Colleen Stanley, Author at Vistage Research Center /research-center/author/colleen-stanley/ Resource for Business Leadership, Coaching, and CEOs Thu, 25 Jul 2024 18:41:55 +0000 en-US hourly 1 https://wordpress.org/?v=6.4.5 141323424 3 ways to win over a sales prospect /research-center/customer-engagement/sales/3-ways-to-win-over-a-sales-prospect/?utm_source=rss&utm_medium=rss&utm_campaign=3-ways-to-win-over-a-sales-prospect /research-center/customer-engagement/sales/3-ways-to-win-over-a-sales-prospect/#respond Wed, 02 Mar 2016 09:00:01 +0000 http://blog.vistage.com/?p=18615 Picture this: A sales manager is meeting with a salesperson to discuss why his once-full sales pipeline is now empty. The salesperson has an explanation. “Everyone is happy with their existing vendor,” he says. News alert! Of course your prospects are happy with...

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]]> /research-center/customer-engagement/sales/3-ways-to-win-over-a-sales-prospect/feed/ 0 18615 Does your sales organization train like a garbage company? /research-center/customer-engagement/sales/does-your-sales-organization-train-like-a-garbage-company/?utm_source=rss&utm_medium=rss&utm_campaign=does-your-sales-organization-train-like-a-garbage-company /research-center/customer-engagement/sales/does-your-sales-organization-train-like-a-garbage-company/#respond Fri, 29 Jan 2016 17:00:47 +0000 http://blog.vistage.com/?p=18531 Verne Harnish has a great new book, Scaling Up, where many examples of best practices are discussed on how to scale your business rapidly and profitably. Of course, Chapter Five, which focuses on training and on-boarding, really grabbed my attention....

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]]> /research-center/customer-engagement/sales/does-your-sales-organization-train-like-a-garbage-company/feed/ 0 18531 Is failure really not an option? /research-center/customer-engagement/sales/is-failure-really-not-an-option/?utm_source=rss&utm_medium=rss&utm_campaign=is-failure-really-not-an-option /research-center/customer-engagement/sales/is-failure-really-not-an-option/#respond Wed, 20 Jan 2016 09:00:35 +0000 http://blog.vistage.com/?p=18504 We’ve all heard the phrase, “You learn more from your failures than successes.” Now, let’s apply the emotional intelligence skill of reality testing. Companies and sales organizations don’t really believe that statement. How do I know? Walk into an office...

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]]> /research-center/customer-engagement/sales/is-failure-really-not-an-option/feed/ 0 18504 Why Technology Can’t Replace Great Salespeople /research-center/customer-engagement/sales/why-technology-cant-replace-great-salespeople/?utm_source=rss&utm_medium=rss&utm_campaign=why-technology-cant-replace-great-salespeople /research-center/customer-engagement/sales/why-technology-cant-replace-great-salespeople/#respond Mon, 11 Jan 2016 09:00:43 +0000 http://blog.vistage.com/?p=18458 “Disruptive technology” is the new buzz phrase in business. It’s described as innovation that helps create a new market and value network, and eventually displaces earlier technology. Companies invest dollars in R&D (research and development) to remain relevant, be disruptive...

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