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Colleen Stanley Podcasts

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13 of The Best Podcast Episodes for Colleen Stanley. A collection of podcasts episodes with or about Colleen Stanley, often where they are interviewed.

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13 of The Best Podcast Episodes for Colleen Stanley. A collection of podcasts episodes with or about Colleen Stanley, often where they are interviewed.

Updated daily with the latest episodes

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Colleen Stanley, "Emotional Intelligence for Sales Leadership" (HarperCollins, 2020)

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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.

Sep 17 2020 · 32mins
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The Role of Emotional Intelligence in Sales Leadership w/ Colleen Stanley

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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.

Sep 07 2020 · 28mins
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#048: Colleen Stanley Demonstrates Empathy with Emotional Intelligence for Sales Leadership

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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

Aug 29 2020 · 23mins
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811: Emotional Intelligence for Sales Leaders, with Colleen Stanley

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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

Aug 28 2020 · 40mins
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How Emotional Intelligence Supports Hard Selling Skills with Colleen Stanley

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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.

Aug 27 2020 · 23mins
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249: Emotional Intelligence for Sales Leadership Author Colleen Stanley Says You Must Have These Attributes to Be Successful Now and in the Future

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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."

Jul 07 2020 · 49mins
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Integrating Emotional Intelligence Into Sales | Colleen Stanley

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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.

Jun 24 2020 · 33mins
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248 | Emotional Intelligence for Better Sales Performance, Colleen Stanley

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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.
Jun 05 2020 · 24mins
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Episode 92: #92: Colleen Stanley of SalesLeadership — Connect With Real-World Empathy

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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.

Mar 31 2020 · 59mins
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How Emotional Intelligence Affects Your Sales - Outside Sales Talk with Colleen Stanley

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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!

Oct 24 2018 · 36mins
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