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The Winner's Path

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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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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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Are Your Salespeople Asking Prospects the Wrong Questions?

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Are Your Salespeople Asking Prospects the Wrong Questions?Sales Training

by Keith Rosen on July 1, 2009 with 0 comment

Asking prospects the right questions at the right time is crucial to being an effective salesperson. Make sure your questions move prospects closer to the sale. “Are salespeople asking their prospects the wrong questions?” As I mentioned in my last post, this was a conversation that came up while being interviewed by Geoffrey James for …

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Three Strategies to Attract More Qualified Prospects

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Three Strategies to Attract More Qualified ProspectsProspecting, Cold Calling and Networking, sales tips

by Keith Rosen on September 20, 2008 with 2 comments

When prospecting, if you hear, “No, I’m not interested,” do you give up & move on to more promising prospects?  Before you do, use these three strategies to uncover more qualified prospects & keep your pipeline full. Here are three different strategies you can incorporate into your prospecting efforts as it relates to qualifying your …

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Your Imagination is Costing You Sales

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Your Imagination is Costing You SalesAll About Selling, Prospecting, Cold Calling and Networking

by Keith Rosen on September 19, 2008 with 0 comment

If you’re new to cold calling or started prospecting differently than you have before, be sure you understand the difference between qualifying and judging a prospect. To permanently eliminate any confusion, lets draw a distinction between what it means to pre-qualify and pre-judge someone, such as a prospect. If you read my cold calling book, …

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