The Selling Coach: The Evolution of the Salesperson to Coach Customers to Succeed – Part 1

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The Selling Coach: The Evolution of the Salesperson to Coach Customers to Succeed – Part 1Career Advice, coaching salespeople, customer service, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Management, Sales Training

by Keith Rosen on November 20, 2017 with 0 comment

Your customers have evolved. So have your salespeople. That’s why top salespeople are great coaches. Instead of training salespeople with outdated techniques your competitors use, developing a top-performing sales team requires transforming salespeople into The Selling Coach. To become a sales champion, attain market dominance and outsell your competition, The Selling Coach attracts more business …

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How to Eliminate Corporate Silos, Repair Trust and Build Exceptional Relationships

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How to Eliminate Corporate Silos, Repair Trust and Build Exceptional RelationshipsAccountability, career coaching, coaching salespeople, Communication, customer service, How to Manage Your Team, Sales Management

by Keith Rosen on May 29, 2017 with 2 comments

If communication is the foundation for all successful relationships, then why do we struggle with creating rewarding, supportive relationships that foster alignment around shared goals, especially with the people we rely on to achieve greater personal and organizational success? Shoot the Messenger Did you ever cut someone off when speaking to them just to get …

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17 Questions that Inspire Collaborative, Worthwhile Meetings

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17 Questions that Inspire Collaborative, Worthwhile Meetingscareer coaching, Communication, How to Manage Your Team, management articles, Sales Management, Sales Training

by Keith Rosen on May 27, 2017 with 0 comment

  It’s not always the responsibility of the manager to run a successful meeting. Lead the meeting with questions in order to avoid monotony and tap into each person’s experience, knowledge, collaboration and creativity so that you can create breakthrough results. Lead with Questions, Not Answers Weekly, monthly or quarterly meetings can get stale quickly. …

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The Power of Why – A King’s Fable and Lesson in Leadership

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The Power of Why – A King’s Fable and Lesson in LeadershipBooks, Leadership, Live Responsibly: Life Tips, Great Living, Sales Management

by Keith Rosen on February 5, 2017 with 6 comments

What does a king do when there’s no heir to the throne? Here’s a parable everyone can relate to when it comes to developing personal connections, strengthening relationships and becoming a transformational leader; and king. Years ago, there lived a wise and noble king. The king lived a happy life with his beautiful wife. Then, …

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Your Meetings Suck: How Managers Facilitate Influential, Productive Meetings – Part 1

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Your Meetings Suck: How Managers Facilitate Influential, Productive Meetings – Part 1Communication, How to Manage Your Team

by Keith Rosen on October 16, 2016 with 1 comment

There’s a difference between facilitating a conversation and managing a meeting from a soapbox. When managers stand on their soapbox, the consequences of preaching are severe, since they’re the only one participating in the meeting. Here’s how to avoid the stale, monotonous meetings and reinvigorate ones that create the engagement, buy-in, alignment and accountability you …

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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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When to Fire Your Top Salesperson

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When to Fire Your Top SalespersonAmerican Entitlement, Books, coaching for managers, management tips, Sales Management

by Keith Rosen on May 22, 2016 with 2 comments

You love your top performers, but are you being held hostage by them to the point where they are causing more damage than they’re worth? (Excerpt from Keith’s upcoming book, Coachquest.) The holy grail for leadership is to develop a team of self-motivated, highly accountable, top performers. But if you ask any manager if they’ve …

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6 Steps to Ensure Your Salespeople Hit Their Goals in 2016

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6 Steps to Ensure Your Salespeople Hit Their Goals in 2016Sales Coaching, Sales Management

by Keith Rosen on January 24, 2016 with 4 comments

Your salespeople may have their goals for the year, but do they have a road map for success, buy-in to their goals, and embrace full accountability for their results? Here’s the updated 2016 version of our popular, annual Steps to Ensuring Your Salespeople Hit Their Goals post (find the 2015 version here). This article isn’t …

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