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The Winner's Path

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The Difference Between Sales Training and Sales Coaching

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The Difference Between Sales Training and Sales CoachingAll About Selling, articles on leadership

by Keith Rosen on March 13, 2008 with 0 comment

How do you differentiate between Sales Training and Sales Coaching? Do you collapse the two together or leverage each one to complement the other? Learn how to distinguish between a coaching or a training opportunity and when to leverage both. A client of mine, the owner of an executive recruiting firm, emailed me a question …

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How to Boost Your Close Ratios

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How to Boost Your Close Ratiosclosing the sale

by Keith Rosen on February 28, 2008 with 0 comment

Recently I was asked what companies can do to ‘boost their close ratios’ in a specialty retail market. See if my answer applies to your market as well. Their Question: What techniques have you seen work in terms of boosting close ratios within the retail market? Are there any action steps that retail owners need …

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How to Distinguish Between Coaching and Mentoring

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How to Distinguish Between Coaching and Mentoringarticles on leadership, Executive Coaching

by Keith Rosen on February 15, 2008 with 0 comment

Many people use the words “coach” and “mentor” synonymously. The fact is, there’s a clear distinction between them. In my book, Coaching Salespeople into Sales Champions, here’s how I differentiated between the two. The (Sales, Executive or Business) Coach, Including Manager as Coach An expert on people and personal development who’s primary objective is to …

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13 Radical Resolutions to Create Your Best Year Yet

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13 Radical Resolutions to Create Your Best Year YetGoal Setting

by Keith Rosen on January 3, 2008 with 0 comment

To reach your goals with the least amount of effort, start with upgrading your attitude to achieve greater results. Here are 13 things you can do to make this your best year yet! With the dramatic changes we endure in society, it’s no wonder that many of us are asking ourselves, “Now what do I do?” …

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When Selling, Listen for the Gap

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When Selling, Listen for the GapHow To Close The Sale, How To Sell and Sales Tips

by Keith Rosen on December 20, 2006 with 0 comment

Everyone knows that listening is important—especially in sales. But what do you listen for? You listen for the gap. Only after identifying the gap will you know how to help your customers get to where they want to be, even if they can’t see it on their own. Excerpt from The Complete Idiot’s Guide to …

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You’re Either Creating or Controlling

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You’re Either Creating or ControllingHow To Sell and Sales Tips

by Keith Rosen on December 16, 2006 with 0 comment

Salespeople echo all the time how they create solutions for their clients when in actuality, they try to control the sales process through the end. I was half way through a weekly coaching call with my client Denise when the topic of controlling the sales process came up. “We try to control as many things …

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