Your Sales Culture is Killing You – Part 5 (Either Hit Your Sales Targets – Or Else!)

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Your Sales Culture is Killing You – Part 5 (Either Hit Your Sales Targets – Or Else!) coaching salespeople, Communication, Sales Management

I was saddened to hear about a client who had to take a sabbatical from her management position because of too much stress. This 5th installment of “Your Sales Culture Is Killing You” exposes another great nemesis and the downfall of absolute thinking. A key stakeholder for one of my recently delivered leadership programs was …

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Your Sales Culture is Killing You – Part 4 (Is Your Boss Annoying?)

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Your Sales Culture is Killing You – Part 4 (Is Your Boss Annoying?) Accountability, Sales Management

For many, the thought of detaching from the outcome seems impossible. Still, managers must be mindful of performance expectations while simultaneously listening to and respecting other people’s opinions. So, how do you continually push for results without being annoying? Here’s a strategy to defuse your frustration and keep your emotional reactions at bay. “Forget about …

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Your Sales Culture is Killing You – Part 3 (The Funeral)

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Your Sales Culture is Killing You – Part 3 (The Funeral) Accountability, coaching salespeople

In part three of my series, “Your Sales Culture Is Killing You,” I may have taken this to a literal extreme, as I discuss something that affects each human being on this planet; death. So, what does death have to do with sales and sales leadership? Everything. With the insatiable drive to achieve aggressive results …

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Your Sales Culture is Killing You – Part 2 (Become Process Driven)

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Your Sales Culture is Killing You – Part 2 (Become Process Driven) Accountability, Sales Coaching

My last post kicked off a six-part series entitled, “Your Sales Culture Is Killing You.” For example, in every conversation, when managers become too attached to the result or their own agenda, it erodes trust and sabotages people’s potential. That’s why it’s so critical to become a Process Driven Thinker. The Inner Game Of Coaching …

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Your Sales Culture is Killing You – Part 1 (Detach From the Outcome)

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Your Sales Culture is Killing You – Part 1 (Detach From the Outcome) Accountability, Sales Management

What prevents you from selling more and co-creating new possibilities for your customers and direct reports? What’s the leading cause of frustration and emotional reactions which also erodes trust, gets in the way of asking better questions and prevents you from being more curious? If you want to boost your sales volume and develop champions, …

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The Secret to Prospecting Success – Don’t Sell

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The Secret to Prospecting Success – Don’t Sell cold calling, Sales Training

Think about the initial objective of your prospecting efforts. If you think the goal is to close a sale, deliver a presentation, submit a proposal or schedule an appointment, think again. Ask anyone who has to prospect or cold call in order to generate new business what their initial objective is when making that first …

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Live Video Interview With Keith Rosen at Dreamforce 2013

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Live Video Interview With Keith Rosen at Dreamforce 2013 Accountability, coaching for managers

Nick Stein, Senior Director of Marketing at Salesforce.com, speaks with Keith Rosen at Dreamforce 2013 in San Francisco about his work training managers around the world to become world class coaches, the global challenges managers are faced with and how to eliminate them. In this video interview, Keith answers the following questions: Your book, Coaching …

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What You Sell is NOT a Commodity! A Laxative for Pipeline Constipation

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What You Sell is NOT a Commodity! A Laxative for Pipeline Constipation Accountability, coaching salespeople, Sales Training

How often do you feel you lose a sale to your competition because of price or budget? What if your belief around your product is actually creating the very objections you hear, which are sabotaging your sales? If you think your product is a commodity, think again. Here’s an opportunity for you to reinvent and …

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