Colleen Stanley is president of SalesLeadership, Inc. She is a monthly columnist for national Business Journals, co-author of 'Motivational Selling' and author of 'Growing Great Sales Teams: Lessons from the Cornfield.' Colleen is a popular speaker for Vistage International, Women's Leadership Exchange and was the featured speaker on sales for the 2006 New York Times Small Business Summit. She is on the board of directors for The Tennyson Center for Children, Association for Corporate Growth and National Speakers Association.
Prior to starting SalesLeadership, Colleen was vice president of sales and marketing for Varsity Spirit Corporation. During her 10 years at Varsity, sales increased from 8M to 90M. Varsity was named by Forbes Magazine as one of the 200 fastest growing companies in the United States in 1994 and 1995.
Clients include: Lafarge, Vail Resorts, Corporate Express, Orlando Magic, Siemens Corporation, ServiceMagic Inc., Arthur J. Gallagher, Ensign United States Drilling, Home Diagnostics, gloProfessionals, Regis University, Spectrum Retirement Communities, Quintess, Women’s Vision Foundation, Longmont United Hospital, Gerald H. Phipps Construction, Sterling Rice Group, Jones University.
Keynote Topics:
1 ) Growing Great Sales Teams: Lessons from the Cornfield
We live in a high tech, global world. Companies can communicate anywhere, anytime. Response time is quick and processes are increasingly efficient. However, high tech cannot replace high personal touch in building great organizations. Processes are efficient, relationship building is not. Using powerful lessons learned growing up on an Iowa farm, Colleen blends down-home principles of influence with strong business acumen. Her style and message motivate teams to:
Take Risks: Show up, try and do your best. Strive for perfection, but don‟t wait for perfection.
Be the Real Deal: If prospects can‟t believe the messenger, why should they believe the message?
You Reap What You Sow: Attitude is the best seed to plant in an organization. Create cultures that manage results, not excuses.
Help Others Get Their Crops In: Eliminate silos and help every department in the company achieve their objectives.
2) Sales Jury: How to Win Your Business Case Every Time
Married to a career prosecutor, Colleen creates amazing paradigm shifts for the audience by comparing the persuasion skills needed in the profession of law to the same skills needed in the profession of sales. Seek the truth, do the right thing, and look for evidence are the key themes throughout this presentation. Sales technique training is old, outdated and ineffective. The information age demands new selling skills — critical thinking, testing data and synthesizing information. If your team is presenting solutions too soon, or presenting the wrong solutions, this presentation is for you.
3) Building and Becoming a Center of Influence
Every salesperson knows referrals and introductions are one of the best ways to grow business. So why are some sales teams still experiencing empty sales pipelines and cyclical sales cycles? Colleen Stanley understands the referral business. 90% of her business is repeat and referral business. Learn how to build a „mini-sales team‟ by practicing the key principles of generosity and reciprocity. Understand how to move from a vendor status to trusted advisor status with clients and colleagues. It‟s not who you know. It‟s who you contact and help. This is an excellent keynote for selling professionals and non-selling professionals.
4) EQ + IQ = Sales Results
Emotional intelligence has been studied and applied in the leadership world. Colleen Stanley is a leader in integrating these principles with consultative selling skills. Research shows that emotional intelligence is the greatest predictor of success. Skills such as delayed gratification, self-regard, empathy and self awareness play an important part in a salesperson’s personal and professional success. This keynote gets to the core of why many salespeople can‟t crack major accounts, don‟t call on the real decision maker, discount too soon, and don’t bounce back from setbacks. Emotional intelligence skills are the competitive edge for sales teams and sales managers.
Sales Training:
1) Sales Management Training
The age old question: are leaders born or are they made? We believe the answer is yes. Our purpose: help companies identify and develop sales leaders in your organization so they can build and grow a high performance sales teams. Top sales teams can sell in any economy, understand the power of teamwork and show up everyday to compete and win.
Sales managers often attain their position by demonstrating competence in the selling arena. However, it is the new skills such as employee selection, communication, team building, training, coaching and leadership that elevate a sales team from average to excellence.
2) Customized Corporate Sales Training
High performing sales organizations apply the word 'best practices.' They know who their most profitable customers are, have an effective business development system for contacting those customers and use a consultative sales process to close business at full margin. Sales organizations must have a common sales process or the 'sales coach' is stuck with trying to manage 20 different sales playbooks.
3) Prospecting and Referral Training
You have a superior product, best solution and creative ideas. Guess what? If no one knows about you or your company, it just doesn't matter. Great sales teams have a business development strategy; cold calling, referral partners, networking, associations, seminars, trade shows and sponsorships. We help you put together the best strategy for your sales organization and teach you the sales skills to make sure your contacts convert to qualified appointments. |