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The Winner's Path

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20 Questions that Turn Cold Prospects Into Loyal Customers

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20 Questions that Turn Cold Prospects Into Loyal Customerscoaching salespeople, cold calling, management articles, Prospecting, Cold Calling and Networking, Sales Management, Sales Training

by Keith Rosen on September 9, 2017 with 2 comments

Proposal submitted, follow up done but no response from the prospect. They expressed interest but where did your customer go? Since 55% of selling time is wasted on unproductive prospecting, here are 20 questions that prevent prospects from going MIA, increase sales and keep you focused on the right opportunities to prevent sales frostbite. Get …

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How Proactive Listeners Sell More, Coach Better and Win Big – Part One

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How Proactive Listeners Sell More, Coach Better and Win Big – Part OneAccountability, closing the sale, coaching for managers, coaching salespeople, cold calling, Communication, Leadership, management articles, Prospecting, Cold Calling and Networking, Sales Management, Sales Training

by Keith Rosen on July 8, 2017 with 2 comments

Authentic, clear, collaborative communication is the conduit to greater success. Yet, if we know listening improves relationships, trust and results, then why are most problems and breakdowns attributed to poor, ineffective listening? Here’s how proactive listening can accelerate success and just maybe, even solve world peace. Except from one of Keith’s future books and his …

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The Secret to Prospecting Success – Don’t Sell

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

by Keith Rosen on February 23, 2014 with 5 comments

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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Overcoming Cold Calling Reluctance Permanently

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Overcoming Cold Calling Reluctance Permanentlycold calling, Prospecting, Cold Calling and Networking

by Keith Rosen on January 26, 2014 with 4 comments

Every company needs to have an effective and comprehensive system that consistently generates a healthy pipeline of prospects and customers to reach your sales goals. However, when it comes to prospecting and more specifically; cold calling, all of your efforts will be futile if you don’t make this critical shift in your thinking that will …

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DELETE – That Was Your Email. 5 Strategies for Winning Email Campaigns – Part TwoBusiness Tools, cold calling, Cold Calling Tips, customer service, Marketing, Sales Coaching, sales tools, Sales Training, Technology and Software

by Keith Rosen on October 7, 2010 with 1 comment

Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, the trash; never to find …

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Your Subject Line Sucks and 5 Ways to Improve It – Part Onecold calling, Cold Calling Tips, Marketing, Prospecting, Cold Calling and Networking, Sales Coaching, sales tools, Technology and Software

by Keith Rosen on October 1, 2010 with 2 comments

Winning Strategies for Email Campaigns Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, …

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When Prospecting, How Much Initial Qualification Is Enough?

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When Prospecting, How Much Initial Qualification Is Enough?cold calling

by Keith Rosen on November 16, 2009 with 3 comments

When prospecting, how much initial qualification is enough before taking the next step in your selling process? Discover how qualifying like a pro saves you time while allowing you to focus on the more promising prospects. I received the following question from a salesperson the other day who was struggling when it came to qualifying …

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A Cold-Calling Conundrum: If You’re Not Passionate About What You’re Selling, How Can Your Prospect’s Be?cold calling, Cold Calling Tips, How To Close The Sale, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Training, Videos

by Keith Rosen on June 1, 2009 with 0 comment

Watch the Video Salespeople wear their emotions on their sleeve. As such, your prospects will sense your reluctance or fear. A prospect wants to do business with a salesperson that’s excited about what they have, not someone who is struggling to promote their product or service. Rather than a sign of conviction, this can be …

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