Blog Creating Sales Champions—One Manager at a Time

What follows is an email dialogue I recently had with a client regarding our sales coaching call that we had to reschedule. All in good fun. However, you’ll have to start reading it from the bottom up, to enjoy the humor behind it. —-Original Message—– From: Keith Rosen, MCC, PMC Sent: 1/27/2006 2:57 PM To: …

Any self proclaimed guru, if they were being truly honest, would admit that at some point in their career, in the spirit of lifelong development and continued evolution, (as well as walking your talk) they would reach out to someone else, another expert, a colleague in their respected field for assistance in an area of …

A majority of the people that I work with struggle trying to manage their time strategically. Read to learn how to better manage your time. One evening, I received a phone call from Joe Connolly with the Wall Street Journal and WCBS Radio. He told me he had just finished reading an article in the …

“Cold Calling Doesn’t Work.” I strongly dislike when people say this simply because it’s the furthest thing from the truth. You’ve been duped into believing that cold calling doesn’t work when the fact is, it’s all in the approach.

It’s taken years to master but the formula is actually quite simple. It’s executing and acting on the formula that people struggle with most. drive/desire + competencies/mastery of skills needed (selling/leadership skills and characteristics, time management, etc.) + positive mindset/attitude/confidence + right product/service/audience + action plan (vision/goals) + resources (people/training) + ability + fearlessness = …

Motivating the sales force and maximizing the team’s productivity are only some of the situations sales managers encounter. Learn what you can do to improve your team. 1. What would you tell sales managers to help them motivate the various members of a sales force – some high achieving, some mid-level producers, some new and untried, some never …

Selling opportunities can present themselves in the most unexpected ways. One of my clients found me by calling my number by accident. Learn how professionalism and an open mind can lead to new business. I came into the office one morning and noticed the light on my telephone flashing. So, like any other day, I …

For years, I’ve managed salespeople. Over two decades later, now as an author and Executive Sales Coach, the one constant I hear when speaking with managers is that the 80-20 rule is still alive and well. For those who may not be aware of what the 80-20 Rule implies, it is this: 20% of your …