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The Winner's Path

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Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching Them

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Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching ThemAccountability, coaching for managers, coaching salespeople, Sales Coaching, Sales Leadership, Sales Management, Sales Training

by Keith Rosen on April 24, 2019 with 1 comment

There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. Here’s how to break free of the most toxic of coaching tactics that kills team productivity and trust. Here’s a a global epidemic …

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Why Managers Can’t Develop Sales Champions and Improve Performance

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Why Managers Can’t Develop Sales Champions and Improve PerformanceBooks, Sales Coaching, Sales Leadership, Sales Management, Sales Training, selling

by Keith Rosen on November 10, 2018 with 2 comments

What’s the evidence of developing someone’s mindset or skill set? A behavioral change? If you haven’t seen one, then it’s a safe bet that you, like most managers don’t truly know how to develop their team. Throwing an article or course at them isn’t the answer. There’s a big difference between sharing an observation and …

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To Sell More – Ignore Your Sales Goals and Trust Your Process

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To Sell More – Ignore Your Sales Goals and Trust Your Processcold calling, Cold Calling Tips, Goal Setting, Sales Leadership, Sales Management, Sales Training, selling

by Keith Rosen on July 8, 2018 with 0 comment

              Of course, we’re not going to abandon our sales goals, just the toxic thinking that surrounds them! We all feel the pressure to generate results. What if the real source of prospecting failure is focusing too much on the result rather than your process. The finish line isn’t …

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Salesforce Podcast: How to Make Top Salespeople Great Managers

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Salesforce Podcast: How to Make Top Salespeople Great Managerscoaching salespeople, cold calling, Sales Coaching, Sales Management, Sales Training, selling

by Keith Rosen on February 17, 2018 with 0 comment

Ever promote a great salesperson into a management position, only to watch them struggle with managing, developing & coaching their team? To solve this age-old, universal conundrum, here’s how to prepare your future managers for their next position. Sales training isn’t the answer. To build a bench of next-gen successful leaders, start developing your salespeople …

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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. Excerpt …

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LinkedOut – How to Teach Millennials the Right Way to Prospect

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LinkedOut – How to Teach Millennials the Right Way to ProspectProspecting, Cold Calling and Networking, Sales Training

by Keith Rosen on June 12, 2016 with 4 comments

Do you have millennial salespeople on your team? Do they refuse to do anything except use social media and LinkedIn for business development? Here’s how to help them execute a comprehensive prospecting strategy—both offline and online. Millennials Don’t Cold Call I’ve heard this from many frustrated sales managers. “I hired this new salesperson with great …

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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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[Video] Your Product Is YOU!

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[Video] Your Product Is YOU!Prospecting, Cold Calling and Networking

by Keith Rosen on November 2, 2013 with 0 comment

Are you excited about what you sell? At some point, have you noticed your enthusiasm fade over time, whether due to the repetition of your job, changes in your marketplace or the results you were generating? Chances are, this has less to do with the product itself and everything to do with you. Here’s an …

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