Global Sales guru. Topics covered in this episode include: • In hiring, what should you be on against in both yourself and the job candidate? An eye for the “something” missing that you may or may not be able to resolve is one key. • Exploring a variety of buyer personas, including specifically: The Poker Face prospect, The Nitpicker, and The Glad-Hander. How best to dislodge an incumbent vendor so you can make the sale? • What is mean by helping a person on your sales team “untell” a story that is hindering that person's effectiveness. Dan Hill, PhD, is the author of eight books and leads Sensory Logic, Inc. (https://www.sensorylogic.com). To check out his “Faces of the Week” blog, visit https://emotionswizard.com. Learn more about your ad choices. Visit megaphone.fm/adchoices

What does it take to connect successfully with somebody you’re trying to “win over”? Colllen Stanley explains in her new book Emotional Intelligence for Sales Leadership(HarperCollins, 2020) Stanley is the president of SalesLeadership, a sales development firm. She’s been named by Salesforce as one of the top sales influencers of the 21st century and also a Top 30 Global Sales guru. Topics covered in this episode include: • In hiring, what should you be on against in both yourself and the job candidate? An eye for the “something” missing that you may or may not be able to resolve is one key. • Exploring a variety of buyer personas, including specifically: The Poker Face prospect, The Nitpicker, and The Glad-Hander. How best to dislodge an incumbent vendor so you can make the sale? • What is mean by helping a person on your sales team “untell” a story that is hindering that person’s effectiveness. Dan Hill, PhD, is the author of eight books and leads Sensory Logic, Inc. (https://www.sensorylogic.com). To check out his “Faces of the Week” blog, visit https://emotionswizard.com.

If someone says, a salesperson is soft, what's the implication? Ten years ago, using that term to describe a salesperson meant they couldn't hack it. They weren't tough enough to make it in sales. Colleen Stanley, CEO of SalesLeadership, Inc knows all about that perception. She started out in sales without the luxury of training or even collateral.  She was the furthest thing from soft. She built her own lead lists, figured things out on the fly, and eventually built a leadership training program, as well as a company around a soft skill;  Emotional Intelligence or EQ.  Colleen sits down to map out how a soft skill is going to make your sales game stronger.  What we talked about: -How a soft skill produces hard sales results -The 3 E's of Emotionally Intelligent Sales  -Being at the top of your sales leadership game Check out Colleen's book: Emotional Intelligence for Sales Leaders For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

The number one complaint prospects have about salespeople is they talk too much. Also, business leaders' common complaints about salespeople aren't meeting their sales quote; it's typically related to things like a bad attitude, not being a team player, or being overly aggressive with prospects. Soft skills resolve all of these issues. However, most leaders focus on hiring new sales team members based on hard skills like industry and selling experience. In this episode, we'll be talking about how emotional intelligence and soft skills produce hard sales results with Colleen Stanley, a sales trainer and the president of SalesLeadership, Inc., a sales development firm. She will talk with us about how to build high-performing sales teams through the power of emotional intelligence. Welcome to episode nine of One Next Step.

Colleen Stanley Welcome to Scale Your Sales Podcast. An expert on emotional intelligence and sales leadership. She has been named by Salesforce as one of the top eight influential sales experts of the 21st century. Published in six languages, Colleen is the author of Emotional Intelligence for Sales Success and Emotional Intelligence for Sales Leadership. I had just finished reading the book Emotional Intelligence for Sales Success and it resonated with my experience in sales. I found Colleen's phrase fascinating ‘Change your emotion, changes your story.’ I was fascinated to know Colleen made the link between emotional intelligence and sales? Colleen recalled how fortunate that a colleague brought the idea of incorporating emotional intelligence, sales, and leadership training. When she did not know what emotional intelligence was, the more she studied it, like an epiphany she saw the missing link.  Like many of her colleagues in consultative sales training and speaking, however, Colleen saw salespeople execute role plays in a workshop or a coaching session, and then they get in front of that more difficult and demanding prospect and all those good skills just took a right turn. The emotions started running the meeting rather than good selling and influencing skills. We do teach a lot of the hard skills, says Colleen, it is the soft skills that help you execute the hard selling behaviours consistently and effectively. There was a study done by the University of Michigan in 2010 and this is not to bash the 20 something-year-olds and the young professionals, but it did show clearly that empathy the which is a major influence skill, has decreased as much as 40% in the younger generation. Part of that has been linked to the onset of technology. Everybody is looking down all the time of their smartphones, and empathy is a paying attention skill, which you got to lookup around and be perfectly present. This study was around 20-year-olds. But Colleen said she is seeing the same with 40 or 50 age group. Nobody is paying attention. We are in these meetings and we cannot pay attention long enough because we have never paid attention for more than five minutes without checking some type of electronic.  Colleen talks to a lot of sales leaders about modelling the behaviour of focus, paying attention and being present because that is how you read and relate to people. Colleen explains more about using neuroscience to manage your emotions and build a mutually beneficial relationship? We found is that people do not really understand how they can leverage this immensely powerful thing sitting on our shoulders. The brain. The term is called neural plasticity and comes from heads law, the cells that fire together wire together. If you desire to change thoughts, negative thoughts, negative emotion, negative responses, you absolutely can do it. Part of that is true visualization, carving out quiet time so what you think, say, do and repeat can become a new, more positive neuro pathway. Often referred to its hard-wiring. For example, Janice “what makes your company different? I got 100 calls from people like you” If you don't rehearse that statement coming from a prospect and rehearse your statement verbally and mentally, you don't have the new neural pathway that when you hear that question that statement becomes your automatic response. Mastery is absolutely within your control, but it takes repetition says, Colleen. It takes carving out quiet time to figure out what situations trigger and cause you to respond in a manner you regret. I meditate every morning and I find that the days I miss it, the day just does not flow quite so well. I am slowing down to speed up Colleen encourage her clients to start with carving out quiet time. You will find you develop a new addiction because if you start with gratitude and how you want to show up, your brain releases the hormone of dopamine that feel-good hormone. So, you get addicted to your quiet time setting good intentions. Meditation practice is a game-changer. Colleen talks through the difference in her just-published 9th July Emotional Intelligence for Sales Leadership book? The first section of the book Janice was written on How do you hire emotionally intelligent salespeople. Because often we hire for the hard skills, industry experience, the number of years and sales, but if you say, What's the worst higher you have ever had? You hear not a good team player, bad attitude, did not care about working with other departments, and those are all the soft skills. So, the first part of the book is dedicated to How do you interview for assertiveness, Impulse control, Emotion management etc. The second section of the book, then is devoted to helping sales managers teach these soft skills, it sounds good, but then how do I do it? For example, empathy, we give them a framework for teaching their sale of people how to be truly empathetic on a call. The third section we turn the mirror back on the Sales leader and say, how are you showing up from an emotion management piece being assertive rather than aggressive? How is your empathy in coaching conversation?  One of the chapter titles is ‘What they don't teach you at traditional sales management school’ If your salesperson isn't doing something, there might be a lack of a soft skill that you need to know how to teach and develop to improve the outcome. Colleen shares what her participants have said, about the gender differences. The men always raised their hand and say, I am not good at empathy just asked my partner or spouse. Everybody can learn it. Women might have to work on the assertive more because of their self-limiting belief, that if you are assertive, you are going to be labelled something. And the fact is, the old adage is on assertiveness is that a man is strong, and a woman is something else that negative. Colleen recalls been in meetings where men get called, ‘a jerk’ or worse, the guys just do not care. Women you must get comfortable speaking up, if someone says ‘you are coming on a little strong’ be comfortable with it, test yourself, get comfortable being assertive and get comfortable with the response. Both genders in sales are big fixers, I talk about in the book, these great problem-solving skills. The buyer brings you an issue and you immediately start solving the problem, and you didn't show a lick of empathy like, ‘Wow, that must be discouraging, or you must be feeling like nothing you do matters.’ It is empathy first, and then apply your good problem-solving skills so that all requires self-awareness. Know thy self, because that what you are not aware of, you are bound to repeat covered in the book on becoming aware of how you are showing up. Asking do you think B2B Sellers have shifted enough to be more empathetic of the buyer’s world and more customer-centric? Colleen said, No. Well, done with that question. Empathy again is paying attention skills. So, I think what gets in the way is you have got this quota over your head and you have a hard time slowing down to think about Okay. What is the day in the life of my customer? What problems are they experiencing? But the thing and writing, I would say good copy. I call it sales copies. Whether It is a voicemail. You are leaving an email, your crafting or a LinkedIn outreach the copy is a skillset, and both sellers have not been taught that skillset, so they tend to, without knowing it defaults to, what they do. Messaging and generic messaging has changed is your buyer absolutely expects you to know my business. So, when we go in and work with company value propositions, you got to customize this by the industry, the buyer, the life cycle, the trigger events, perhaps their competitors. And so, you can just have one size fits all approach. And I still see too many generic prospecting. So, these poor sellers are working hard. it was the funniest statement. She said I love all the technology tools we have. We are just speeding up the amount of crap we are sending out. The one size fits all prospecting. You have one value proposition and sell into four different verticals. If you have not customized nuancing the language to the person. The buyer gets the voicemail or reads the email and immediately say, they do not get us. That is empathy when you write good sales, copy the buyer listens to the message and say this person gets me and that is the first thing in building rapport and trust. The IQ is learning how to write good sales copy, the EQ is slowing down and thinking, thinking is getting to be a lost art. You must work harder on focusing than we did 25 years ago because 25 years ago you did not have technology all over your home. The brain needs a natural reprieve. If you are not very intentional about manager your environment, your brain gets overloaded, it gets tired, and it is not that creative. Then the more stressed you get, the less empathetic you get, this is some of the physiology of sales and plays into being a successful seller. Colleen advises asking the question. ‘Am I talking about a problem that my service can solve? Where am I talking about what I do? Then when you sit down with your good customers and ask, ‘What's the number one reason you purchase from us? What problems did we solve? What goals did we help you achieve? Not achieving goals is simply a pain in disguise.  A lot of fast-growth companies, the pain is growing fast they cannot on-board people fast enough and know they are leaving money on the table. The fear of not being relevant is alive and well. Understand their personal pressure points? The pressure points that come from competitors. Another pressure point is how do we keep up with everything? Colleen says diversity is the number one diversity and thought, which can come from obviously having a diverse team. And the research is clear, having a diverse team, whether its ethnic race gender is positive because everyone brings their background and perspectives. However, diversity needs to start before you get into the workplace. So, I believe we need to be reaching out to universities, and many of them have good sales programs, a lot of people do not even know sales is a great profession. University of Denver, Metro State University. They both have sales minors. I want the students to know, this is something you should seriously consider Sales as a profession. My parents and God bless them, they never did know what I did for a living. I grew up on a farm in Iowa, they did not even know that sales were a possibility. Not to complain about what we don't have but to focus on how do we get more of what we want, which is more people in sales, more women, race, colour, gender, backgrounds because it's a wonderful profession. Colleen one item she will have on a desert island is an inflatable lifeboat. She said ‘I will do my meditation but I'm not Tom Hanks in Castaway, I want to get out as fastest as possible. Go is the website https://www.salesleadershipdevelopment.com for the free resource good tips for sellers and sales managers and become part of our emotionally intelligent sales community. https://www.linkedin.com/in/colleenstanleysli https://www.amazon.co.uk/Emotional-Intelligence-Leadership-Colleen-Stanley/dp/1400217725  

On today's episode we talk with Colleen Stanley about her latest book, Emotional Intelligence for Sales Leaders. We'll dive into why emotional intelligence (EQ) has to be part of your sales culture and how it starts at the top. We’ll then jump into how sales leaders can improve their own EQ and how to screen for it while hiring. Plus, Colleen will share the simple steps leaders can take to verify that candidates have the emotional tools required to succeed in sales. Learn more about your ad choices. Visit megaphone.fm/adchoices

Colleen Stanley is President and Chief Selling Officer at SalesLeadership, a sales development firm specializing in the integration of emotional intelligence, sales, and sales leadership skills. Colleen is an acclaimed sales expert, author, and keynote speaker. In this podcast, she and Jeremey discuss the importance of a learning attitude, the key characteristics of emotional intelligence, and how cultivating the right soft skills helps salespeople execute hard selling behaviors. Visit SalesLoft.com for show notes and insights from this episode.

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m so excited to welcome Colleen Stanley. Colleen, could you just take a minute and introduce yourself to our audience? Colleen Stanley: Well, first of all, Olivia, thank you for having me, I'm really happy to be here today. I’m president of Sales Leadership, and we are a sales development firm. We specialize primarily in sales leadership training, sales training, and then obviously work with a lot of companies on virtual keynotes these days in the environment of COVID, and consulting work. So that’s kind of the big umbrella. OF: In your book, “Emotional Intelligence for Sales Leadership”, you explain how sales managers often approach the development of their teams by coaching training on the hard skills, but that soft skills are just as critical to sales success. Why should sales leaders focus on enhancing the emotional intelligence of their teams? CS: Well, obviously my answer’s going to be biased because we’ve been working in this space for almost 10 years. I would say the first thing though, is when you start studying emotional intelligence and incorporating it into your sales training and coaching processes, what you’ll find is it really bridges the knowing and doing gap. Let me give you a couple of quick examples. What we have framed often as the sales rep IQ– which is very important, by the way, consultative stuff, skills, negotiation skills, asking questions, asking for the business– but when you take a look at one part negotiation skills, you can teach a lot of the IQ there, however, many of us have seen a seller that’s been taught good negotiation skills, and then when they get with a really good negotiator emotion start running the sales conversation. They get nervous, and because they get nervous, they start discounting or overselling or defending and justifying. So, the coaching in this situation would be coaching the salesperson on self-awareness in emotion management, because if you don’t remain stable, you’re not able to execute the hard selling skills. It’s really the bridging of sales IQ and sales EQ. OF: Definitely. So, what are some of those soft skills that you think are most important for success in sales today? CS: Well, there’s a lot of them, but let’s maybe take a look at three of those, and one I just mentioned, and that is emotion management. That is really the ability to remain calm or relaxed in any kind of sales conversation. In order to develop your emotion management skills, not default to fight or flight responses in a sales conversation, that requires the development of another skill and that is emotional self-awareness. That which you're not aware of, you cannot change, and that which you’re not aware of, you're bound to repeat. If you ever observe, even in your personal life or professional life, if you continue to make the same mistakes, usually the root cause is you’re just simply not slowing down enough to think. What’s the trigger event that’s causing me to respond in a manner I regret? Then I would say a third one, it actually starts with an E, is empathy. Well this, it’s actually become kind of a buzzword in business today, is knowing what somebody else is thinking or feeling. The reality is, how can we possibly think we want to know the human being, if we don’t know or can’t care about what they’re thinking or feeling? But here’s the caveat, Olivia, is many people confuse empathy with validation skills, repeating what someone has said. Empathy is not validation skills because really great empathetic salespeople say what somebody is not saying, they hear the conversation that’s not happening. In order to back up and develop the empathy skill, you’ve really got to sit and think because how can you know what somebody else is thinking or feeling if you simply don’t think, take the time to think about what you are thinking or feeling? I would say, if you start with the three E’s, you’re going to get a very good start on sales success with yourself and leading a sales team, teaching those skills, reinforcing those skills, coaching to those skills. OF: Fantastic. So, one important factor that you outlined in your book is a desire to learn continuously. How can sales managers really help foster a culture of learning among their sales teams? CS: Well, the first is make it easy on yourself, sales managers. Include in your hiring and vetting process of potential candidates their aptitude and attitude for learning. It’s interesting, but I go off to speak to groups, CEOs, VPs of sales. Obviously, they are learners. They were taking time out of their day to come to a conference. Now, today they’re virtual, but back in the day they were in person. So, these are very busy people, so they have an aptitude and attitude for learning. But I will pose this question: how many of you are vetting your potential candidates at your company for learning? The answer is always the same. They kind of look left, look right, then not too many hands go up. First of all, hire for learning, but like anything, then you’ve got to create a culture of that learning. Number one, model it. Are you as the leader modeling it? Are you telling people, “Hey, here's this book I read, here’s a conference I attended, here’s my mastermind group”? And then the third is actually incorporating your coaching. A really easy way to do that is to have a book group, say “Okay, you guys, this is the book of the month. This is what we’re going to be reading this month”, and then have members of your team teach the chapter to other people on their team. When you teach, you get better at the knowledge. So, those would be a few tips I would share with the audience on how do you really create that learning culture out there. OF: So, you also discuss how building an emotionally intelligent sales team really begins during the hiring process, actually. What are some of the key things that you think leaders should be looking for when they’re selecting candidates that really demonstrate these emotional intelligence skills? CS: One such skill is, in the EQ world it’s called self-regard. Actually, that’s simply having an inner confidence, but let’s take that a step further. When you truly have an inner confidence, you’re also a person that’s able to admit your strengths or weaknesses. When you’ve got a person that’s willing to admit their strengths and weaknesses, that leads to a highly coachable person, because coachability is huge in life. All of us have been that sales leader that they were going to give that well-intended feedback, they use the sandwich method, something positive, what you need to improve on, only to be met with “Yeah but, yeah but…” or shifting the blame to you. So, when you hire somebody that’s got that ability to admit their strengths and weaknesses, you’ve also got a coachable person. I also suggest hiring for humility because when you take a look at really confident people, there’s a fine line between arrogance and confidence. Humble people are learners because they don’t have know-it-all-itis. They’re actually really kind of curious about what they don’t know. I would say a third skill to hire for is delayed gratification. I got to tell you, in these times of the pandemic, putting in the work to earn the reward, instant gratification are getting weeded out right now. Sales cycles are getting longer, you’ve got to reengineer value propositions, you have to learn how to maybe have new conversations with new decision makers. So, I would say delayed gratification is a huge skill, and backed by research for successful people, regardless of the industry. OF: In the book, you also talked about the concept of defining your non-negotiables. So, the soft skills that are really most important for you on your team for salespeople to demonstrate. What are some of your non-negotiables for your teams and how can sales leaders identify and apply their own? CS: Well, the first one, Olivia, is actually take the time to go, what is my nonnegotiable? I don’t think a lot of sales managers take the time to say, I guess the popular term would be what’s my red line? I think when you really get clear on that, taking the time to think– thinking is a great skill for all us to have– is writing those down and developing interview questions around those. For example, I grew up in the Midwest on a farm. I grew up in a work ethic family. Now today, where we’ve got work-life balance, and we’ve got lots of talk about that, I understand all of that, but there are times in your career where you’re going to be out of balance. It simply is the reality of life. So, one of my non-negotiables is a work ethic. A question I would ask, two or three questions around this, is tell me about the hardest you’ve ever worked in your life, because my concept of a work ethic, it might be very different than the candidate. I like to ask people when their first job was because you really can’t teach a work ethic if somebody’s never had a job until they’re 30. I’m being facetious there. So, I’d say a work ethic is number one. I would also say honesty. Now, this is going to sound like, well, who’s not going to say that? But, if you back up, you can work with a lot of things, but you cannot work with a game player. You can’t work with somebody again that doesn’t have the confidence to admit a mistake, somebody that’s assertive enough to say, “Hey, Colleen, I disagree with you”. I mean, that’s where honesty comes from. This is actually being assertive enough to state what you need. I would say those are really two non-negotiables for me. I can accept mistakes. I will not accept a lie. OF: Now, Colleen, given the world that we’re all in now, a lot of sales meetings and coaching conversations are happening virtually now. What advice do you have for how sales leaders can continue to facilitate really effective conversations through digital channels? CS: One thing I will give people hope for immediately, did you know that remote sales management is not new? It’s been around for a lot of years. In fact, when I became a sales manager, I had the good fortune to start with a small company that actually today they’re the largest in the world in their industry. We were remote sales managers. We had salespeople, all over the country, I guess you call them virtual offices now. So, be a little careful that you’re not making a bigger deal of it than it is. Now, with that being said, I do think with remote sales management, you’ve got to be more intentional. What’s making it difficult for a lot of teams right now is that they didn’t choose to start the business model with remote sales management. So, you’ve got salespeople that signed up to be in an office, a culture. There’s a vibe there. I’ve got my neighbors, it’s kind of fun. You’ve got your neighbor that you’re hearing ring the bell or whatever there. So, I do believe managers need to be more intentional about reaching out. One thing, I’d advise everyone, sales leader, salespeople is to make sure you don’t fall victim to something that’s called the Dunning-Kruger effect. This is a work of psychology that basically says we all think we do more than we do. We all think we’re better at things than we are. So, a sales manager might think they’re having enough coaching conversations. They might think they’re having enough communication, but if they really track it, their KPIs, maybe they’re not having enough of the conversation. The second piece of advice– and I just worked with a group yesterday where they are an inside sales team that just had to move into the remote offices– so one thing I suggested to them, I said, recreate what the day in the life in the office used to be like, from the time you entered the door, you saw somebody in the highway, you won a big deal, you hung up the phone and said, “I screwed that up”. Create those moments remotely and involve your sales team in that. Do try to recreate as much of that as possible. So those would be my two tips. OF: Well, Colleen, thank you so much for joining us today. You provided such tremendous advice for our audience, and we really appreciate you taking the time. CS: Thank you, and thank you for being so well prepared. You made the interview quite easy and pleasant. OF: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m so excited to welcome Colleen Stanley. Colleen, could you just take a minute and introduce yourself to our audience? Colleen Stanley: Well, first of all, Olivia, thank you for having me, I’m really happy to be here today. I’m president of Sales Leadership, and we are a sales development firm. We specialize primarily in sales leadership training, sales training, and then obviously work with a lot of companies on virtual keynotes these days in the environment of COVID, and consulting work. So that’s kind of the big umbrella. OF: In your book, “Emotional Intelligence for Sales Leadership”, you explain how sales managers often approach the development of their teams by coaching training on the hard skills, but that soft skills are just as critical to sales success. Why should sales leaders focus on enhancing the emotional intelligence of their teams? CS: Well, obviously my answer’s going to be biased because we’ve been working in this space for almost 10 years. I would say the first thing though, is when you start studying emotional intelligence and incorporating it into your sales training and coaching processes, what you’ll find is it really bridges the knowing and doing gap. Let me give you a couple of quick examples. What we have framed often as the sales rep IQ– which is very important, by the way, consultative stuff, skills, negotiation skills, asking questions, asking for the business– but when you take a look at one part negotiation skills, you can teach a lot of the IQ there, however, many of us have seen a seller that’s been taught good negotiation skills, and then when they get with a really good negotiator emotion start running the sales conversation. They get nervous, and because they get nervous, they start discounting or overselling or defending and justifying. So, the coaching in this situation would be coaching the salesperson on self-awareness in emotion management, because if you don’t remain stable, you’re not able to execute the hard selling skills. It’s really the bridging of sales IQ and sales EQ. OF: Definitely. So, what are some of those soft skills that you think are most important for success in sales today? CS: Well, there’s a lot of them, but let’s maybe take a look at three of those, and one I just mentioned, and that is emotion management. That is really the ability to remain calm or relaxed in any kind of sales conversation. In order to develop your emotion management skills, not default to fight or flight responses in a sales conversation, that requires the development of another skill and that is emotional self-awareness. That which you’re not aware of, you cannot change, and that which you’re not aware of, you’re bound to repeat. If you ever observe, even in your personal life or professional life, if you continue to make the same mistakes, usually the root cause is you’re just simply not slowing down enough to think. What’s the trigger event that’s causing me to respond in a manner I regret? Then I would say a third one, it actually starts with an E, is empathy. Well this, it’s actually become kind of a buzzword in business today, is knowing what somebody else is thinking or feeling. The reality is, how can we possibly think we want to know the human being, if we don’t know or can’t care about what they’re thinking or feeling? But here’s the caveat, Olivia, is many people confuse empathy with validation skills, repeating what someone has said. Empathy is not validation skills because really great empathetic salespeople say what somebody is not saying, they hear the conversation that’s not happening. In order to back up and develop the empathy skill, you’ve really got to sit and think because how can you know what somebody else is thinking or feeling if you simply don’t think, take the time to think about what you are thinking or feeling? I would say, if you start with the three E’s, you’re going to get a very good start on sales success with yourself and leading a sales team, teaching those skills, reinforcing those skills, coaching to those skills. OF: Fantastic. So, one important factor that you outlined in your book is a desire to learn continuously. How can sales managers really help foster a culture of learning among their sales teams? CS: Well, the first is make it easy on yourself, sales managers. Include in your hiring and vetting process of potential candidates their aptitude and attitude for learning. It’s interesting, but I go off to speak to groups, CEOs, VPs of sales. Obviously, they are learners. They were taking time out of their day to come to a conference. Now, today they’re virtual, but back in the day they were in person. So, these are very busy people, so they have an aptitude and attitude for learning. But I will pose this question: how many of you are vetting your potential candidates at your company for learning? The answer is always the same. They kind of look left, look right, then not too many hands go up. First of all, hire for learning, but like anything, then you’ve got to create a culture of that learning. Number one, model it. Are you as the leader modeling it? Are you telling people, “Hey, here’s this book I read, here’s a conference I attended, here’s my mastermind group”? And then the third is actually incorporating your coaching. A really easy way to do that is to have a book group, say “Okay, you guys, this is the book of the month. This is what we’re going to be reading this month”, and then have members of your team teach the chapter to other people on their team. When you teach, you get better at the knowledge. So, those would be a few tips I would share with the audience on how do you really create that learning culture out there. OF: So, you also discuss how building an emotionally intelligent sales team really begins during the hiring process, actually. What are some of the key things that you think leaders should be looking for when they’re selecting candidates that really demonstrate these emotional intelligence skills? CS: One such skill is, in the EQ world it’s called self-regard. Actually, that’s simply having an inner confidence, but let’s take that a step further. When you truly have an inner confidence, you’re also a person that’s able to admit your strengths or weaknesses. When you’ve got a person that’s willing to admit their strengths and weaknesses, that leads to a highly coachable person, because coachability is huge in life. All of us have been that sales leader that they were going to give that well-intended feedback, they use the sandwich method, something positive, what you need to improve on, only to be met with “Yeah but, yeah but…” or shifting the blame to you. So, when you hire somebody that’s got that ability to admit their strengths and weaknesses, you’ve also got a coachable person. I also suggest hiring for humility because when you take a look at really confident people, there’s a fine line between arrogance and confidence. Humble people are learners because they don’t have know-it-all-itis. They’re actually really kind of curious about what they don’t know. I would say a third skill to hire for is delayed gratification. I got to tell you, in these times of the pandemic, putting in the work to earn the reward, instant gratification are getting weeded out right now. Sales cycles are getting longer, you’ve got to reengineer value propositions, you have to learn how to maybe have new conversations with new decision makers. So, I would say delayed gratification is a huge skill, and backed by research for successful people, regardless of the industry. OF: In the book, you also talked about the concept of defining your non-negotiables. So, the soft skills that are really most important for you on your team for salespeople to demonstrate. What are some of your non-negotiables for your teams and how can sales leaders identify and apply their own? CS: Well, the first one, Olivia, is actually take the time to go, what is my nonnegotiable? I don’t think a lot of sales managers take the time to say, I guess the popular term would be what’s my red line? I think when you really get clear on that, taking the time to think– thinking is a great skill for all us to have– is writing those down and developing interview questions around those. For example, I grew up in the Midwest on a farm. I grew up in a work ethic family. Now today, where we’ve got work-life balance, and we’ve got lots of talk about that, I understand all of that, but there are times in your career where you’re going to be out of balance. It simply is the reality of life. So, one of my non-negotiables is a work ethic. A question I would ask, two or three questions around this, is tell me about the hardest you’ve ever worked in your life, because my concept of a work ethic, it might be very different than the candidate. I like to ask people when their first job was because you really can’t teach a work ethic if somebody’s never had a job until they’re 30. I’m being facetious there. So, I’d say a work ethic is number one. I would also say honesty. Now, this is going to sound like, well, who’s not going to say that? But, if you back up, you can work with a lot of things, but you cannot work with a game player. You can’t work with somebody again that doesn’t have the confidence to admit a mistake, somebody that’s assertive enough to say, “Hey, Colleen, I disagree with you”. I mean, that’s where honesty comes from. This is actually being assertive enough to state what you need. I would say those are really two non-negotiables for me. I can accept mistakes. I will not accept a lie. OF: Now, Colleen, given the world that we’re all in now, a lot of sales meetings and coaching conversations are happening virtually now. What advice do you have for how sales leaders can continue to facilitate really effective conversations through digital channels? CS: One thing I will give people hope for immediately, did you know that remote sales management is not new? It’s been around for a lot of years. In fact, when I became a sales manager, I had the good fortune to start with a small company that actually today they’re the largest in the world in their industry. We were remote sales managers. We had salespeople, all over the country, I guess you call them virtual offices now. So, be a little careful that you’re not making a bigger deal of it than it is. Now, with that being said, I do think with remote sales management, you’ve got to be more intentional. What’s making it difficult for a lot of teams right now is that they didn’t choose to start the business model with remote sales management. So, you’ve got salespeople that signed up to be in an office, a culture. There’s a vibe there. I’ve got my neighbors, it’s kind of fun. You’ve got your neighbor that you’re hearing ring the bell or whatever there. So, I do believe managers need to be more intentional about reaching out. One thing, I’d advise everyone, sales leader, salespeople is to make sure you don’t fall victim to something that’s called the Dunning-Kruger effect. This is a work of psychology that basically says we all think we do more than we do. We all think we’re better at things than we are. So, a sales manager might think they’re having enough coaching conversations. They might think they’re having enough communication, but if they really track it, their KPIs, maybe they’re not having enough of the conversation. The second piece of advice– and I just worked with a group yesterday where they are an inside sales team that just had to move into the remote offices– so one thing I suggested to them, I said, recreate what the day in the life in the office used to be like, from the time you entered the door, you saw somebody in the highway, you won a big deal, you hung up the phone and said, “I screwed that up”. Create those moments remotely and involve your sales team in that. Do try to recreate as much of that as possible. So those would be my two tips. OF: Well, Colleen, thank you so much for joining us today. You provided such tremendous advice for our audience, and we really appreciate you taking the time. CS: Thank you, and thank you for being so well prepared. You made the interview quite easy and pleasant. OF: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

Today I am joined by the wonderful Colleen Stanley, She is president of SalesLeadership, a sales development firm focused on the integration of emotional intelligence, sales and leadership skills. She is the author of three books, Emotional Intelligence for Sales Success. Collen's Website: https://www.salesleadershipdevelopment.com Twitter: https://twitter.com/EiSelling LinkedIn https://www.linkedin.com/in/colleenst... I'm Simon Haigh, and I help my clients to drive growth through business, Leadership, brand, and personal coaching. In the past I have worked as a corporate Lawyer, an entrepreneur, and a multinational CEO. Now I bring together my years of experience to help others to avoid roadblocks and achieve personal and professional success with my expertise in negotiation, dealmaking, business, leadership. mindset and brand growth. http://www.simonhaigh.com http://www.twitter.com/SimonHaighcom simon@simonhaigh.com

Read the complete transcript on the Sales Game Changers Podcast website. COLLEEN'S TIP TO EMERGING SALES LEADERS: "The people that are going to make it and thrive and win the future as we call it, are now saying, 'This is good, I'm being forced to learn how to use new skills, new technology. I'm learning to adapt and flex.' They're actually seeing that this is setting them up for future success. The others fall into what you call external locus of control. It's 'Woe is me' and these are generally the victims of the world. 'None of my prospects are buying, I have the worst prospects, I don't have a good product.' Their perspective is, 'I can only be successful and happy when external circumstances line up.' It's all perspective. If it is to be, it's up to me. Resilient people, they take control. 'I've got to do more activity, I've got to learn new skills, I need to be more consistent and asking for referrals, I need to practice more. Their whole mindset is, 'I'm not going to focus on what I can't control, I'm focusing on what I can control."

Soft skills set many of the best salespeople apart from their peers, yet most companies don't vet for them and get clobbered when new hires don't succeed. In an era of constant change, companies that integrate emotional intelligence into their sales and leadership training programs drive sustainable revenue. Learn from one of the foremost sales trainers how to have critical conversations and coach to improve EQ—personally and professionally.

We're joined this week by Colleen Stanley, president of the sales development firm Sales Leadership. Colleen is the author of three books, and we're going to be talking about her latest one, Emotional Intelligence for Sales Leadership. Salesforce named Colleen one of the top influential experts of the 21st century. And we're only 20 years into that century. In this episode we talk about the importance of emotional intelligence when looking to grow and train a successful sales team and how combining this will the skills of the job produces great overall performance. There were so many important parts to this discussion that can help you and your teams - especially in times of change. Listen in and you will no doubt get huge value from this episode.

Colleen Stanley, CEO of SalesLeadership, joins Rob on the podcast this week to talk about how empathy will help sales leaders connect with their sales teams in these difficult times. Real-world empathy means you understand what is really important to both your sales representatives and your customers. With a new reality facing most of us, including new tools, new skills, and a new selling environment, Colleen shows us some new ways to take on these challenges and win.

 There has been a lot said about the Emotional Intelligence  (EQ) of our leadership class in corporations, but little said about how the lack of emotional intelligence for salespeople affects sales performance.  In this interview, host Paul Petersen speaks with Colleen Stanley, founder of SalesLeadership about the consequences of feeble emotional intelligence on the part of salespeople.  They cover: ----more---- How EQ comes into play during a tough sales call The definition of the “Knowing and Doing Gap” Why sales reps have to be aware of their EQ or fail When emotions take over on the part of the prospect and the sales rep When hard selling skills fail and EQ takes over The role of empathy and assertiveness When sales reps miss non-verbal clues About our guest: Colleen Stanley is the founder and president of SalesLeadership, Inc. She is the creator of the Ei Selling® System, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. She is the author of two books, Emotional Intelligence For Sales Success, now published in six languages, and Growing Great Sales Teams.

An art museum – just like a financial advisory practice – is a place where perspective, technique and creativity are respected. And this year, we had many guests on our show that brought new perspectives and creative ideas for growing your business. To recap our 2018 episodes, Emily and Ben guide us through the three different galleries that each showcase ideas that can help you propel your practice and provide better outcomes to clients in the new year. A special thank you to all of the guests that joined us on the show this year: Mike Barry, Marc Van Bell, Lorianne Pannozzo, David Corris, Christopher Jenks, Rick Unser, Dr. Amy D'Aprix, Ben Apfel, Eric Roberge, Shannon Lee Simmons, Brenda Campbell, Jim Fisher, Linda Shick, Hyman Darling, J.D. Carlson, Melaina Vinski, Irina Pacheco, Michael Swope, Christopher Kunkle, Erik Rubingh, Daniela Mardarovici, Adam Phillips, Janelle Woodward, Sarano Kelley, Brian Doherty, Colleen Stanley, Peter Stahl, Kevin Bourke, Jon Adams, Susanna Poon and Kathleen Burns Kingsbury. Your insights and knowledge helped financial advisors across North America and beyond have better conversations and provide better outcomes. Thank you. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/the-better-conversations-collection-a-tour-of-some-of-the-best-ideas-from-2018/.

Colleen Stanley is the Founder and Chief Selling Officer at Sales Leadership, Inc. She is well known for creating Ei Selling®, a unique and powerful sales training program that integrates emotional intelligence skills with consultative selling skills. As a successful sales keynote speaker, trainer and author, Colleen shares her knowledge and advice about how you can leverage the power of emotional intelligence to win more sales and drastically increase revenue!   Here are some of the topics covered in this episode: How emotional intelligence (EI) affects prospecting, how you handle objections and other areas of sales Daily exercises to improve specific EI skills such as emotional self-awareness How to emotionally connect with prospect and create bigger conversations How to hire and build an emotionally intelligent sales team: soft skills to screen for with example interview questions   Emotions have a big impact on sales decision making. Learn what you can do to trigger the right feelings for each prospect and communicate your value more effectively!   You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About the Guest: Colleen’s passion for sales started over 25 years ago where she started as a 'bag carrying' rep and eventually became a VP of Sales, leading a national sales team of more than 100 reps at Varsity Spirit Corporation. During her 10 years at Varsity, sales increased from 8M to 90M and the business was named by Forbes Magazine as one of the 200 fastest growing companies in the United States. Colleen is currently the Founder and President of SalesLeadership, Inc. She is the creator of the Ei Selling® System, a unique and powerful sales program that integrates emotional intelligence skills with consultative selling skills. Colleen is the author of two books, ‘Emotional Intelligence For Sales Success’, now published in six languages, and ‘Growing Great Sales Teams’. Colleen is also a recipient of many awards for her work in sales development and thought leadership and Salesforce recently named Colleen one of the most influential sales figures in the 21st century.   Website: http://www.salesleadershipdevelopment.com LinkedIn: https://www.linkedin.com/in/colleenstanleysli Twitter: @EiSelling   Listen to more episodes of the Outside Sales Talk here and watch the video here!  

Your IQ, your intellect and your hard skills get you in the door with clients and prospects. Keeping in tune with your clients over time is another task in itself, requiring you to leverage your emotional acumen to maintain success. We’re joined by Colleen Stanley, President of SalesLeadership, Inc. and author of Emotional Intelligence For Sales Success, to discuss how you can bolster your soft skills, build your emotional intelligence and translate it into real results for your practice. For full show notes and links mentioned in this episode, visit https://www.bmogam.com/us-en/advisors/news-and-insights/how-a-high-eq-can-lead-to-sales-success/.

Colleen Stanley, founder and president of SalesLeadership, Inc., joins Smart Companies Thinking Bigger host Kelly Scanlon to discuss how to close more sales using Sales EQ. Among the points she addresses are: Sales EQ vs. Sales IQ and why the distinction is importantWhy we often lose prospects to our competitorsHow to use EQ for greater sales successThe difference between a nurturing culture and a caretaking cultureWhat organizations can start doing now to improve the sales success of their organization   In addition to running her sales development firm, Stanley is the creator of the Ei Selling System®, a sales program that integrates emotional intelligence skills with consultative selling skills. She's also written two books on sales: Emotional Intelligence For Sales Success and Growing Great Sales Teams. Salesforce recently named Stanley one of the top sales influencers of the 21st century. She's also been named one of the Top 50 Sales & Marketing Influencers, Top 10 Women in Sales Experts to Follow and Top 30 Global Gurus.  Before she launched SalesLeadership, Stanley was vice president of sales for Varsity Spirit Corporation.  She grew sales from 8 million to 90 million during her 10 years with the company. During that time, Varsity Sprint Corporation was named by Forbes magazine as one of the 200 fastest growing companies in the United States.      Learn more about your ad choices. Visit megaphone.fm/adchoices

Fred Diamond is the Co-founder and Executive Director of the Institute for Excellence in Sales (IES). Fred created the IES to recognize corporate and organizational sales and business development operational excellence, and promote best practices and thought leadership. With the growth of the IES, Fred has also been causing waves in the sales world as well. Well-known as a marketing consultant to companies such as Microsoft, Oracle and others, Fred has led the IES to become a leading source of sales excellence, content development, and premiere sales training solutions. Through the IES Fred works with such well-known sales thought leaders as Neil Rackham, Jill Konrath, Jeb Blount, Kendra Lee, Mark Hunter, Colleen Stanley and many others. During this interview Fred shares the "elusive critical factor for sales success", discusses "cold calling vs. social selling", and addresses many other hot topics in the world of sales. If you want to learn from one of the world's leading sales influencers spearheading the movement of sales excellence then you will want to listen to this interview!

Colleen Stanley is president and founder of SalesLeadership, Inc., a sales development firm. She is the creator of the Ei Selling System®, a powerful sales program that integrates emotional intelligence skills with consultative selling skills. She is the author of two books, Emotional Intelligence For Sales Success, now published in six languages, and author of Growing Great Sales Teams. Salesforce recently named Colleen one of the top sales influencers of the 21st century. She has also been named one of the Top 50 Sales & Marketing Influencers, Top 10 Women in Sales Experts to Follow and Top 30 Global Gurus. Prior to starting SalesLeadership, she was vice president of sales for Varsity Spirit Corporation. During her 10 years at Varsity, sales grew from 8M - 90M and the company was named by Forbes magazine as one of the 200 fastest growing companies in the United States.Learn More: www.salesleadershipdevelopment.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Colleen Stanley is president and founder of SalesLeadership, Inc., a sales development firm. She is the creator of the Ei Selling System®, a powerful sales program that integrates emotional intelligence skills with consultative selling skills. She is the author of two books, Emotional Intelligence For Sales Success, now published in six languages, and author of Growing Great Sales Teams. Salesforce recently named Colleen one of the top sales influencers of the 21st century. She has also been named one of the Top 50 Sales & Marketing Influencers, Top 10 Women in Sales Experts to Follow and Top 30 Global Gurus. Prior to starting SalesLeadership, she was vice president of sales for Varsity Spirit Corporation. During her 10 years at Varsity, sales grew from 8M - 90M and the company was named by Forbes magazine as one of the 200 fastest growing companies in the United States.Learn More: www.salesleadershipdevelopment.comInfluential Influencers with Mike Saundershttp://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/

Proposals are an important part of the sales process but wasting time writing proposals for the wrong people or handing the process of proposal writing inappropriately, can cost sales people a lot of time. In this episode, author Colleen Stanley, talks about three key concepts sales people should focus on to make the proposal process a success. In This Episode You'll Learn: The importance of knowing who you target How to stop confusing a the idea of a customer wanting a better price with idea of a customer pain How to develop soft skills to be more assertive Links and Resources Mentioned in This Episode: Colleen's LinkedIn

In this episode, Colleen Stanley, CEO of Sales Leadership, Inc. and author of the best-selling Emotional Intelligence for Sales Success, discusses what it takes to manage and master your emotions to become a top performer. Among the many topics we discuss in this information-packed episode are: What emotional intelligence is and how it directly relates to sales success The Knowing and Doing Gap and how to bridge it Why poor sales performance is less about sales skills and more about managing critical emotions at critical times The #1 emotional intelligence skill all sales professionals need to develop and master Why successful sales managers focus on coaching both hard sales skills and emotional competence. Want to create a successful sales team than can cope with uncertainty and succeed in all situations? Don’t miss this episode!

Author of “Emotional Intelligence for Sales Success”, Colleen Stanley shares with us why emotional intelligence is so important when it comes to winning clients and shows us how to build our own emotional intelligence and use it to build our businesses. Colleen Stanley is the CEO of Sales Leadership and author of the recently published Emotional Intelligence for Sales Success. Whether you're a consultant, a lawyer, an accountant, architect, coach or anyone in business – one of the critical roles you have is to meet with potential clients and talk to them about working together. We often hate the word, […]

Just like buyers have a fight or flight response when confronted with an aggressive sales approach, salespeople also have that response when dealing with challenging buyers. And that often causes them to say or do the wrong things during a sales call. In this interview, Colleen Stanley, author of Emotional Intelligence for Sales Success, discusses how to control that response and the importance of emotional intelligence in the sales process.