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The Winner's Path

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Is Cold Calling Really Dead?

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Is Cold Calling Really Dead?cold calling

by Keith Rosen on May 28, 2009 with 0 comment

Lately, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals. Does this sound familiar? So, let me paint you a visual of the typical scenario being played out through the eyes of a salesperson; one that you may be intimately familiar with. You’re on …

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Stop Focusing on Your Goals and Start Honoring Your Process

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Stop Focusing on Your Goals and Start Honoring Your ProcessSales Management

by Keith Rosen on May 19, 2009 with 0 comment

A Sales Paradox: The result is the process. A critical mind-shift every salesperson must make to transcend from mediocre performance to breakthrough results. “Are you kidding?” is the initial typical reaction I hear when sharing this line of thought with salespeople as well as sales managers. For now, suspend your judgment and read on. Even …

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“Don’t Sell Like You Buy” Nominated for Article of the MonthAll About Selling, How To Sell and Sales Tips, sales articles, Sales Coaching, sales tips, Sales Training

by Keith Rosen on May 6, 2009 with 0 comment

What a wonderful email to wake up and read. “I am delighted to confirm that your article, Don’t Sell Like You Buy published by Sales Gravy has been selected as one of the top ten sales articles for April.” It seems that this article, (actually on of my personal favorites) Don’t Sell Like You Buy …

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Over-Responding to Your Customers With Better Questions

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Over-Responding to Your Customers With Better QuestionsProspecting, Cold Calling and Networking

by Keith Rosen on November 6, 2008 with 0 comment

Do you remember like it was yesterday where you could get away with connecting with your key accounts on a less frequent basis? Today, you must over-respond and over-communicate to the needs of your customers or risk losing them to your competition. If you’re in the transactional selling business or are an order taker, then …

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If No One Likes to be Sold, Enroll Instead

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If No One Likes to be Sold, Enroll Insteadclosing the sale, sales tips

by Keith Rosen on September 25, 2008 with 0 comment

When presenting to a prospect, there’s a big difference between convincing and enrolling. Especially after identifying specific problems within the organization. Imagine you are at the point in a sale where you’re going to share the solution and enroll them in the solution and more so, taking action and making a change. Convincing/Selling: Changing someone’s …

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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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8 Steps to Better Manage Your Career – And Your Manager

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8 Steps to Better Manage Your Career – And Your ManagerCareer Advice

by Keith Rosen on April 29, 2008 with 0 comment

Hate your boss but love your job? These 8 steps will give you more control over your career and more influence with your boss. Unfortunately, with all of the resources, news, studies and empirical evidence that demonstrates how traditional management tactics do not work, supporting the need for managers to evolve and change the way …

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Stop Getting In Your Own Way When Selling

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Stop Getting In Your Own Way When Sellingsales tips

by Keith Rosen on February 13, 2008 with 0 comment

Objections are a part of selling. All salespeople come face to face with objections regularly throughout their careers, yet they define them in multiple of ways. In a seminar I delivered recently, I asked the audience what the word, ‘objection’ meant to them. Here’s what I heard in response: 1. It means “No.” 2. It’s …

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