Top Sales Library - a resource of all things sales

Colleen Stanley

Sales EQ and Sales IQ of Effective Sales Management Coaching

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I enjoy teaching and coaching salespeople about the hard skills of running an effective sales call, what I refer to as the “Sales IQ.” It’s challenging — and fun — to analyze and figure out the best strategies to unseat a strong incumbent, attract the attention of an overloaded prospect or eliminate price objections. But… Read More

The One Question Salespeople Don’t Ask — and Should

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Salespeople ask many great questions during meetings with prospects. They ask probing ones about 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 committed are you and your organization to eliminating this pain and/or achieving this goal?” I am… Read More

The Power of the Mastermind

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In the classic book, “Think and Grow Rich,” Napoleon Hill introduced the importance of having a mastermind alliance.  He describes it as an alliance of two or more minds, blended in a spirit of perfect harmony and cooperating for the attainment of a definite purpose.   Sounds easy, right?  So why aren’t more sales professionals engaged in… Read More