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.