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# Keith Rosen

Make It Happen

## Sitemaps

- [XML Sitemap](https://keithrosen.com/sitemap.xml): Contains all public & indexable URLs for this website.

## Posts

- [Blog](https://keithrosen.com/blog/)
- [How to Develop Your Personal Brand Without Killing It](https://keithrosen.com/2026/02/03/how-to-develop-your-personal-brand-without-killing-it/) - You may be destroying your personal brand. Before becoming an executive sales coach, I thought a personal brand was about how you openly and outwardly present yourself to others, with a clear personal, often self-serving agenda. It isn’t. My personal brand was never built by content, results, or in search of acknowledgement. It was built
- [Ten Signs You Are Over-Engineering Your Coaching](https://keithrosen.com/2026/01/29/ten-signs-you-are-over-engineering-your-coaching/) - Coaching doesn’t break because of bad frameworks. It breaks when presence gets replaced by performance and control replaces creation and connection. If coaching feels heavy, scripted, or exhausting, you’re not developing people, you’re managing a process and are driving your agenda. Here are the top ten areas where managers get stuck when coaching, and how
- [My Daughter's Experience at the Gas Station. Your Greatest Life Lesson Is At The Pump](https://keithrosen.com/2026/01/13/my-daughters-experience-at-the-gas-station-your-greatest-life-lesson-is-at-the-pump/) - The holidays have a way of revealing what matters most, not through big gestures, but through quiet moments. This story is not about gift giving. It is about what happens when we slow down long enough to see the person standing in front of us, without an agenda, without labels, without expectations. Real connection isn't
- [Where Have All the Snow Shovelers Gone? Why Grit Is the Most Important Sales Strategy in 2026](https://keithrosen.com/2026/01/07/where-have-all-the-snow-shovelers-gone-why-grit-is-the-most-important-sales-strategy-in-2026/) - As a kid, a winter snowfall used to teach us something. Not just how to make money shoveling but a lesson on leadership, sales and what creates champions. Self-drive, initiative, perseverance, lifelong learning, and the ultimate superpower that will enable you to achieve your goals and keep you on top of the competition - GRIT.
- [’Twas the Week Before New Year with Santa Coach. A Lesson on Sales and Leadership.](https://keithrosen.com/2025/12/23/twas-the-week-before-new-year-with-santa-coach-a-lesson-on-sales-and-leadership/) - I hope this finds you well. In the spirit of the holidays, I felt compelled to create something timely. So, sit back, relax, and enjoy the epic holiday story of, " 'Twas The Week Before New Years." ’Twas the week before New Year, and all through the floor,The managers were busy, yet the company wanted
- [The House That Humility Cleaned - Lessons From a Stranger](https://keithrosen.com/2025/12/09/the-house-that-humility-cleaned-lessons-from-a-stranger/) - When we pulled up to our son's house in Ann Arbor for graduation weekend, I knew it was going to be emotional. The moment my wife stepped into the house, she took one look around and stopped cold.“Has this house ever been cleaned?” She said with genuine confusion. (Eight boys living in one house. What
- [Pre-Launch Access to My New Sales Coaching GPT!](https://keithrosen.com/2025/11/26/pre-launch-access-to-my-new-sales-coaching-gpt/) - Get Free Access Here! Introducing Keith AI — The World’s First and Only Adaptive, AI-Powered Executive Sales Coaching GPT that doesn’t talk at you; it coaches with you. Finally, I'm able to clone myself!Built entirely from my original work and exclusive coaching frameworks, this platform fuses training, coaching, accountability, my personality, and measurable outcomes into
- [11 Signs You've Over-Complicated and Sabotaged Your Coaching](https://keithrosen.com/2025/11/19/11-signs-youre-over-complicating-your-coaching/) - If you feel coaching is hard, exhausting and takes too long, it's not your people. It’s the complexity you’ve added when overthinking the process. 1. You’re Following a Script, Not Connecting with a Person.If you’re focused on, “getting the coaching framework right," you’ve left the conversation and entered rigidity or perfection mode. Now you're robotically
- [Conversations from a Wheelchair: What Happens When You Stop Looking Away and Start Looking Down](https://keithrosen.com/2025/11/05/conversations-from-a-wheelchair-what-happens-when-you-stop-looking-away-and-start-looking-down/) - When You Stop Avoiding, You Start Connecting. Here's a powerful lesson I experienced in the airport. Consider this. The people you avoid are the ones we need to connect with, who remind us we're human. I was sitting at the gate, waiting to board my flight home. That’s when I noticed him. He was sitting
- [How This Manager Transformed an Underperformer Into a Sales Champion in 30 Days](https://keithrosen.com/2025/10/22/how-this-manager-transformed-an-underperformer-into-a-sales-champion-in-30-days/) - Every manager has been here. That one rep you believe in but can’t seem to turn around. You’ve coached. You’ve reminded. You’ve warned. And you’re still struggling what to do next. This story hits home for every leader who’s ever lost sleep over someone’s potential.Here’s how one VP turned an underperformer into a one million
- [Connection Is the Real ROI. The Business of Being Present](https://keithrosen.com/2025/10/07/will-ai-replace-the-power-of-human-connection-my-day-in-cinque-terre-italy-and-strangers-who-became-teachers/) - Will AI Replace the Power of Human Connection? My Day In Cinque Terre, Italy, and Strangers Who Became Teachers A Day in Cinque Terre: Strangers, Angels, and the Truth We Forget Finally, last month, I was able to take a magical vacation with my wife to Italy. The last vacation we took together was before
- [New Book! The Art of Enrollment - Conversation Starters that Get Results and Develop Sales Champions](https://keithrosen.com/2025/09/23/new-book-the-art-of-enrollment-free-download-for-a-limited-time/) - - The Art of Enrollment – How to Kick-start Critical Conversations that Develop Buy-In, Inspire Action, and Create Lasting Change The book and audio version downloads are available in English and Spanish! Get Your Book Here! What if you could communicate in a way that builds instant trust, inspires people to embrace your ideas, take
- [Companies Don't Lose Customers. Your Service and Support Does](https://keithrosen.com/2025/09/30/companies-dont-lose-customers-your-service-and-support-does/) - The Dollar That Created Brand Loyalty My wife opened an account for our daughter at, let's call this bank, Resident Bank. Nothing special about the account itself, just the usual savings and checking account. From the time we walked in, to the time the account was opened after providing the needed paperwork, Arman, the person
- [Why a Top Sales Manager Got Fired at the Airport](https://keithrosen.com/2025/09/04/why-a-top-sales-vp-got-fired-at-the-airport/) - What do you do when you witness someone blatantly disrespect another person? Do you intervene or silently stand by? One manager took the difficult stand to do what’s right. When Character Matters More Than Quota As I was waiting to check my bag at JFK last week, I watched a VP of Sales berate an
- [Why Culture Always Crushes and Outperforms Quota](https://keithrosen.com/2025/08/27/why-culture-always-crushes-and-outperforms-quota/) - Here's an experience I had over the weekend that further confirms why culture will always outperform quota and is the linchpin that ignites motivation, engagement and an authentic desire to win. "Pitch me," I barked to the reps managing their booth. As I enjoyed my walk on the Long Beach boardwalk, Sunday was vendor day.
- [She Wasn’t Quiet Quitting. She Was Quietly Hurting. Forget Performance - Try Compassion](https://keithrosen.com/2025/07/31/she-wasnt-quiet-quitting-she-was-quietly-hurting-forget-performance-try-compassion/) - Stop Judging the Symptom. Start Seeing the Person. Susan was the team member every manager wants. She walked into the office each morning with a bright smile & positive energy. She loved her job & her motivation was contagious.She made coffee for her colleagues. She remembered birthdays. She didn’t just hit her numbers. She made
- [Eight Self-Management Hacks to Take Control Of Your Life](https://keithrosen.com/2025/07/22/eight-self-management-hacks-to-take-control-of-your-life/) - Do you truly make your life your priority, or do other things and situations get in the way? It's easy to be distracted and pulled in so many different directions, that it starts to hurt. When business priorities change daily, compounded with the stress of work and responsibilities at home, our own life often takes
- [When I Fired My Top Salesperson](https://keithrosen.com/2025/07/16/when-i-fired-my-top-salesperson/) - You love your top performers. But are you being held hostage by them to the point where they’re doing more damage than they’re worth? The holy grail of leadership is building a team of self-motivated, highly accountable, top performers. But if you ask any manager if they’ve ever dealt with an underperformer, they’ll almost always
- [This Mom Coaches Better Than Most Managers. A Bagel Shop Coaching Conversation with Her Daughter.](https://keithrosen.com/2025/07/08/this-mom-coaches-better-than-most-managers-a-bagel-shop-coaching-conversation-with-her-daughter/) - This Mom Coaches Better Than Most Managers. A coaching conversation a client shared that didn’t happen in an office but in a bagel shop.“Keith, I wanted to share an interaction I experienced this morning that gave me a bit of an "ah-hah" moment after attending your program this past week.I was online waiting to order
- [Why You Can't Motivate Your Team](https://keithrosen.com/2025/07/02/why-you-cant-motivate-your-team/) - “Keith, I’m stuck,” the manager said. “No matter what incentive program I roll out, it always ends with my top performer winning. Everyone else checks out.”"So, you’ve got your A player, B player and C player at the starting line. You fire the starting gun. What happens to the C player?”“They don’t even bother running,”
- [An Uber Driver I'll Never Forget Who Changed My Life](https://keithrosen.com/2025/06/18/an-uber-driver-ill-never-forget-who-changed-my-life/) - Here's an experience I had with an Uber driver that I'll never forget. I slid into the back seat of the Uber, and started to respond to emails after a long flight. “Good morning!” she said, cheerfully. "And good morning to you!" I said, happy to be on my way home. A few minutes into
- [14 Coaching Characteristics of Epic Leaders](https://keithrosen.com/2025/06/25/14-coaching-characteristics-of-epic-leaders/) - There's so much confusion and inconsistencies around what coaching really means and what great coaching looks and feels like. Here are 14 coaching characteristics that the best leaders emulate every day, and in every conversation. Making the shift from manager to leader isn’t just a change in title; it's a change in how you manage
- [What's the Difference Between a Leader and a Manager? None.](https://keithrosen.com/2024/05/07/whats-the-difference-between-a-leader-and-a-manager-none/) - Rant ahead. This constant need to draw a distinction between leadership and management is an exercise in futility. When working with "managers," I let them know that I use the term, manager, leader and coach interchangeably. There's no reason to draw a distinction when everyone rather be a "leader" than a "manager," regardless of the
- [Why Managers Encounter Coaching Resistance From Their Team](https://keithrosen.com/2024/03/25/why-managers-encounter-coaching-resistance-from-their-team/) - If you encounter resistance from a coachee, it always comes down to one thing. Trust. You didn't set positive expectations and instead, instilled FEAR. Here's how to enroll people in coaching so they embrace your positive intent. Now, they'll want to be coached. Download My New Book! The 7 Types of Coaching Questions It's an
- [Stop Bullying Yourself. Change Your Narrative to Develop The Unshakable Confidence of Champions.](https://keithrosen.com/2025/06/12/stop-bullying-yourself-change-your-narrative-to-develop-the-unshakable-confidence-of-champions/) - “I feel like quitting sales and finding a mindless job.” “I feel like quitting sales and finding a mindless job.” That was buried in Denise’s prep form before our coaching call. She’d just been promoted; bigger deals, longer cycles. But something was off.“What’s going on?” I asked.“These deals should be closing by now. I’m
- [The Toxic Coaching Trap That Sabotages Managers - Coaching in Your Own Image.](https://keithrosen.com/2025/06/05/the-toxic-coaching-trap-that-sabotages-great-managers-coaching-in-your-own-image/) - We were sitting across from each other at the table eating lunch after I finished delivering a keynote on sales leadership coaching. It was just me and a VP of sales I had just met who attended my session. We started chatting. Instantly, I could sense the kind of leader who cared. Sharp. Experienced. But
- [What My Dog Taught Me About Sales and The Power Of Listening](https://keithrosen.com/2025/05/30/what-my-dog-taught-me-about-sales-and-the-power-of-listening/) - This morning at 5:30 a.m., I was at the kitchen table, laptop open, emails flying. My dog, Mac, my other child, heard me get up and trotted out of the bedroom, tail wagging, eyes wide with expectation.Like clockwork, she was ready for our daily ritual. 25 minutes of playing catch.But not today. I had some
- [The Worst Thing I Ever Heard a Manager Tell Me](https://keithrosen.com/2025/05/21/the-worst-thing-i-ever-heard-a-manager-tell-me/) - Here's an experience I had that I'm sure many can relate to. Mind if I sit here?” I asked, balancing a coffee and laptop in one hand, luggage in the other, scanning for an open spot in the lounge. “Yeah, sure. Go ahead,” he nodded, eyes still half-locked on his screen. We started with the
- [How Managers Navigate Teams to Perform During Uncertain, Challenging Times](https://keithrosen.com/2025/05/12/how-managers-navigate-teams-to-perform-during-uncertain-challenging-times/) - Overview - AI Generated. Keith Rosen's Journey: Keith, with 35 years in sales and leadership, evolved from life coaching inspired by a newspaper article. He has coached in 76 countries, emphasizing support for leaders amidst uncertainty. AI Impact on Authenticity: Concern over AI-generated content overtaking human authenticity, with 56% of LinkedIn posts being AI-written. Technology
- [A Slice of Pizza and 20 Minutes of Kindness that Changed My Life](https://keithrosen.com/2025/05/07/a-slice-of-pizza-and-five-minutes-of-kindness-that-changed-my-life/) - The Price of a Slice Broadway was buzzing. The usual symphony of honking cabs, hurried footsteps, and the occasional street musician trying to make a few bucks filled the air. Walking through the streets of Manhattan the other night, on my way to dinner, I wasn’t rushing. I was searching. A test of humanity. I’d
- [What's Stronger than Superman? Your Integrity and Personal Vision](https://keithrosen.com/2025/04/30/whats-stronger-than-superman-your-integrity-and-personal-vision/) - The Marine Hat Story About Vision, Integrity, and Leadership About eight years ago, I was at Jones Beach with my buddy Matt. We were fired up—The Dave Matthews Band was in town, and the ocean breeze carried that unmistakable energy you feel before a great show. As we made our way through the crowd, we
- [Overheated Phones and Boiled Minds: The Painful Cost of Not Powering Down to Be Present](https://keithrosen.com/2025/04/22/overheated-phones-and-boiled-minds-the-painful-cost-of-not-powering-down-to-be-present/) - The Conundrum of Human Connection I was in Florida, prepping for a big keynote.Not just any keynote; one of those where you want to show up centered, grounded, and sharp.So, I did something I implore everyone do. That is, give yourself permission to practice extreme self-care. So, I allowed myself to take a full-on personal
- [From Airport Lounge Server to a Salesforce Top Seller](https://keithrosen.com/2025/04/14/from-airport-lounge-server-to-a-salesforce-top-seller/) - Flying back from Scotland with a layover in Ireland, I stopped into the lounge to grab a bite and catch up on some work. A young guy, early 20's, brought over my food. Polite, attentive, calm under pressure. The kind of energy you don’t forget. His name was Conner. He’d been working for Aer Lingus
- [The Cost of Departmental Silos. How to Create Cross-Departmental Collaboration So Every Team Wins](https://keithrosen.com/2025/04/02/the-cost-of-departmental-silos-how-to-create-cross-departmental-collaboration-so-every-team-wins/) - Departmental silos are the bane of every company. They create further disengagement, mistrust, and destroy collaboration, culture, revenue goals and productivity. The root cause? People are focused on what's important to them, not others. The Cost of Departmental Disconnection More than 82% of companies work in silos, with each function making its own decisions on
- [Why Salespeople Struggle to Create Urgency in the Customer's Mind](https://keithrosen.com/2025/03/27/why-salespeople-struggle-to-create-urgency-in-the-customers-mind/) - Why Salespeople Struggle to Create URGENCY Urgency gets buyers to act now. But most salespeople create urgency that feels like a gimmick.“We will no longer be offering this type of package."“Prices go up next week.”“Buy now, and I’ll throw in a discount.”That’s not urgency.That’s an enticement wrapped in a ticking clock.It’s price-driven.Not purpose-driven.Real urgency doesn’t
- [How to Find Your Passion, Purpose and Ignite Your Inner Flame](https://keithrosen.com/2025/03/19/how-to-find-your-passion-purpose-and-ignite-your-inner-flame/) - Years ago, there lived a wise and noble king. The king lived a happy life with his beautiful wife. A few years after their marriage, his wife got sick and died soon after. Unfortunately, this tragedy occurred before having children, leaving the king to rule the kingdom alone. While devastated by the loss of his
- [How Rocky Ended the Cold War](https://keithrosen.com/2025/03/13/how-rocky-ended-the-cold-war/) - Watch the Video Above! One of my favorite movie scenes. Rocky went to Russia as one man.He left as a symbol of something bigger.He stepped into the ring against the impossible.Drago was more than a fighter. He was a system. A machine.Rocky was just a man with heart.And heart won.When he spoke to the crowd,
- [What's More Important. Inspiration or Education?  Part 1](https://keithrosen.com/2025/02/20/whats-more-important-inspiration-or-education-part-1/) - Inspiration or Education: What Comes First? In today’s competitive landscape, companies invest heavily in education, training programs, and professional development. They often assume that if employees acquire the right skills, success will naturally follow. Unfortunately, this isn't the case. While education provides essential knowledge and techniques, it is inspiration that transforms this learning into meaningful,
- [The Perfectionist - A Memoir of My Battle and How I Finally Let Go](https://keithrosen.com/2025/03/05/the-perfectionist-a-memoir-of-my-battle-and-how-i-finally-let-go/) - Download Here Are You Striving for Perfection or Embracing Being Human? Perfectionism is a toxic trap. Paradoxically, the more you try to control things; your work, relationships, outcomes, the less control you have. Studies show perfectionism is linked to anxiety, burnout, depression, and poor performance. Perfectionism affects about 92% of individuals, which is why I
- [Why Inspiration, Not Education, Fuels Innovation](https://keithrosen.com/2025/02/25/why-inspiration-not-education-fuels-innovation/) - In part one of this article, we discussed how inspiration fuels the desire to learn, why it precedes learning and training, and the data that supports this approach. We explored how employees who are inspired retain more knowledge, engage more deeply, and outperform those who simply receive training without intrinsic not extrinsic motivation. Now we
- [5 Ways to Defuse Resistance When Coaching Top Performers](https://keithrosen.com/2010/07/21/defusing-resistance-to-coaching-how-to-enroll-the-resistant-top-performer-in-coaching/) - Are your top performers giving you the cold shoulder when it comes to coaching? If your sales leaders are requesting not to be coached, don't make the mistake of obliging them. Use these 5 methods to overcome their resistance. When I ask managers how coaching has been received amongst their team and whether or not
- [Podcast - Develop the Attitude and Mindset of The Most Successful Managers and Salespeople](https://keithrosen.com/2025/02/11/podcast-develop-the-attitude-and-mindset-of-the-most-successful-managers-and-salespeople/) - Summary Created by AI: Coaching is one thing, the coaching mindset is another. Beliefs precede experiences and how you think is what you get. What you focus on grows. These are just some of the fundamental, and transformational mindsets leaders need to adopt so they can then align how they think with what they do.
- [The Death of Customer Proposals. Stop Sending Proposals and Win More Sales](https://keithrosen.com/2025/02/04/the-death-of-customer-proposals-stop-sending-proposals-and-start-winning-more-sales/) - The Proposal Trap You just got off the phone with what you thought to be a promising prospect. At the end of the conversation, you told the prospect that you'd be sending them a proposal. Most salespeople assume the customer wants a proposal, put unrealistic deadlines on themselves to deliver, then wonder why the prospect
- [Managers Don't Create the Selling Strategy. Your Salespeople Do.](https://keithrosen.com/2025/01/30/managers-dont-create-the-sales-teams-selling-strategy-your-salespeople-do/) - Empowering Your Sales Team: Building a Strategy Together for Lasting Success In today’s competitive market, the success of your sales strategy hinges not just on the tactics you employ but on the buy-in and commitment of your sales team. Traditional top-down approaches often fall short, leading to resistance and lackluster results. To drive consistent performance
- [10 Steps to Effective Delegation](https://keithrosen.com/2013/12/28/10-steps-to-effective-delegation/) - Everyone wants more time and delegation is one way to create it. Yet, we often have a hard time letting go, believing that we are the best person to handle the task in order to have it done correctly. Become a more powerful and less frustrated employee and manager by learning these ten simple steps
- [Forget Resolutions. 17 Commitments to Create Your Ideal Life in the New Year](https://keithrosen.com/2025/01/28/forget-resolutions-17-commitments-to-create-your-ideal-life-in-the-new-year/) - Every year, people set resolutions with the best intentions, yet many watch those resolutions slip away before they’ve even begun. The dictionary defines "resolution" as the act of fixing something or finding an answer or solution to a conflict, problem, or challenge. It is a decision to do or not to do something. Focusing on
- [Nine Onboarding Steps to Turn Demanding Customers Into Raving, Revenue Generating Fans](https://keithrosen.com/2025/01/21/how-to-deal-with-demanding-customers/) - It started out like any other day until you received that text, email and phone call from one of your top customers. In an instant, your day went sideways and blew up in your face. Needless to say, this customer wasn’t calling to give you stellar accolades. They were mad, frustrated and were ready to
- [Celebrating 36 Years Of Coaching Salespeople and Managers Into Champions](https://keithrosen.com/2025/01/08/celebrating-36-years-of-coaching/) - Last week, my friends on LinkedIn reminded me that it’s been 36 years since I started Profit Builders.I was humbled and grateful for every congratulatory message.It made me reflect on how it all started.Jumping into an unknown profession. Scraping by. Taking risks. Making sacrifices. Figuring it out as I went.Before coaching, I built a multi-million-dollar
- [Podcast - Own Your Day. Shifting from Time Management to Self-Management to Create a Great Life](https://keithrosen.com/2025/01/13/podcast-own-your-day-shifting-from-time-management-to-priority-management-to-create-a-great-life/) - Jason Cooper and I had a powerful conversation that most people either shy away from or simply forget about. Self Management. Bottom line, you can't create a thriving career, achieve your goals and honor your priorities and core values without owning your day and protecting your time. In this episode, discover how to: Reduce your
- [The Three Most Important Words in Selling and Coaching. Be Insatiably Curious](https://keithrosen.com/2025/01/07/the-three-most-important-words-in-coaching-be-insatiably-curious/) - Download my new book, The 7 Killer Sales Coaching Questions! Curiosity. It’s the secret sauce of great coaching and transformative conversations. But here’s the thing: curiosity alone isn’t enough. It’s like bringing a flashlight to a cave and stopping before you go in. You’ve got to step in and explore. True curiosity requires diving deeper,
- [The Invisible Treasure From a Daughter to Their Dad that Lasts Forever](https://keithrosen.com/2024/12/26/https-keithrosen-com-2024-12-26-the-invisible-treasure-from-a-daughter-to-their-dad-that-lasts-forever-love/) - One Sunday morning during the holidays, Angie, a ten year-old little girl, raced into the living room. Her dad was reading the paper. She held a small box, wrapped lovingly, topped with a bright red ribbon.“Daddy!” she exclaimed. “Here! I made this for you because I love you.”She handed him the gift, eyes alight with
- [New Book! The 7 Killer Sales Coaching Questions](https://keithrosen.com/2024/12/18/new-book-the-7-killer-sales-coaching-questions/) - I'm excited to announce the release of my new book, The 7 Killer Sales Coaching Questions. In the spirit of the holidays, I'm offering my book, the accompanying Daily Sales Coaching Playbook, AND the audio versions for free; in English and Spanish!Your support and inspiration are deeply appreciated. I look forward to your feedback, and
- [Coaching Salespeople Into Sales Champions and the Sales Leadership and Coaching Resource Center](https://keithrosen.com/2024/12/16/coaching-salespeople-into-sales-champions-and-the-sales-leadership-and-coaching-resource-center/)
- [The Seven Killer Sales Coaching Questions - Book, Audio Version and The Sales Questions Coaching Playbook](https://keithrosen.com/2024/11/27/the-seven-killer-sales-coaching-questions-book-audio-version-and-the-sales-questions-coaching-playbook/)
- [Become a Confrontation Terminator. How To Safely and Easily Resolve Conflicts Between Employees](https://keithrosen.com/2024/11/26/become-a-confrontation-terminator-how-to-safely-and-easily-resolve-conflicts-between-employees/) - Personal confrontation is uncomfortable and fearful enough. Multiply this exponentially if you're a manager who has to manage and resolve conflicts between teammates. The simple answer. Get HR involved. While managers truly want to help, unfortunately, they're not equipped or trained to handle team conflicts. The longer they go unaddressed the more collateral damage follows.
- [Podcast - The Deeper Side of Selling. From Mindset to Meaningful Results](https://keithrosen.com/2024/11/20/podcast-the-deeper-side-of-selling-from-mindset-to-meaningful-results/) - Coaching is one thing, the coaching mindset is another. It doesn't matter if you have a coaching framework to follow. If you don't transform how you think, your coaching will never be effective. When you adopt key coaching and life principles, you attract what you need to model for those you coach. After all, it's
- [13 Things Salespeople Say that Kill Credibility](https://keithrosen.com/2024/11/20/13-things-salespeople-say-that-kill-credibility/) - If anyone has ever been on the receiving end of these messages, they never land well or make you feel good. Besides, we're not perfect and slip ourselves. Here are the Top 13 Things Salespeople Say that Kill Credibility.1. "I'm just following up..."Sounds tentative, lacks purpose, and next steps weren't established.2. "To be honest with
- [Why Your Client Rejects You, Not Your Proposal](https://keithrosen.com/2024/11/13/why-your-client-rejects-you-not-your-proposal/) - When a client turns down your proposal, regaining their trust might be impossible. I’m an optimist, but sometimes, that door closes for good. If this client is a high-value one, it’s likely not the proposal they rejected; it’s you. Clients don’t always turn away because of price, performance, or even product. Maybe it’s because you
- [Podcast - How to Coach Your Boss To Coach You](https://keithrosen.com/2024/11/14/podcast-how-to-coach-your-boss-to-coach-you/) - If you don't like the way you're being managed, it's your responsibility to tell your manager, “This is how I’d like to be managed and held accountable.” ???? Not necessarily, saying it this way, but realizing you have the opportunity to coach your boss.Take charge of making the rules and how you want to be
- [Podcast - Say NO to Your Boss to Protect Your Team](https://keithrosen.com/2024/11/06/podcast-say-no-to-your-boss-now/) - Say NO to your boss, now.Are you a puppet, or do you have the tenacity and confidence to push-back to senior leadership to protect your team, company and yourself? And worse, is your manager a yes-person?Your company needs a leader to challenge status-quo and fight for their team, regardless of personal consequence, not a yes-person.
- [Companies, Stop Institutionalizing Coaching. Your Freaking Your Employees Out and Ensuring Coaching Failure](https://keithrosen.com/2024/11/06/companies-stop-institutionalizing-coaching-your-freaking-your-employees-out-and-ensuring-coaching-failure/) - COMPANIES, DON'T INSTITUTIONALIZE COACHING! ☠️ Making coaching part of HR changes its dynamic and purpose, turning what is supposed to be a safe, confidential space into a monitored, compliant, documented process. This is bound to fail and create massive resistance and fear around coaching from your team. When coaching is logged in a portal to
- [Sales Leadership and Coaching Resource Center](https://keithrosen.com/2024/10/12/sales-leadership-resource-center/)
- [Podcast - The Role of Human Connection In Sales](https://keithrosen.com/2024/10/31/podcast-the-role-of-human-connection-in-sales/) - Your prospects and customers are human too, not just a sales quota. The most effective selling strategy that drives more sales and accelerates personal evolution is care and developing authentic, personal connections. We all know that no one buys from people they do not like. So, where is this step in your sales process? ????
- [Seven Coaching Conundrums that Sabotage Managers and Crush Team Performance](https://keithrosen.com/2024/10/28/7-coaching-conundrums-that-sabatogue-managers/) - The Foundation of Effective Coaching: A Reality Check for Managers Engaging managers and salespeople in a coaching program starts with a simple but revealing task: pouring a foundation. I give managers a straightforward assignment: have a conversation where the coach can only ask open-ended questions. After 32 years, I’ve yet to meet a manager who
- [Podcast - From Rock Star to Roadblock: How Promoting Top Salespeople Tanks Team Productivity and Sales Quotas](https://keithrosen.com/2024/10/29/podcast-promoting-your-top-salespeople-creates-super-sellers-for-your-team-not-managers/) - Manager: So, dear salesperson, you really want to be a manager because you think you'll make more money, be able to delegate more, have more autonomy and executive power, just attend meetings, and have more time? ???????????????? Company: Wait, here's a great idea. ???? Let's promote our top producer to a management position. Why train
- [Remote Versus On-Site Management - How to Coach in a Hybrid World](https://keithrosen.com/2024/10/29/remote-versus-on-site-management-how-to-coach-in-a-hybrid-world/) - I hear this all the time, "It's more difficult to manage a remote team, as opposed to if they were actually in the office." Let's put this to rest right now. Is there a difference between managing on-site or remote employees, especially when it comes to keeping the team connected, inspired and motivated? Yes and
- [Podcast - Navigating the Management Minefield. Smarter Remote Leadership Strategies](https://keithrosen.com/2024/10/25/podcast-navigating-the-management-minefield-smarter-remote-leadership-strategies/) - Overview In the Expert Interview / Training Session led by Keith Rosen, CEO of Profit Builders, key insights were shared regarding effective sales management and coaching strategies. The session began with Keith emphasizing the importance of aligning business practices with core values, followed by an analysis of common challenges faced by managers, such as the
- [Objections Aren't Real, So Stop Trying to Overcome Them](https://keithrosen.com/2024/10/22/objections-arent-real-so-stop-trying-to-overcome-them/) - Why are managers coaching salespeople to stop overcoming objections? When a salesperson loses a sale, here's a typical scenario managers and salespeople fall into as a result of poor communication between the salesperson and prospect. Let's paint the scene. Here's the scenario. A salesperson picks up the phone, with a call list in front of
- [Why Your Employees Don't Care About Your Company](https://keithrosen.com/2024/10/18/why-your-employees-dont-care-about-your-company/) - I was ending the second day working with a team of managers in Beijing, China. As we continued our discussion, Pierre, one of the managers, paused to share an unfortunate experience he had just a week earlier.“I received some disturbing news from our corporate office last week. During last month’s quarterly senior leadership meeting, Chan,
- [Words that Win: Mastering Workplace Communication That Elevates People and Performance](https://keithrosen.com/2024/10/16/words-that-win-mastering-workplace-communication-that-elevates-people-and-performance/) - The Cost of Poor CommunicationPicture this: Dave, a sales rep, made a mistake on a big deal, costing the company a significant client. His manager, Mark, was furious. Instead of pulling Dave aside and having a constructive conversation, Mark lashed out in front of the team. He listed every flaw, criticized Dave’s abilities, and humiliated
- [Disrupting The Position of Sales Manager - Why We've Got it All Wrong](https://keithrosen.com/2024/10/04/disrupting-the-position-of-sales-manager-why-weve-got-it-all-wrong/) - In this episode of Construction Disruption, we explore the following topics: What does a healthy coaching culture look like? How do you create one? Why can't companies get coaching right and instead struggle with letting go of solving every problem? Why managers get in their own way of building a top performing team, healthy relationships
- [12 Questions to Ask Yourself and Others To Ensure Self-Care is a Priority](https://keithrosen.com/2024/10/04/12-questions-to-ask-yourself-and-others-to-ensure-self-care-is-a-priority/) - In today’s rapidly evolving work environment, the gap between expectations and reality is widening, especially in sales. With only 42% of companies meeting their sales quotas in 2023 and an alarming 92% of employees feeling disengaged, it’s clear that something is off. Predictions for 2024 aren’t any brighter, signaling that the traditional ways of managing
- [Transforming Sales Leadership - Video Interview](https://keithrosen.com/2024/09/18/transforming-sales-leadership-video/) - In the latest episode of Mastering Modern Selling, we discuss the transformation that salespeople and managers need to make to reconnect with buyers and customers in a new and deeper way in order to develop more meaningful, authentic relationships that drive more sales. The predominant sales and leadership strategy today is - CARE.
- [The Death of a Sale](https://keithrosen.com/2024/09/18/the-death-of-a-sale/) - I had my driveway redone recently. I gave the job to a 27 year old kid (at my age, everyone's a kid) who was just starting his business. Him and his dad showed up (who did most of the work - a good dad trying to teach his son. :-) and nicely finished the job.
- [7 Leadership Lessons Learned From a 20 Foot Ladder Fall](https://keithrosen.com/2024/09/11/7-leadership-lessons-learned-from-a-20-foot-ladder-fall/) - As I lay flat on my back, staring at the sky with the 20-foot ladder beside me and my reciprocating saw in the grass, I realized how badly I had misjudged the situation. That Sunday began like any other—with a to-do list and determination. One of my tasks was cutting down a massive 500-pound branch
- [The Most Important Question Nobody Asks that Generates More Sales](https://keithrosen.com/2024/09/04/the-most-important-question-nobody-asks-that-generates-more-sales/) - In this episode of Mastering Modern Selling, can a CRO replace a CSO or a VP of sales? Also, discover the single most important sales and coaching question that is sure to create new possibilities and more sales in every conversation.
- [How to Get The Truth Out of Customers with Three Words](https://keithrosen.com/2024/09/04/how-to-get-the-truth-out-of-customers-with-three-words/) - As I walked into the meeting, I couldn't shake the feeling that something was off.The prospect seemed polite enough, but there was a tension in the air that I couldn't ignore.I had a hunch that they had a bad experience with a salesperson before, but they hadn’t said anything outright. Their body language and curt
- [A Critical Lesson I Learned About Prospecting](https://keithrosen.com/2024/08/30/a-critical-lesson-i-learned-about-prospecting/) - When I started in sales, I remembered this top performer. He wasn't overwhelmed, running around, worried about making quota. So, I asked him, “How do you sell so much without being a frantic, sales maniac like everyone else?” He said, “You're focusing on the wrong prospects. You only get credit and paid on deals that
- [How to Effortlessly Achieve Your Goals](https://keithrosen.com/2024/08/28/how-to-effortlessly-achieve-your-goals/) - The reason why you're not achieving your goals is because you're not honoring your core values. Here's how to create Value Based Goals that are aligned with your integrity and who you are. Rather than pushing for results, now managers can coach people around honoring their values, which will make your coaching more impactful, while
- [Mastering Modern Selling - Transforming Sales Leadership](https://keithrosen.com/2024/08/16/mastering-modern-selling-transforming-sales-leadership/) - In the latest episode of Mastering Modern Selling, we discuss the transformation that salespeople and managers need to make to reconnect with buyers and customers in a new and deeper way in order to develop more meaningful, authentic relationships that drive more sales. The predominant sales and leadership strategy today is - CARE.
- [Stop Focusing on Selling So You Can Sell More](https://keithrosen.com/2024/08/20/stop-focusing-on-selling-so-you-can-sell-more/) - In this episode of the 60 Second Sales Coach, discover how Being Present Drives More Sales and paradoxically why focusing on the result is the reason why you're not achieving the results you want.
- [How to Coach Someone in 60 Seconds or Less](https://keithrosen.com/2024/08/15/how-to-coach-someone-in-60-seconds-or-less/) - COACHING TAKES TOO LONG! If you believe this, you're not coaching. Are you interrogating your team or collaborating with them? Here's how to coach someone in 60 seconds or less.
- [Six Steps to Navigate and Resolve Conflict In the Workplace](https://keithrosen.com/2024/08/06/six-steps-to-navigate-and-resolve-conflict-in-the-workplace/) - No one likes conflict or confrontation. Most people rather shy away and tolerate it rather than address it head on. Unfortunately, not addressing conflict comes at a great cost to our well-being, productivity, and company culture. Here's how you can independently resolve conflicts in six easy, non-confrontational steps. Conflict resolution is the process of ending
- [$5,000 or Recognition. What would You Choose?](https://keithrosen.com/2024/07/11/5000-or-recognition-what-would-you-choose/) - Do you think you're getting the very best out of your team? While finding great talent is more challenging then ever, the bigger challenge is retention, as 95% of employees are thinking about leaving their job within the next six months. Are you sure you're motivating people by what they want? Otherwise, you can be
- [How to Ace a Job Interview](https://keithrosen.com/2024/06/24/how-to-ace-a-job-interview/) - Looking for a promotion, or a new job? When preparing for your next interview, it’s one thing to get your resume in order, and intelligent responses to the questions you're anticipating being asked. To separate yourself from the other candidates, develop your list of interviewing questions to ask so you are prepared to interview the
- [Why Salespeople Need to Stop Overcoming Objections](https://keithrosen.com/2024/06/21/why-salespeople-need-to-stop-overcoming-objections/) - When a salesperson is faced with an objection, who is responsible for defusing them? The salesperson, of course. After all, think of the countless hours salespeople are trained on how to overcome objections. But to do so successfully, it's time to unlearn everything you think you know about how to handle objections. The best salespeople
- [15 Questions that Build Stronger Customer Relationships](https://keithrosen.com/2024/06/13/15-questions-that-build-stronger-customer-relationships/) - If you're looking to build impenetrable relationships with your customers, giving them more or less of what you think they want isn't the answer. In fact, it could be the very thing that destroys your relationships. If you want to learn how to strengthen your customer relationships, ask your customers. Then it happened. Like an
- [Six Steps to Eliminate Conflict in the Workplace](https://keithrosen.com/2024/06/06/six-steps-to-successfully-eliminate-conflict-in-the-workplace/) - Conflict resolution skills? What if there was no longer such a thing as conflict and confrontation but rather connection, creativity and collaboration? Here's a costly statistic. 92% of employees deal with conflict in the workplace, while 78% try to avoid it. This costs companies an estimated $359 billion annually, in the U.S. alone.To successfully navigate
- [How to Create Your Ideal Career](https://keithrosen.com/2013/11/03/how-to-create-your-ideal-career/) - Are you truly happy and fulfilled in your career? Do you wake up with a sense of excitement when heading off to work? Are you making the money and the impact you want to make at work and with your customers, given your experience, skills and talents? If not, maybe it’s time to reinvent your
- [Job Hunting? How to Interview Your Interviewer](https://keithrosen.com/2013/12/14/job-hunting-how-to-interview-your-interviewer/) - Looking for a promotion, career change or a new job? When preparing for your next interview, it’s one thing to get your resume and yourself in order, along with intelligent responses to the questions that you’ll be asked during the interview process. However, to best separate yourself from the other candidates and find the ideal
- [Bubble Wrap Your Customers to Keep Your Competition Away](https://keithrosen.com/2024/05/31/bubble-wrapping-your-customers-keeps-your-competition-away/) - One thing salespeople need to learn how to do and how to do better is insulating customers from their competition. How do you feel when your phone rings or you get that email or text from one of your vendors who you haven't spoken with in six months, letting them know it's renewal time? Don't
- [Why Performance Reviews Fail and How to Build Appraisal Trust](https://keithrosen.com/2024/05/30/why-performance-reviews-fail-and-how-to-build-appraisal-trust/) - Managers, how can you build trust with employees during performance appraisals? You can't. In fact, your performance review process creates the appraisal and observation resentment and mistrust you’re trying to avoid. A Forbes study reported that only 13% of employees agree that the performance reviews they receive inspire them to improve and wasn't a true
- [The Five Deadly Mistakes That Obliterate Your Presentations](https://keithrosen.com/2024/05/17/the-five-most-common-mistakes-that-obliterate-your-presentations/) - What are the most common mistakes to avoid in a presentation? You may be surprised it has nothing to do with skill and everything to do with how you think. The Five Most Common Mistakes That Obliterate Your Presentations 1. The root cause of every failed presentation are ASSUMPTIONS. To eradicate or validate an assumption,
- [How to Avoid Making a Bad Hire and Losing Sales](https://keithrosen.com/2024/05/16/how-to-avoid-making-a-bad-hire-and-losing-sales/) - While over 70% of companies are actively looking to hire, according to a CareerBuilder survey, 84% percent of companies said they've hired the wrong person for a position. The leading cause may not be the candidate, or your hiring process, but the employer’s attitude and emotional state. Personally, I think 16% of companies are lying.
- [Challenge With Your Manager? How to Coach Them to Coach You](https://keithrosen.com/2024/05/08/challenge-with-your-manager-how-to-coach-them-to-coach-you/) - No Jedi Mind-trick here. The magic happens in changing your mindset and communication. Discover what you can do to Coach Up and create the relationship you want with your manager and how you like to be managed. During my trip to Moscow, while delivering my management coach training program, a manager, frustrated by the fact
- [Is Creating a Top-Performing, Accountable Sales Team the Manager's Responsibility?](https://keithrosen.com/2024/05/01/is-creating-a-top-performing-accountable-sales-team-still-the-managers-responsibility/) - If you’re struggling to manage your team, what tools can help them improve performance, collaboration, motivation, and self-accountability? None. Creating a top-performing sales team doesn’t start with tools, strategies, or technology. Surprisingly, it doesn't start with the manager either. Regardless of the technology or tool, these will not help get your team get back on
- [How Managers Help Their Salespeople Fail](https://keithrosen.com/2024/05/01/how-managers-help-their-salespeople-fail/) - If you want to know why your salespeople aren’t selling, stop looking at your sales team and start looking in the mirror. I recently received an email from a salesperson pitching his additional services from a company that I was using to manage my website.He wanted to meet to discuss my account.We scheduled a call.The
- [How to Deal with Difficult Customers](https://keithrosen.com/2024/04/26/how-to-deal-with-difficult-customers/) - If your communication with difficult customers is not effective, starting with offering solutions is a fast path to failure. Here's one thing every salesperson has in common, have experienced or will. That is, dealing with a difficult customer. We’ve all been there. The customer who we wish we never had. Yet, since the goal of
- [How to Boost Your Self-confidence and Self-Esteem In Three Minutes](https://keithrosen.com/2024/04/17/how-to-boost-your-self-confidence-and-self-esteem-in-three-minutes/) - Instead of positive affirmations and results to build your confidence and self-esteem, try something more sustainable. Change your thinking. Every person I've ever met, at some point, struggle building their self-confidence. Since that includes managers as well, as such, they fail at coaching others develop their confidence. The root of it all? Because unconditional confidence
- [How to Avoid Your Presentations From Going Flat](https://keithrosen.com/2024/04/17/what-do-you-do-if-your-sales-presentation-is-not-resonating-with-your-audience/) - If you're at this point, you're already too late. From the Coaching Sidelines. If you find yourself in this situation, it means you didn't ask the right questions to set expectations before you started presenting. Ask these five questions BEFORE you start presenting to ensure you're aligned with your audience's expectations, not yours. To ensure
- [Why Developing a Feedback Culture is Stupid and Doesn't Work](https://keithrosen.com/2024/03/28/why-developing-a-feedback-culture-is-stupid-and-doesnt-work/) - First off, don't call it feedback. People hate feedback. Download my new book, The 7 Types of Coaching Questions Let's get right to it, leaders who want to develop a feedback culture is just stupid. I never saw that work, have you? Have you ever been in a work environment where people are comfortable running
- [Interview at the Salesforce VIP Event for Sales Executives](https://keithrosen.com/2024/04/02/interview-at-the-salesforce-vip-event-for-sales-executives-2/) - Out of the archives! Here's a never before published video VIP event hosted by Salesforce, where Jason Jordan and I discuss with a group of senior sales leaders what top companies are doing to transform their sales organization to sell the way customers want to buy today, while creating a culture where coaching is the
- [Ask The Coach - Starting a New Sales Job? Here's the One Skill You Need for Long-Term Success](https://keithrosen.com/2024/03/23/ask-the-coach-youre-starting-a-new-sales-job-what-skills-do-you-need-to-develop-for-long-term-success/) - The most important thing missing: THE COACHING MINDSET AND SKILL-SET! The skill and mindset of coaching isn't only essential for managers to develop but extends to salespeople, and every employee, as well. The greatest salespeople are coaching their customers to succeed, rather than, "selling" them. Let's compare definitions: Coaching = The art of creating new
- [Why Quitting Is a Top Leadership Attribute](https://keithrosen.com/2024/03/24/why-quitting-is-a-top-leadership-attribute/) - QUITTING IS GOOD! Sometimes… To create a thriving business and a great life, learn to master the Art of Abandonment. That requires letting go of things that no longer serve you or work for you and your company. This could be a habit, behavior, process, goal, employee, relationship, job, or an activity and attitude. You
- [What is Team Coaching? How to Facilitate a Meaningful Meeting People Love](https://keithrosen.com/2024/03/12/what-is-team-coaching-how-to-make-your-meetings/) - There’s a difference between facilitating a conversation and managing a meeting from a soapbox. Download My New Book! The 7 Types of Coaching Questions We’re slammed with more meetings than ever. But how many are truly valuable and focused on your team and their development? Here’s one meeting that your employees are begging for.Making it
- [New Book! The 7 Types of Coaching Questions](https://keithrosen.com/2024/03/07/new-book-the-7-types-of-coaching-questions/) - Download your copy here! “I don’t know what questions to ask when I’m coaching,” is the most common challenge amongst sales leaders. Sure, managers tell me they’re coaching their team by asking questions. However, not every question is the right question, and poor questions will lead to coaching failure, and the erosion of trust. The
- [How to Improve Trust, Motivation and Sales by Listening](https://keithrosen.com/2024/02/20/how-to-improve-trust-motivation-and-sales-by-listening/) - Here’s my experience how listening builds trust and creates coaching breakthroughs. I just finished a coaching session with one of my clients. They told me they were going through some tough times and challenges at work. “How can I best support you around this?” I asked. “Well, let me share more detail around what’s going
- [First Day on the Job? Don’t Do Anything](https://keithrosen.com/2024/02/20/first-day-on-the-job-dont-do-anything/) - Avoid this seven common, new manager mistakes that actually prevent you from achieving your goals, and set you up for failure. 1. Don’t make instant changes. Small or drastic. Your people don’t know you and whether your intentions are for the betterment of the team and the company, or you’re operating from your own self-serving
- [How Do You Prevent Sales, Management and Coaching Burnout?](https://keithrosen.com/2024/02/20/how-do-you-prevent-sales-management-and-coaching-burnout/) - How can you prevent burnout in coaching and mentoring relationships? How about in sales, or being a manager? Or basically burnout in any relationship? The solution is universal. Detach from the outcome. However, most people soon realize this is easier said than done. It was about 1990. I was just beginning to build my coaching
- [The Art of Coaching: A New Perspective on Leadership](https://keithrosen.com/2024/02/20/the-art-of-coaching-a-new-perspective-on-leadership/) -  Keith Rosen · The Art of Coaching: A New Perspective on Leadership EVENT DESCRIPTION: Ever wonder how some managers consistently lead their teams to achieve unprecedented success? Keith Rosen, CEO of Profit Builders, joins us to share the secret: mastering the language of coaching. You’ll learn how coaching transcends traditional problem-solving, fostering new possibilities
- [Mentoring Vs. Coaching – What’s The Difference?](https://keithrosen.com/2024/02/20/mentoring-vs-coaching-whats-the-difference/) - It’s been a constant debate over the difference between mentoring and coaching. I hope this clarifies things. The biggest challenge is, most people collapse the two, since there are many commonalities. Mentoring involves finding the person you want to model yourself after, mostly in your career, and have them be your guide to help navigate
- [STOP STRESSING! How to Maintain a Positive Attitude While Dealing With Stress](https://keithrosen.com/2024/02/20/stop-stressing-how-to-maintain-a-positive-attitude-while-dealing-with-stress/) - STOP STRESSING! As if telling someone this actually helps. Here’s a universal law. What you focus on grows. It defines your attitude, beliefs and negative assumptions around what you perceive to be true and how you think, without the facts to support it. How do you best manage stress? Live in the present and stop
- [The Futile Struggle to Find the Latest Sales Software to Streamline Performance](https://keithrosen.com/2024/02/20/the-futile-struggle-to-find-the-latest-sales-software-to-streamline-performance/) - There’s this belief in the business community that the latest, cutting edge software leads to increased, sales, revenue and retention. Will it help? Absolutely. Is it the primary driver to generating more sales? Not exactly… Eliminating the struggle to streamline performance doesn’t begin with assessing your software, but your people. If you don’t, that’s why
- [Want Life Balance? Just Say No](https://keithrosen.com/2024/02/20/want-life-balance-just-say-no/) - It’s no one else’s responsibility but your own to manage your day and time. That also means protecting your time. The answer isn’t using the next best app. Here’s why. To ensure you’re maintaining the quality of life you want, it’s essential to set boundaries. The problem is, if you don’t have any boundaries, there’s
- [Want Life Balance? Just Say No](https://keithrosen.com/2024/02/15/want-life-balance-just-say-no-2/) - It's no one else's responsibility but your own to manage your day and time. That also means protecting your time. The answer isn't using the next best app. Here's why. To ensure you're maintaining the quality of life you want, it's essential to set boundaries. The problem is, if you don't have any boundaries, there's
- [The Futile Struggle to Find the Latest Sales Software to Streamline Performance](https://keithrosen.com/2024/02/15/the-futile-struggle-to-find-the-latest-sales-software-to-streamline-performance-2/) - There's this belief in the business community that the latest, cutting edge software leads to increased, sales, revenue and retention. Will it help? Absolutely. Is it the primary driver to generating more sales? Not exactly... Eliminating the struggle to streamline performance doesn't begin with assessing your software, but your people. If you don't, that's why
- [STOP STRESSING! How to Maintain a Positive Attitude While Dealing With Stress](https://keithrosen.com/2024/02/09/stop-stressing-how-to-maintain-a-positive-attitude-while-dealing-with-stress-2/) - STOP STRESSING! As if telling someone this actually helps. Here's a universal law. What you focus on grows. It defines your attitude, beliefs and negative assumptions around what you perceive to be true and how you think, without the facts to support it. How do you best manage stress? Live in the present and stop
- [Mentoring Vs. Coaching - What's The Difference?](https://keithrosen.com/2024/01/30/mentoring-vs-coaching-whats-the-difference-2/) - It's been a constant debate over the difference between mentoring and coaching. I hope this clarifies things. The biggest challenge is, most people collapse the two, since there are many commonalities. Mentoring involves finding the person you want to model yourself after, mostly in your career, and have them be your guide to help navigate
- [The Art of Coaching: A New Perspective on Leadership](https://keithrosen.com/2024/01/29/the-art-of-coaching-a-new-perspective-on-leadership-2/) -  Keith Rosen · The Art of Coaching: A New Perspective on Leadership EVENT DESCRIPTION: Ever wonder how some managers consistently lead their teams to achieve unprecedented success? Keith Rosen, CEO of Profit Builders, joins us to share the secret: mastering the language of coaching. You'll learn how coaching transcends traditional problem-solving, fostering new possibilities
- [How Do You Prevent Sales, Management and Coaching Burnout?](https://keithrosen.com/2023/12/18/how-do-you-prevent-sales-management-and-coaching-burnout-2/) - How can you prevent burnout in coaching and mentoring relationships? How about in sales, or being a manager? Or basically burnout in any relationship? The solution is universal. Detach from the outcome. However, most people soon realize this is easier said than done. It was about 1990. I was just beginning to build my coaching
- [First Day on the Job? Don't Do Anything](https://keithrosen.com/2023/12/18/first-day-on-the-job-dont-do-anything-2/) - Avoid this seven common, new manager mistakes that actually prevent you from achieving your goals, and set you up for failure. 1. Don’t make instant changes. Small or drastic. Your people don’t know you and whether your intentions are for the betterment of the team and the company, or you’re operating from your own self-serving
- [How to Improve Trust, Motivation and Sales by Listening](https://keithrosen.com/2023/12/14/how-to-improve-trust-motivation-and-sales-by-listening-2/) - Here's my experience how listening builds trust and creates coaching breakthroughs. I just finished a coaching session with one of my clients. They told me they were going through some tough times and challenges at work. “How can I best support you around this?” I asked. “Well, let me share more detail around what’s going
- [How Great Sales Leaders Communicate - Download the Coaching Playbook and Video!](https://keithrosen.com/2023/12/12/linkedin-live-how-great-sales-leaders-communicate-session-playbook-download-included/) - Gallup reported that 73% managers feel unequipped to do their job, while 97% of employees feel poor communication impacts their productivity, mood, and goals. A McKinsey study showed that 76% of business leaders report that good communication increases productivity by 5X. Turnover amongst sales professionals has gone up by 39% and 67% in the technology/software
- [Podcast: Lunch and Learn Event with the Sales and Marketing Executives Council](https://keithrosen.com/2023/11/29/podcast-lunch-and-learn-event-with-the-sales-and-marketing-executives-council/) - Keith Rosen · Lunch And Learn Sales And Marketing Executives Council Take a break and listen to this interactive session I did with the Sales and Marketing Executives Council where we covered a variety of topics related to how to successfully navigate through our new hybrid business landscape, including how to: *Sell and serve your
- [If Dr. Seuss Was a Sales Manager](https://keithrosen.com/2023/11/13/if-dr-seuss-was-a-sales-manager/) - Hope this puts a smile on your face! It's time to exercise your brain! With audio books, you can listen on a plane, on a train, while your drive, in the rain, at the gym, without the pain from muscle gain! You think business, selling and managing is a game? What a shame, you must
- [Ask the Coach Question Eight - How Do You Deal with Silos Across Departments?](https://keithrosen.com/2023/11/12/ask-the-coach-question-eight-how-do-you-deal-with-silos-across-departments/) - More than 82% of companies work in silos, with each function making its own decisions on which capabilities matter most. What are some ways Sales Managers can demonstrate effective cross-departmental collaboration? Dealing with difficult conversations or conflicts at work can be challenging and stressful. However, it can also be an opportunity to learn, grow, and
- [Ask the Coach Question Seven - How do You Handle Employees Who Aren't Ready for a Promotion?](https://keithrosen.com/2023/10/30/ask-the-coach-question-seven-how-do-you-handle-employees-who-arent-ready-for-a-promotion/) - Do you REALLY Want to be a Manager? Every manager has been approached by someone looking, but isn't ready for a promotion into management, or there's no current opportunity available. Here’s how to avoid these redundant conversation and instead, share your positive intent (enrollment) so you can coach them to ensure people distinguish fact from
- [Ask the Coach Question Six - What Do You Do To Avoid Getting Nervous Before Speaking in Public?](https://keithrosen.com/2023/10/30/ask-the-coach-question-six-what-do-you-do-to-avoid-getting-nervous-before-speaking-in-public/) - Do you get nervous before speaking in public? You're not alone. Many people struggle with public speaking anxiety and it can affect their performance and confidence. But don't let your nerves stop you from sharing your ideas and insights. Here's the only way to calm your nerves and prepare yourself for any public speaking challenge.
- [Ask the Coach Question Five -  How Do You Build or Rebuild Unconditional Trust for The Long Term?](https://keithrosen.com/2023/10/27/ask-the-coach-question-five-how-do-you-build-or-rebuild-unconditional-trust-for-the-long-term/) - What if you can build or rebuild trust in one conversation? Trust is the foundation in any rewarding relationship, especially as a sales professional and a manager. However, there’s a belief that it not only takes time to build trust, but it takes even longer to repair it. Whether you’re managing a remote team,
- [Ask The Coach Question Four - How do You Maintain a Healthy Balance Between Your Life and Work?](https://keithrosen.com/2023/10/20/ask-the-coach-question-four-how-do-you-maintain-a-healthy-balance-between-your-life-and-work/) - Entrepreneurs often find it difficult to maintain a healthy balance between their professional and personal life. Feeling overwhelmed, exhausted, or unfulfilled by work or life is a common experience. What strategies do you use to maintain a work-life balance? Becoming flexible requires identifying your priorities & activities that align with your goals.The question is, what
- [Ask the Coach Question Three - What Mistakes do Sales Managers Make when Motivating their Teams?](https://keithrosen.com/2023/10/19/ask-the-coach-question-three-what-mistakes-do-sales-managers-make-when-motivating-their-teams/) - The number 1 mistake sales managers make when motivating their teams is assuming how they like to be motivated, supported, managed, coached & held accountable = COACHING IN THEIR OWN IMAGE. All salespeople are not coin operated. In fact, most are not. If you've never sat down & had a 1-1 conversation with each salesperson
- [Ask the Coach Question Two - How Do You Deal With a Difficult Team Member?](https://keithrosen.com/2023/10/18/ask-the-coach-question-two-how-do-you-deal-with-a-difficult-team-member/) - Have you ever had to deal with a difficult team member who affected your team's performance, morale, or culture? If so, you know how challenging it can be to manage them effectively and respectfully. In this article, you will learn how to identify, understand, and deal with difficult team members in a constructive way. You
- [Ask the Coach Question One - How Good a Coach Are You? Coaching Self-Assessment](https://keithrosen.com/2023/10/10/ask-the-coach-series-1/) - COACHING SELF-ASSESSMENT – How good of a coach are you? Here are Nine Questions to help you self-assess where you stand in your evolutionary journey to becoming a world class coach. 1. Are you facilitating conversations with open ended or closed ended, leading questions? If you’re asking closed ended, directive questions, you’re closing your people,
- [BeMobile Subject Matter Expert Series - Overcoming the Top Coaching Challenges Managers Face](https://keithrosen.com/2023/09/22/bemobile-subject-matter-expert-series-overcoming-the-top-coaching-challenges-managers-face/) -  Watch here on YouTube Keith was a special guest on BeMobile's Subject Matter Expert Series. Here are some of the things they discuss during this interactive leadership event with the talented leaders at BeMobile. 1. How did you become a Subject Matter Expert in the field of Coaching Salespeople and Sales Leadership? 2. Many
- [Go Beyond -  The GoTo Sales Leadership Coaching Expert Session - The Coaching Challenge Part Two](https://keithrosen.com/2023/09/15/go-beyond-the-goto-sales-leadership-expert-session-part-two/) - Watch on YouTube Enjoy part two of the Go Beyond Sales Leadership session as you get to listen in on a conversation with the exemplary leaders at GoTo. Some of the challenges we discuss tat get in the way of masterful effective coaching: 1. How can sales leaders ensure they make adequate
- [VIDEO: How to Handle Difficult Conversations, Build Trust and Accelerate Sales](https://keithrosen.com/2023/07/09/linkedin-live-how-sales-managers-coach-remote-teams-into-sales-champions/) - Watch Here With the pressure to manage and develop a remote team, improve performance and adapt to the new sales and business landscape, being a manager is more challenging than ever. Turnover, stress, missed quota and employee disengagement are at record highs. World Class managers realize the importance of developing a new coaching skill set
- [How to Fearlessly Hold People Accountable that Changes Behavior in 10 Seconds or Less](https://keithrosen.com/2023/06/23/how-to-fearlessly-hold-people-accountable-that-changes-behavior-in-10-seconds-or-less/) - Managers struggle trying to figure out how to hold people accountable around activity, behavior, performance, and results because they’re asking the wrong person, when all they have to do is ask the coachee. "How can I be your accountability partner in a way that sounds supportive and not like I’m micromanaging you?" "If
- [LIVE EVENT! How Sales Managers Coach Remote Teams Into Sales Champions](https://keithrosen.com/2023/06/20/live-event-how-sales-managers-coach-remote-teams-into-sales-champions/) - Here's the Link to Register! With the pressure to manage and develop a remote team, improve performance and adapt to the new sales and business landscape, being a manager is more challenging than ever. Turnover, stress, missed quota and employee disengagement are at record highs. World Class managers realize the importance of developing a new
- [How To Successfully Interview, Hire And Onboard Employees Remotely - Watch Now & Get the Presentation!](https://keithrosen.com/2023/04/06/how-to-successfully-interview-hire-and-onboard-employees-remotely-watch-now-get-the-presentation/) - DOWNLOAD PRESENTATION DECK HERE! One-third of new employees quit after about six months. In the 2021 Bureau of Labor Statistics report, the overall turnover rate is 57.3%. The most common reason for leaving an employer? Poor management practices. The second-most cited reason? Lack of career development opportunities, and third was a bad culture fit. In
- [REGISTER FOR NEXT WEEK'S EVENT!  How To Successfully Interview, Hire And Onboard Employees Remotely](https://keithrosen.com/2023/03/24/register-for-next-weeks-event-how-to-successfully-interview-hire-and-onboard-employees-remotely/) - REGISTER HERE! Here are some shocking statistics. One-third of new employees quit after about six months. In the 2021 Bureau of Labor Statistics report, the overall turnover rate is 57.3%. The most common reason for leaving an employer? Poor management practices. The second-most cited reason? Lack of career development opportunities, and third was a bad
- [Stop Striving for Goals You Can't Achieve and Create a Lifestyle Instead](https://keithrosen.com/2023/03/02/stop-striving-for-goals-you-cant-achieve-and-create-a-lifestyle-instead/) - “Let’s review your goals.” Something I do with every client during our first coaching session to ensure we’re both clear and aligned with what they want to achieve most during our work together. However, regardless of who I'm working with, people struggle with creating their goals because most people have no idea what a goal
- [The GoTo 2023 Sales Summit Live Sales Leadership and Coaching Event - Live Video](https://keithrosen.com/2023/02/17/the-goto-2023-sales-summit-live-sales-leadership-and-coaching-event-live-video/) -  Watch my Q & sales leadership coaching session during the GoTo 2023 Sales and Leadership Summit’ and learn what one of the top companies is doing to transform managers into world-class leaders and coaches who develop sales champions and a thriving coaching culture.
- [The GoTo 2023 Sales Summit Live Sales Leadership and Coaching Event - Audio Version](https://keithrosen.com/2023/02/16/the-goto-2023-sales-summit-live-sales-leadership-and-coaching-event/) - Keith Rosen · GoTo 2023 Sales Summit Live Sales Leadership and Coaching Event Listen in to the ‘GoTo 2023 Sales & Leadership Summit’ and learn what one of the top companies is doing to transform managers into world-class leaders and coaches who develop sales champions and a thriving coaching culture.
- [How Managers Coach Salespeople To Achieve Their 2023 Sales Goals - Free Playbook!](https://keithrosen.com/2023/01/18/how-managers-coach-salespeople-to-achieve-their-2023-sales-goals-free-download/) - DOWNLOAD HERE! The Coaching Conversation to Achieve Yearly Goals by Keith Rosen Do You Know How to Ensure Your Sales Team Confidently Achieves Your 2023 Sales Plan? While many managers take time to review their team's business plan for the year, it's often an exercise in futility. Sure, the business plan presented might outline the
- [LIVE Executive Leadership Coaching Event with the Leaders at Anderson Windows and Doors](https://keithrosen.com/2022/12/15/live-executive-leadership-coaching-event-with-the-leaders-at-anderson-windows-and-doors/) - Here's the recording of the incredible interactive session I had with the talented leaders at Anderson Windows and Doors. (After all, I have their product in my home ;-) Some topics we discuss are: How do you make time for coaching? What are the top challenges sales leaders face today and tomorrow? How can I
- [LINKEDIN LIVE! The Five Mindsets to Driving More Sales](https://keithrosen.com/2022/10/21/linkedin-live-the-5-mindsets-to-driving-more-sales/) - How Sales Champions THINK to Drive Awesome Results We live in turbulent times. CEO confidence is at an all-time low, as companies stress and scramble to hit their year-end goals. The managers’ solution? More frequent pipeline, forecast, and deal reviews, more cold calls, meetings, and pressure to push for results. Unfortunately, doing the wrong thing
- [How this Manager Coached Their Boss to Improve Their Relationship](https://keithrosen.com/2022/09/28/how-this-manager-coached-their-boss-to-improve-their-relationship/) - WHAT EXACTLY IS COACHING UP? Do you support your manager the way you expect them to support you? I was speaking with Marco, a senior VP. He was sharing with me how he wasn’t getting the coaching & direction he needs from his manager to succeed in his new role. While this VP’s intention was
- [Download My eBook - Coach Up! How to Coach Your Manager To Get What You Both Need To Succeed](https://keithrosen.com/2022/05/26/download-my-ebook-coach-up-how-to-coach-your-manager-to-get-what-you-need-to-succeed/) - Here's the link to download my ebook, Coach Up!
- [ENROLLMENT - How Great Leaders Communicate, Connect and Ignite Change and Unity](https://keithrosen.com/2022/05/26/enrollment-how-great-leaders-communicate-connect-and-ignite-change-and-unity/) -  Ever wonder why some leaders experience higher turnover, interpersonal friction, and more team challenges, while other leaders are so inspiring that they have people wanting to be part of their team, and cherish their ideas, coaching, and any new initiatives? If the level of disengagement in the workplace is at it’s highest ever, at
- [LINKEDIN LIVE! Coaching & Coffee with Keith - How to Coach Customers to Win More Sales](https://keithrosen.com/2022/05/24/linkedin-live-coaching-coffee-with-keith-how-to-coach-customers-to-win-more-sales/) - FACT: 76% of all companies have changed the way they BUY but only 17% of companies have changed the way they SELL! If you're selling and managing your time the same way you were two years ago, you're already set up for failure. In this session, we're going to cover some of the following topics:
- [LINKEDIN LIVE! Remotely Coach and Turnaround Underperformers and Under-Engagers - No More PIPS!](https://keithrosen.com/2022/05/16/linkedin-live-remotely-coach-turnaround-underperformers-under-engagers-no-more-pips/) - Underperformance costs companies billions of dollars each year. The Gallup organization reports nearly 81% of employees are actively disengaged and only ONE out of TEN managers possess the skills and talent to manage and coach. The typical approach to address performance issues is implementing the HR compliant PIP (Performance Improvement Plan), which DOES NOT work,
- [Do you Think You're a Person of Integrity? Here's a Formula To check if You Are](https://keithrosen.com/2022/05/13/do-you-think-youre-a-person-of-integrity-heres-a-formula-to-check-if-you-are/) - I have a confession to make. For the last two years, I've been out of my integrity. 😲 Let me explain. Yesterday, while exploring the surreal beauty of Locarno, Switzerland, I hiked up the Alps (bucket list, check ;-) to the cable car which takes you up to Monte Rosa, the highest mountain in Switzerland.
- [LINKEDIN LIVE - Coaching and Coffee With Keith](https://keithrosen.com/2022/05/11/linkedin-live-coaching-and-coffee-with-keith/) - I’m excited to announce my first LinkedIn Live session! I invite you to stop by with your most pressing questions and challenges, as we focus this conversation on becoming a world-class sales leader and coach in a remote world, so you can build a team of sales champions, and successfully coach anyone, at any time,
- [Why Most Managers Should Quit Their Job Today](https://keithrosen.com/2021/12/08/why-most-managers-should-quit-their-job-today/) - Here’s a painful paradox. Managers create the very problems they try to avoid. That’s why it’s time for you to quit your job. No, I’m not suggesting to hand in your resignation letter but to resign from your toxic role as Chief Problem Solver. Imagine this. You’re at your desk, and you receive an email,
- [How to Upgrade Your Mental Operation System and Rewire Your Brain](https://keithrosen.com/2021/11/18/stop-lying-to-yourself-dont-believe-everything-you-think/) - Here's a paradox. While we strive to bring that which we want most into our lives, our thoughts are preventing us from doing so. Stop rewriting the wrong story in your head. Try this instead. Don't believe everything you tell yourself. Contrary to our usual mode of believing all of our thoughts, just because we
- [How to Turnaround an Underperformer in 30 Days Or Less ](https://keithrosen.com/2021/11/10/how-to-turnaround-an-underperformer-in-30-days-or-less/) - Every manager has been in this difficult position, which has been further exasperated by our remote workforce. That is, “How do I handle an underperformer?” Unfortunately, practically every company's process around handling performance issues does not work. What if the underperformer handles themselves? Now, they're the ones making the firing or hiring choice. The great
- [How Companies Set Up Their Managers to Fail at Coaching](https://keithrosen.com/2021/11/02/why-companies-are-setting-up-their-managers-to-fail-at-coaching/) - A Global Epidemic I was talking with a WW head of sales and their sales enablement team. They said they want their managers to start proactively coaching effectively and consistently. Throughout the conversation, everyone kept making a similar comment. “WE WANT ALL MANAGERS TO COACH 70% OF THE TIME.” My response was, “If you want
- [Brainshark Interview - How Managers Leverage the Power of Coaching to Win More Sales](https://keithrosen.com/2021/10/12/brainshark-interview-how-managers-leverage-the-power-of-coaching-to-win-more-sales/) - Here's a recent webcast I did with Brainshark. With the stress and pressure managers are feeling to produce, transferring this pressure to your team just breeds uncertainty, fear, and disengagement. The best managers have learned how to coach their team, especially when their team is remote, to build an engaged, coachable, and cohesive team that
- [What I Said Was Not What You Heard - Coaching Cultural Slang to Eliminate Communication Conundrums](https://keithrosen.com/2021/09/30/what-i-said-was-not-what-you-heard-coaching-cultural-slang-to-eliminate-communication-conundrums/) - If assumptions are the number one cause of problems, communication breakdowns, strained relationships, distrust, lost sales, and unmet goals, then, how can you quickly identify and eliminate costly assumptions permanently, while creating valuable coaching moments? By leveraging the mighty power of assumptive and springboard questions to strengthen relationships and improve trust, collaboration and productivity. While
- [Get off the Field and Stay on the Sidelines! How to Shift from a Micromanager to a Macromanager](https://keithrosen.com/2021/09/24/get-off-the-field-and-stay-on-the-sidelines-how-to-shift-from-a-micromanager-to-a-macromanager/) - If you ask a manager, “How do you determine the Gap or uncover the root cause as to why someone is a top performer and why someone is underperforming?” The most common response: “I look at their numbers. I look at their activity. I look at their results.” The challenge is that reports and activities
- [Is Your Team Begging for Coaching? How to Build Thriving Coaching Relationships](https://keithrosen.com/2021/09/15/is-your-team-begging-for-coaching-how-to-build-thriving-coaching-relationships/) - "Do we have to call it "coaching?" Once I hear those words uttered from a manager's mouth, I know the sanctity of coaching and its impact has been tarnished and compromised. Sure, a bad coaching experience can certainly make someone leery of coaching. However, what if the manager is a great coach, but still experiences
- [How to Make Every Conversation a Coaching Conversation Using One Question](https://keithrosen.com/2021/07/20/how-to-make-every-conversation-a-coaching-conversation-using-one-question/) - The biggest complaint I hear from managers is they don’t have time to coach, especially when they’re spending most of their time helping their team close more sales, resolve problems and handle customer issues. During these time-sensitive situations, compounded with the pressure to drive results, they feel they must be direct and tell people what
- [How Managers Coach and Turnaround an Underperformer in 30 Days or Less](https://keithrosen.com/2021/06/28/how-managers-coach-and-turnaround-an-underperformer-in-30-days-or-less/) - Every manager has been in this difficult position. “How do I handle an underperformer?” Unfortunately, the three typical courses of action managers take are: To do nothing and hope things get better. But the last time I checked, HOPE is not a strategy. Number two, being seduced by the potential they see in
- [14 Impenetrable Self-Management Strategies To Take CHARGE of Your Life - Handbook](https://keithrosen.com/2021/06/09/14-impenetrable-self-management-strategies-to-take-charge-of-your-life-handbook/) - How good of a job are you doing redesigning your life in our new world, honoring your priorities, and staying productive and happy at work? 14 Impenetrable Self-Management Strategies to Achieve Tim and Life Mastery With all the time I'm coaching people around the new definition of life balance, I decided to create this
- [How to Coach Anyone in 60 Seconds or Less](https://keithrosen.com/2021/06/04/how-to-coach-anyone-in-60-seconds-or-less-sales-coaching-leadership/) - "But coaching takes too long." If that's how you feel, then you're not coaching because you don't know what coaching is. Instead, what if you can coach someone in 60 seconds or less and have them self-generate the ideas, strategies. and solutions on their own without you having to be the Chief Problem Solver who
- [Why Managers Become SUPER-SALESPEOPLE, Demotivate their Sales Team and Destroy Their Culture](https://keithrosen.com/2021/04/30/why-managers-become-super-salespeople-demotivate-their-sales-team-and-destroy-their-culture/) - You may have heard the expression, "People don't leave their company, they leave their manager." The truth is, people don't leave their company or their manager. They leave the CULTURE. Here's a paradox. Managers create the very problems they want to avoid! Here are some of the topics we cover: * If you're not enjoying
- [VIDEO: Overcoming Two Tactics Salespeople Use to Avoid Accountability](https://keithrosen.com/2021/04/08/video-overcoming-two-tactics-salespeople-use-to-avoid-accountability/) - Managers, Don't Take The Bait! Your employees may be inadvertently manipulating you. In this 3 minute episode, I share how managers can make their deal and pipeline reviews more valuable that drive more sales, and how to avoid two of the most common traps they fall into when coaching their team that salespeople use to
- [How to Control Your Salespeople's Results and Drive Excellence by Letting Go](https://keithrosen.com/2021/04/07/how-to-control-your-salespeoples-results-and-drive-excellence-by-letting-go/) - The quest to control everything comes at a great cost. Learn how to expand your influence by giving up control. Have you ever tried to control the flow or outcome of a conversation, an interaction with a direct report or even a sales call? If so, attempting to maintain this kind of control prevents
- [Why a Control Freak Has No Control Over Anything In their Life](https://keithrosen.com/2021/03/26/why-a-control-freak-has-no-control-over-anything-in-their-life/) - If you're a control freak, consider that the more you try to control the results you want and every aspect of your life, including other people, the less control you actually have. In fact, being a control freak will sabotage your confidence, success, happiness, and freedom. Here's why you need to let go of everything
- [How Have Sales Leaders Adapted To Remote Selling? Roundtable Discussion](https://keithrosen.com/2021/03/11/how-have-sales-leaders-adapted-to-remote-selling-roundtable-discussion/) - More than ever, it’s essential for managers to learn how to coach their team through difficult times of fear and uncertainty, something that only 18% of managers have actually been trained on how to do. Check out these new statistics: 71.4% of companies reported that their sales process has changed as a result of transitioning
- [Expert Sales Talk on LinkedIn Live - How Managers Make Remote Coaching Their Selling Superpower](https://keithrosen.com/2021/02/26/expert-sales-talk-on-linkedin-live-how-managers-make-remote-coaching-their-selling-superpower/) - Watch my live LinkedIn event! Managers, learn how to make coaching your selling superpower to develop a remote team of top-performing, engaged, and accountable sales champions! Be prepared for your mind to be blown, as I discuss how top managers and salespeople leverage remote coaching to sell more today. Here are just a few of
- [Podcast: How Managers Coach a Remote Team of Sales Champions Through a Pandemic](https://keithrosen.com/2021/02/23/how-managers-coach-a-remote-team-of-sales-champions-through-a-pandemic/) -  Managing Through a Pandemic Managers, if you're still managing and having the same conversations you had back in 2019, you're setting your team, and yourself, up for failure. More than ever, it's essential for managers to learn how to coach their team through difficult times of fear and uncertainty. To do so requires mastering
- [The Seven Types of Sales Managers](https://keithrosen.com/2021/02/16/the-seven-types-of-sales-managers/) - Since 1989, I've had the honor of coaching thousands of managers globally. Of course, every manager possesses their own personality, talents, skills, goals, and approach to managing their team. I've been able to identify the seven, most common types of managers, so you can self-assess and uncover the areas to focus on that will make
- [Pitch Perfect Podcast - How Top Salespeople Make the Perfect Presentation that Wins More Sales](https://keithrosen.com/2021/02/10/pitch-perfect-podcast-how-top-salespeople-make-the-perfect-remote-presentation-that-win-more-sales/) - Customers have less time and patience than ever. For you to stand out, especially when delivering a presentation remotely, it's not about refining your presentation, but reinventing it, and the language you use to connect with your prospects and customers in a deeper, more meaningful way. Learn the critical conversations every salesperson needs to master
- [Book Club Interview - How to Use the Language of Coaching to Drive Sales](https://keithrosen.com/2021/02/05/book-club-interview-how-to-use-the-language-of-coaching-to-drive-sales/) - In this book club interview learn what every salesperson and manager needs in order to sell more and build top performers in a remote environment. The answer? Learn the language of leadership and sales: the language of coaching. Here are just a few of the questions I answer during this interview. Companies are still scrambling
- [Do You Work for Passion or Money?](https://keithrosen.com/2021/01/22/do-you-work-for-passion-or-money/) - If money was the source of happiness and fulfillment, then why do those who live below the poverty line are often happier than those making lots of money, and amassing more material possessions? Here's my story. 34 years ago, I sold a highly successful business to pursue my passion for helping people create the
- [14 Questions to Self-Reflect On And Create Greater Success In 2021](https://keithrosen.com/2021/01/21/14-coaching-questions-to-self-reflect-on-and-bring-out-the-best-you-in-2021/) - With the year we've had, it's easy to lose sight of the good things, what we have achieved, and what we need to change to make 2021 a great year. Here are 14 questions to answer that will ensure you're on the right path to success in 2021! Download Keith's Latest Book, The 60 Second
- [Announcement! SALES LEADERSHIP named one of the 100 Best Sales Books of All Time!](https://keithrosen.com/2021/01/08/announcement-sales-leadership-named-one-of-the-100-best-sales-books-of-all-time/) - Read Reviews from the Worlds Top Thought Leaders and Companies Get the Book At Amazon - 34% Off! Download Keith's New Book free! The 60 Second Sales Coach. I'm humbled and deeply appreciative that my book, Sales Leadership, was just named one of the 100 Best Sales Books of All Time! Thank you for
- [17 Radical Personal Commitments to Make 2021 Your Best Year Yet](https://keithrosen.com/2021/01/05/17-radical-personal-commitments-to-make-2021-your-best-year-yet/) - To reach your goals and create the life you want in the New Year, forget about resolutions. Instead, start with upgrading your attitude and making your-self the priority. Here are 17 radical personal commitments to make 2021 your best year yet! Download a free copy of my new book, The 60 Second Sales Coach! With
- [2020 Was Better Than You Think. How to Master Your Inner Game To Make it a Great Year](https://keithrosen.com/2020/12/28/2020-was-better-than-you-think-how-to-make-2021-your-best-year-yet/) - The holiday season is meant to be a season of family, friends, gratitude, and celebration. It's our opportunity to reflect on the year, as difficult as it may have been, to find the blessings in your life. That’s why my gift to you this holiday season is perspective. Here are ten ways to create more
- [Eight Questions That Determine if a Prospect is a Waste of Your Time](https://keithrosen.com/2020/12/10/eight-questions-that-determine-if-a-prospects-proposal-is-a-waste-of-your-time/) - 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 eight questions that prevent prospects from going MIA, increase sales and keep you focused on the right opportunities to prevent sales frostbite. Get
- [Stop Keeping Your Eyes on the Prize](https://keithrosen.com/2020/12/09/stop-keeping-your-eyes-on-the-prize/) - When it comes to goal attainment, you probably heard the expression, "Keep your eyes on the prize" and "Begin with the end in mind." But what if this is exactly the very advice to avoid that will prevent you from achieving the goals you want? A young man wanted to become the most famous martial
- [Interview at the Salesforce VIP Event for Sales Executives](https://keithrosen.com/2020/12/07/interview-at-the-salesforce-vip-event-for-sales-executives/) - Keith Rosen · Interview at the Salesforce VIP Event for Sales Executives During this VIP event hosted by Salesforce, I discuss with a group of senior sales leaders what top companies are doing to transform their sales organization to sell the way customers want to buy today.
- [Are You a Sales Professional or a Sales Prostitute?](https://keithrosen.com/2020/12/02/are-you-a-sales-professional-or-a-sales-prostitute/) - Did you just SELL your SOUL for a SALE? Have you ever wanted a sale so badly that you were willing to make compromises in pursuit of that sale? I'm not just talking about discounting or sweetening the deal, but compromising your personal values and integrity by taking on a customer who you know simply
- [Sales IS Personal. 13 Questions That Hyper-Qualify Every Prospect and Selling Opportunity](https://keithrosen.com/2020/12/01/13-questions-that-hyper-qualify-every-prospect-and-selling-opportunity/) - Qualifying a prospect to determine if your product is a fit is one thing but how do you qualify their MINDSET to ensure what they say is also what they think? Here are 13 questions that help you get into your prospect’s head to assess their attitude and thinking, uncover any costly assumptions they're making
- [Companies Still Don't Know What Coaching Is. Adopt This Universal Definition of Coaching to Build a Coaching Culture](https://keithrosen.com/2020/12/01/companies-fail-at-creating-a-coaching-culture-because-they-dont-know-what-coaching-is/) - When I ask senior leaders if they have a companywide adopted, universal definition of coaching, the answer is typically, "NO." That's why, when managers say they don't have time to coach, it’s because most companies don't define what great coaching looks and sounds like. Here’s what this conversation sounds like, and my universal definition of
- [Capital One Interview - How to Sell and Succeed as a Remote Salesperson](https://keithrosen.com/2020/11/30/capital-one-interview-how-to-sell-and-succeed-as-a-remote-salesperson/) - Keith Rosen · Capital One Interview - How to Sell and Succeed as a Remote Salesperson The New Sales Strategy - CARE. Regardless of industry, every company and sales team have been impacted by the shift in the marketplace. The best companies and salespeople aren't doing more of what didn't work yesterday. Instead, they're giving
- [Fifteen Blessings That I'm Grateful For Every Day](https://keithrosen.com/2020/11/25/fifteen-blessings-that-im-grateful-for-every-day/) - Read this with an open mind and an open heart, and you’ll see how very blessed you truly are. Download Keith's new book here! Every Blessing Counts I wasn’t going to share this as an article but for my own exercise in self-reflection. However, once I wrote it, I felt compelled to share this with
- [Believing is Seeing or Seeing is Believing?](https://keithrosen.com/2020/11/24/believing-is-seeing-or-seeing-is-believing/) - Believing is Seeing or Seeing is Believing? How many times have you heard someone say, "I'll believe it when I see it?" You decide. There was a postmaster who knew everyone in the small town where he lived. A new family moved into the town and asked the postmaster what kind of people live here.
- [Good Luck or Bad Luck? You Decide If Your Perception is Actually Reality](https://keithrosen.com/2020/11/13/good-luck-or-bad-luck-you-decide-if-your-perception-is-actually-reality/) - Would you say you're a lucky or unlucky person? Do you know someone who, whatever they touch, turns to gold? Then, there are those with the proverbial black cloud looming over their head. So, do you have good luck or bad luck? Is there such a thing, or is your perception your ultimate reality? Read
- [PODCAST: Ignore Tomorrow To Achieve Greater Success Today](https://keithrosen.com/2020/11/10/podcast-ignore-tomorrow-to-achieve-greater-success-today/) - Get a Free Download of Keith's Latest Book, The 60 Second Sales Coach! Since coaching is the epicenter of every successful business, companies are finally realizing they have to do something to further develop, coach and support their employees, now, rather than wait until things get back to normal.
- [New Book! The 60 Second Sales Coach](https://keithrosen.com/2020/10/27/the-60-second-executive-sales-coach-by-keith-rosen/) - Download Your Free Copy of The 60 Second Sales Coach Over 600 Coaching Questions and 40 Critical Conversations to Develop Sales Champions and Coach More Customers to Succeed Coaching is simply the language you use in every conversation. The language of your organization, of leadership and how every exemplary leader communicates. Some coaching conversations
- [How to Beat Your Real Competition...Yourself](https://keithrosen.com/2020/10/20/how-to-beat-your-real-competition-yourself/) - At some point, I hear from practically every person I've ever worked with about the competition in their market. Companies spend so much time trying to outsell, outwit and out price their competition without realizing who their greatest competitor truly is. As such, they focus all of their energy on trying to beat out the
- [When New Managers Inherit Old Problems and Management Promises - Part Two](https://keithrosen.com/2020/10/15/when-new-managers-inherit-old-problems-and-management-promises-part-two/) - As a manager who inherited an existing team, you've taken the time to set proper expectations to build new, trusted relationships with your team, using the template I shared in Part One. Sometimes, managers just get lucky and inherit a solid, accountable, top-performing team. But what happens when there are people on your newly inherited
- [INTERVIEW With Top Sales World - What Top Managers Are Doing to Lead Successful Teams in a Remote Workplace](https://keithrosen.com/2020/10/09/interview-with-top-sales-world-what-top-managers-are-doing-to-lead-successful-teams-in-a-remote-workplace/) - In this interview with Top Sales World, Jonathan Farrington and I discuss the ongoing reactive scramble companies are experiencing as they desperately try to reinvent themselves. But it begins with your people. As the late, great John Lennon would say, "All you need is love." Here's what top managers are doing to lead successful teams
- [How to Build Trust and Synergy When Managers Inherit an Existing Team - Part One](https://keithrosen.com/2020/09/29/how-to-build-trust-and-synergy-when-managers-inherit-an-existing-team-part-one/) - There are basically two ways to build a team. Inherit one or build one from scratch. While many managers have the "freedom" to chose whom they want to hire, there are more managers who inherit an existing team, which can quickly lead to mistrust, uncertainty, and fear if you don't manage your transition with intentional
- [Capital One Sales Coaching Interview on Sales Leadership and Bad Management Experiences](https://keithrosen.com/2020/09/26/capital-one-sales-coaching-interview-on-sales-leadership-and-bad-management-experiences/) - Keith Rosen · Capital One Sales Leadership Interview on Sales Leadership and Bad Management Experiences Join me and the talented leaders at Capital One, as we cover topics in this highly engaging and unique interview! Yes, one of the stories I share in this interview is true. When one of my salespeople threw me
- [LOVE Is The Core Value That Drives Business Success and Fuels Cultural Greatness. Are You Ready?](https://keithrosen.com/2020/09/16/love-is-the-core-value-that-drives-business-success-and-fuels-cultural-greatness-are-you-ready/) - Get Ready HR and enablement. Love is now the dominant value in top companies. We're not talking about interoffice relationships, but what's needed to achieve the cultural greatness you seek. What was once a taboo word that triggered fear and HR compliance conversations, is now something human resources and enablement need to reconsider embrace, and
- [TMBO TALKS - WNBA NBA Interview on Time Management Life Balance and Creating Your Best Life -Part Three](https://keithrosen.com/2020/09/01/tmbo-talks-wnba-nba-interview-on-time-management-life-balance-and-creating-your-best-life-personal-productivity/) - TMBO LEADERSHIP SESSION NUMBER ONE TMBO LEADERSHIP SESSION NUMBER TWO TMBO LEADERSHIP SESSION NUMBER THREE Keith Rosen · TMBO TALKS - WNBA NBA Interview on Time Management Life Balance and Creating Your best Life OWN YOUR DAY BOOK: - On Sale! How to Master Time Management and Create Your Best Life Join me for part
- [10 Questions that Build Trust and Make People Coachable, Accountable and Engaged](https://keithrosen.com/2020/08/26/10-questions-that-build-trust-and-make-people-coachable-accountable-and-engaged/) - Ever wonder why people are resistant to coaching? Do you feel like people are telling you what they think you want to hear? The fact is, your people are scared of you; and coaching. If you want a team of coachable sales champions, here are ten critical questions every manager needs to ask to ensure
- [TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA - Part 2](https://keithrosen.com/2020/08/25/tmbo-talks-on-selling-prospecting-and-coaching-customers-with-the-nba-and-wnba-part-2/) - Keith Rosen · TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA - Part 2 Join me for part two of this three-part sales leadership series with the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association). Learn what the top salespeople
- [TMBO Talks - A Conversation With Keith Rosen On Sales Leadership Coaching with the NBA & WNBA - Pt 1](https://keithrosen.com/2020/08/24/tmbo-talks-a-conversation-with-keith-rosen-on-sales-leadership-coaching-with-the-nba-wnba-pt-1/) - Join me in this three part development series for the NBA and WNBA salespeople and managers. Here's an industry that walks the talk. Coaching and personal development NEVER stop. Keith Rosen · TMBO Talks - A Conversation With Keith Rosen On Sales Leadership Coaching
- [How to Get Tons of Referrals from Your Customers Using a Referral Agreement](https://keithrosen.com/2020/08/13/how-to-get-tons-of-referrals-from-your-customers-using-a-referral-agreement/) - How would getting more referrals impact your business? Most salespeople are reluctant to ask for referrals, in fear of the response. Instead, create a referral agreement that would make your customers want to refer tons of referrals to you. What is a Referral? What exactly classifies as a referral? If we were to create some
- [You're One Degree Away From Another Sale or Another Sales Slump](https://keithrosen.com/2020/07/30/youre-one-degree-away-from-another-sale-or-another-sales-slump/) - “Maybe we should stop coaching and be more directive so we can accelerate results now.” Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves. While leaders are masters at over-engineering things, the answer to boosting your joy, confidence, quality of life
- [No Quality of Life For You! Myths of the Remote Workplace - Part Four](https://keithrosen.com/2020/07/15/8-myths-of-the-remote-workforce-no-time-management-no-life-balance/) - As we conclude this four-part series, it's essential to focus on the most important of all myths. That is, it's impossible to create a thriving, balanced life, achieve career goals, and be productive when working from home. Part one in this four-part series Part Two Part Three Online Courses -OWN YOUR DAY & SALES LEADERSHIP
- [Before You Make a Difference, You Have to Make a Connection](https://keithrosen.com/2020/06/19/before-you-make-a-difference-you-have-to-make-a-connection/) - It's confusingly simple. Your team's culture leads back to the efforts, actions, and behavior of one person; the manager. Forget about strategy, comp, perks, awards, and flexible work hours. To create healthy, enjoyable, relationships, a rewarding career, a purpose-driven life, a remote team of thriving, happy, quota-crushing champions, and, dare I say, world peace and
- [Don't You Want to Make More Money? Maybe Not, Dear Manager. 10 Questions to Uncover People's Motivations and Priorities](https://keithrosen.com/2020/06/16/dont-you-want-to-make-more-money-maybe-not-dear-manager-how-to-uncover-peoples-motivations-and-priorities/) - "Don't you want to make more money?" Maybe not, dear manager. CAUTION! Are you managing in your own image? Motivating people is hard. Having people SELF-MOTIVATE is the key. PLAY LIKE THE PROS - COACH LIKE A LEADER - ONLINE COURSE Take the time to uncover each person's core values, priorities, and goals. If not,
- [My Salespeople Are Slacking Off Working from Home! Myths of the Remote Workplace - Part 3](https://keithrosen.com/2020/06/10/my-salespeople-are-slacking-off-working-from-home-myths-of-the-remote-workplace-part-3/) - For those micromanagers out there, fear not! You can still micromanage your team remotely. I'm joking of course, but the fact is, the next two powerful remote workplace myths focus on observation and how you can observe your team effectively and proactively to uncover previously unrecognizable coaching and developmental opportunities that will boost personal productivity
- [A Time For Pause](https://keithrosen.com/2020/06/08/a-time-for-pause/) - In 1 week, two, of my well-respected colleagues and friends have passed away. Thank you, Barbara Giamanco and Jason Jennings for the contributions you've made in the field of sales and leadership. Every day I’m coaching someone around rebuilding a lost business, finding a new career, and supporting those who’s friends and family members have
- [Employee Productivity and Engagement Will Drop Working from Home. Myths of the Remote Workplace - Part 2](https://keithrosen.com/2020/06/01/employee-productivity-and-engagement-will-drop-working-from-home-myths-of-the-remote-workplace-part-2/) - As we continue to make this transition around how we manage our lives and careers, managers have the added responsibility of ensuring their employees are staying engaged, maintaining productivity, and feeling supported and connected to the team and the company. To avoid sabotaging yourself and your team, it's essential to be mindful of these four
- [How to Create Your Ideal Life in our New World - Developing Your Personal Navigation System](https://keithrosen.com/2020/05/28/how-to-create-your-ideal-life-in-our-new-world-developing-your-personal-navigation-system/) - Here's the ONE question to determine whether you're on the right path to achieve your goals, and create your ideal, balanced life. Excerpt from Keith's New Time Management online Course Do you have ALL the daily activities that move you closer to your goals and keep your life in harmony, health, and happiness, without making
- [While We're All In This Alone, The Direction to Reconnection Is Moving Forward Together - Mindful Monday Video](https://keithrosen.com/2020/05/18/while-were-all-in-this-alone-the-direction-to-reconnection-is-moving-forward-together-mindful-monday-video/) - #MINDFULMONDAY - While we’re all in this alone, moving forward is the only direction to reconnection we can take together. So, what act of random kindness will you make today to support someone who needs it? Most important, what are you going to do today to take care of you? I hope you enjoy this
- [How to Eliminate the Baggage In Your Life and Career That's Dragging You and Your Team Down](https://keithrosen.com/2020/05/13/how-to-lose-the-weight-in-your-life-and-career-thats-dragging-you-down-sales-coaching/) - Sales lagging? Coaching suffering? Ever find it difficult to get out of bed in the morning? It’s not just due to exhaustion, the economy, working remotely, you and your team's sales and coaching acumen, or how much you physically weigh. There is a ton of hidden overhead in your life you’re unnecessarily putting up with
- [Shattering the 8 Myths of the Remote Workforce and How to Develop a Champion Team -  Part 1](https://keithrosen.com/2020/05/12/shattering-the-8-myths-of-the-remote-workforce-and-how-to-develop-a-champion-team-part-1/) - Before this pandemic, 44% of the global companies that didn't allow remote work are now forced to make radical changes. Managers and their teams who have been trained on how to make a successful transition to working remotely are experiencing breakthrough results, improved productivity, and a happier team. Here's what you can do to dispel
- [Don't Be a Sales TERMINATOR - Qualify Rather Than Judge Your Prospects](https://keithrosen.com/2020/05/12/dont-be-a-sales-terminator-qualify-rather-than-judge-your-prospects/) - Boxers can lose a fight before they even get in the ring. So can salespeople. A sale can be lost before you even step into the selling ring. It all starts with your perception of your prospects. Are You Destroying Your Own Sales? Knowing the difference between Qualifying and Judging prospects is critical. And
- [Why I Called BS On My Client - The Epidemic of Corporate Hypocrisy and the Reality of Creating a Coaching Culture](https://keithrosen.com/2020/05/04/why-i-called-bs-on-my-client-the-epidemic-of-corporate-hypocrisy-and-the-reality-of-creating-a-coaching-culture/) - What started out as a discovery call with a prospect became a lesson in company blind spots. While many companies believe they have a healthy, coaching culture, then why is there 72% employee disengagement in the workforce, which is climbing due to this continued shift to a remote workplace? If companies aren't honoring their vision
- [Sales Management Fireside Chat - Interview - How to Create a Coaching Culture](https://keithrosen.com/2020/04/30/sales-management-fireside-chat-interview-how-to-create-a-coaching-culture/) - Tune into this interview as Steven and I ponder the future of sales organizations, how coaching fits into this equation, why less than 1% of global companies have a healthy, thriving coaching culture, and the missing link to leadership success that's guaranteed to develop a team of top producers. And of course, the meaning of
- [Why 78% of All Prospecting Efforts Fail and How to Get People to Want to Talk to You](https://keithrosen.com/2020/04/21/why-78-of-all-prospecting-efforts-fail-and-how-to-get-people-to-want-to-talk-to-you/) - Do you know exactly what to say in the first 30 seconds that captures someone's attention so succinctly and effectively that they want to talk with you and are actually asking for more? If you're like most salespeople, the answer is probably, “No.” Managers, Learn How to Coach and Manage a Remote Team and Win
- [The Eight Prospecting Paradoxes that Cause Selling Schizophrenia](https://keithrosen.com/2020/04/15/the-top-eight-paradoxes-of-prospecting-that-cause-selling-schizophrenia/) - As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. There's always more than one perception. Here are eight paradoxes that will widen your peripheral view around how the top sales gurus think around
- [15 Questions to Ask Your Employees and Yourself to Embrace the New Normal and Create a Healthy, Happy Lifestyle and Productive Remote Workplace](https://keithrosen.com/2020/04/08/15-questions-to-ask-your-employees-and-yourself-to-embrace-the-new-normal-and-create-a-healthy-happy-lifestyle-and-productive-remote-workplace/) - Managers and their teams who have been trained on how to work, coach and sell remotely around this unprecedented change and transition are experiencing breakthrough results. These 15 questions will help you and your remote team increase personal productivity while maintaining a healthy, balanced life. Managers, Learn How to Coach and Manage a Remote Team
- [6 Final Questions to Assess Your Leadership, Coaching Skills and Impact - Part 3](https://keithrosen.com/2020/03/27/6-final-questions-to-assess-your-leadership-coaching-skills-and-impact-part-3/) - If you’ve read Part One, and Part Two, this is the final installment of this three part series. Here are six more questions to help you self-assess, reflect upon and guide you on your continued transformation into a world class leader, and salesperson. Managers, Learn How to Coach and Manage a Remote Team and Win
- [Before You Pass Along Judgment, Pass Along Acceptance Instead](https://keithrosen.com/2020/03/23/before-you-pass-along-judgment-pass-along-acceptance-instead/) - We're all in this together. Choose acceptance and empathy over judgment and just be kind. I went to the local butcher to get some food for the family. 6am there was a line, as I observed the owner, a friend of mine, be curt, short, clearly stressed and borderline rude to customers, trying to rush
- [PODCAST-  How to Create Your Perfect Life and Ideal Lifestyle Today, Especially During Uncertain Times](https://keithrosen.com/2020/03/21/podcast-how-to-create-your-perfect-life-and-ideal-lifestyle-today-especially-during-uncertain-times-life-coaching/) - Ever struggle to achieve results or attain the goals that are most important to you? And are you enjoying the journey to attain the success you want? In this podcast, you'll learn, step by step, how to develop your ideal life and lifestyle TODAY, by designing your Personal Navigation System. Yes, it's possible to create
- [4 More Indispensable Questions to Assess Your Leadership Coaching Skills and Impact - Part 2](https://keithrosen.com/2020/03/17/8-more-indispensable-questions-to-assess-your-leadership-coaching-skills-and-impact-part-2/) - If you've read Part One, you've probably noticed several opportunities to improve your leadership, remote coaching and management skills, to become the exceptional leader you can be. Here's an additional four questions to self-assess, reflect upon and help guide you on your continued transformation into a world class leader, and salesperson. Managers, Learn How to
- [Uncertainty In The Workplace? Send Your Employees Home to Promote Wellness, Job Security, Fear and Isolation](https://keithrosen.com/2020/03/12/uncertainty-in-the-workplace-send-your-employees-home-to-promote-wellness-job-security-fear-and-isolation-or-sales-coaching/) - I wrote this article in 2008 during the Great Recession. 12 years ago, and we're still learning the same lesson today. While you can’t compare the loss of money to the loss of life, unfortunately, the longer it takes companies to get the lessons, the more costly the lessons become. Original article here Managers, Learn
- [7 Questions to Assess Your Coaching Skills and Impact - Part One](https://keithrosen.com/2020/03/05/7-questions-to-assess-your-coaching-skills-and-impact/) - Want to know if you're a world-class coach? Looking for the core coaching competencies every manager needs to develop to ensure they can successfully create the next generation of leaders? Use these 7 questions to uncover what you're doing well, along with the opportunities for you to excel and continually develop a team of
- [How to Ensure Your Employees are Prepared for Every Coaching Session for Maximum Impact](https://keithrosen.com/2020/03/05/how-to-ensure-your-employees-are-prepared-for-every-coaching-session-for-maximum-impact/) - COACHING TOOL #15 THE COACHING PREP FORM Managers, Learn How to Coach and Manage a Remote Team. Online Course. If you want your people to achieve maximum value when coaching, here's the ultimate COACHING TEMPLATE for coachees to fill out and send to you prior to every coaching session. Now, THEY are accountable and prepared
- [You're An ADRENALINE JUNKIE! How to Kick Your Addiction and Find a Healthier Energy Source to THRIVE](https://keithrosen.com/2020/01/30/youre-an-adrenaline-junkie-how-to-kick-your-addiction-and-find-a-healthier-energy-source-to-thrive/) -  HOOKED ON CHAOS? Love solving problems? Wait until the last moment to hit a deadline? You may have a drug problem. Many people today are hooked on a commonly abused, yet elusive drug whose widespread use seems to be flying under our radar. That drug of choice is adrenaline. Especially in today’s society, with
- [FREE RESUME BUILDER TOOLKIT! Create a Resume that Lands Your Ideal Job](https://keithrosen.com/2020/01/22/resume-builder-toolkit-to-create-a-resume-that-lands-your-ideal-job-career-coaching/) - USE THE ARTICLE SIGN-UP BOX ON THE RIGHT, (or below on your phone) AND GET INSTANT ACCESS! Of course, your resume is no guarantee you’ll become the candidate of choice. However, you won’t even have the opportunity to shine if you can’t get an interview in the first place. This resume is guaranteed to attract
- [THE Coaching Conversation Managers MUST Have to Ensure Salespeople Achieve Their Sales Goals](https://keithrosen.com/2020/01/14/the-sales-coaching-conversation-managers-need-to-ensure-your-salespeople-achieve-their-sales-goals/) - USE THE ARTICLE SIGN-UP BOX ON THE RIGHT, (or below on your phone) AND GET INSTANT ACCESS! Sales quotas are set, but is there alignment, buy-in, COMMITMENT and a bulletproof strategy to achieve them? Are you certain your sales team has the SKILLS, MESSAGING, fearless ATTITUDE, SELF-ACCOUNTABILITY, TIME MANAGEMENT strategy, and structure to thrive? An
- [A REAL Customer Service Experience that Builds Loyalty and Makes You a Memorable Salesperson](https://keithrosen.com/2020/01/10/customer-service-experience-sales-selling-coaching/) - Australia was incredible and, my 6th continent! While the experience itself was an adventure, you'll be surprised that, after flying a plane, going whale watching, seeing shows at the Opera House, enjoying the beaches, and touring the wine country, it was this one experience that, while seemingly insignificant, left an impression on me that
- [THE INITIAL GOAL OF A COLD CALL IS..... To Assess if There's a Fit](https://keithrosen.com/2020/01/02/the-initial-goal-of-a-cold-call-is-to-assess-if-theres-a-fit/) - 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. While it may sound counterintuitive, concentrating your efforts on any of these outcomes is actually the very thing that contributes to call reluctance, prospecting
- [If TIME is MONEY Then Your Daily ROUTINE Is Priceless. How to WIN the Race Against Time](https://keithrosen.com/2020/01/02/if-time-is-money-then-your-daily-routine-is-priceless-how-to-win-the-race-against-time/) - Do you treat your time like your money? If you're like most people, the answer is, "Not even close." Here's why, and what you can do to protect the most valuable, non-negotiable asset you have. TIME.
- [How to Improve Customer Retention, Build Trust and Become Eternally Patient](https://keithrosen.com/2019/12/28/improve-customer-retention-build-trust-and-make-people-feel-safe-patience/) - Lose This One Thing, and You Can Kiss Your Customers, Employees and Trust Goodbye Are you a patient leader, salesperson and communicator? Do you shift from coaching to telling and become frustrated when the person isn’t “getting it” fast enough? When you’re not getting your way in a conversation, do you shift from collaboration to
- [Coaches Corner Video - If You Want a Great Life - Schedule One](https://keithrosen.com/2019/12/23/coaches-corner-video-if-you-want-a-great-life-schedule-one/) - Do you have a daily routine you ALWAYS follow that details every activity you need to engage in from the time you wake up, until the time you end your day that moves you closer to achieving your goals, while maintaining the balance, joy, health and harmony you want in your life? While the answer
- [Why are Salespeople Afraid to Sell? How to Overcome the FEAR of Selling and Prospecting in 5 Minutes](https://keithrosen.com/2019/12/21/why-are-salespeople-afraid-to-sell-how-to-overcome-the-fear-of-selling-and-prospecting-in-5-minutes/) - Does the idea of prospecting scare you? Are you a fearless salesperson or do you procrastinate the activities that will enable you to achieve your sales goals? Even if you're hiding behind Social Media as your primary lead generation strategy, you eventually need to speak with every prospect! Here’s how to overcome sales and prospecting
- [SALES FUTURISTS PODCAST - Are You Listening in the C-Suite? Your Managers Need Help!](https://keithrosen.com/2019/12/20/sales-futurists-podcast-are-you-listening-in-the-c-suite-your-managers-need-help/) - We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.” THE SALES FUTURIST ROUNDTABLE: If companies were
- [20 Blessings I'm Forever Grateful for that Make My Life Perfect](https://keithrosen.com/2019/11/28/20-blessings-im-forever-grateful-for-that-make-my-life-perfect/) - Read this with an open mind and an open heart, and you’ll see how very blessed you truly are. Every Blessing Counts I wasn’t going to write this article. And didn't think to share this. But once I wrote it, I felt compelled to share this with you, so that it has the positive impact
- [WIN $10,000.00 and the Title of Social Media Guru!](https://keithrosen.com/2019/11/26/win-10000-and-the-title-of-social-media-guru/) - I receive thousands of LinkedIn invitations, most of which I accept, other than ones like these. "We’ve generated over 12,000 qualified leads for businesses like yours and we also help you close them! One of our clients got 131 clients in the first 5 months! The best part is, if we don’t deliver, you don’t
- [How Top Sales Managers Ensure Their Sales Team Consistently Achieves Sales Goals by COACHING THE WIN - Coach's Corner Video Series](https://keithrosen.com/2019/11/22/how-top-sales-managers-ensure-their-sales-team-consistently-achieves-sales-goals-by-coaching-the-win/) - The Coaching Playbook - A Powerful Lesson for Managers When Coaching Salespeople to WIN Managers miss out on many opportunities to coach people around a WIN or the positive behavior they’ve observed that needs to be reinforced. Conversely, they focus more time on what their people need to do differently or better. Here's a powerful
- [Sales Futurists Roundtable - How to Achieve Your 2020 Sales Goals With Fewer Resources](https://keithrosen.com/2019/11/12/sales-futurists-roundtable-how-to-achieve-your-business-objectives-with-fewer-resources/) - Are You Listening in the C-Lounge? I Need Help! We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of
- [This Manager Got Fired After Checking-In for a Flight at JFK Airport](https://keithrosen.com/2019/11/11/this-sales-manager-got-fired-after-checking-in-for-a-flight-at-jfk-airport/) - What do you do when you observe someone blatantly disrespect another person in some way? Do you intervene or idly stand by? Here's one manager who took matters into his own hands, and the difficult stand to do what's right. If you're an avid traveler like me, you've probably lost count of how many flights
- [PLAN for the UNPLANNED To Take Control of your Day and Your Life](https://keithrosen.com/2019/11/11/plan-for-the-unplanned-to-take-control-of-your-day-and-your-life/) - Regardless of your job or position, one thing people struggle with most is managing their time so you can end each day feeling productive, happy and stress-free, rather than frustrated and overwhelmed when looking at your long list of to-do’s that were left incomplete. Here’s the secret to getting EVERYTHING done on your task list
- [STOP Stressing and Struggling to Achieve Other People's Goals and START Working On Your Own](https://keithrosen.com/2019/10/30/stop-stressing-and-struggling-to-achieve-other-peoples-goals-and-start-working-on-your-own/) - Do you focus your energy on what you VALUE and WANT to achieve, or what you feel you SHOULD do? If You're Struggling to Achieve Your Goals, They're Not Your Goals. Create Value-Based Goals, instead. STOP Stressing and Struggling to Achieve Other People's Goals and START Working On Your Own Here's the ONLY FORMULA for
- [Managers - Here's The Only Question to Determine if You're Making Your People the #1 Priority](https://keithrosen.com/2019/10/22/managers-here-is-the-only-question-to-determine-if-you-are-making-your-people-your-top-priority/) - Enjoy the Video! We were finishing two of my leadership coaching program in Dublin, Ireland, for a team of talented sales leaders. As we went around the room listening to what people had learned, one manager said, “I totally believe in coaching and how essential this skill and mindset is so that I can effectively
- [Why You're Never Too Busy to Coach. Every Conversation is a Coaching Conversation](https://keithrosen.com/2019/10/19/why-youre-never-too-busy-to-coach-every-conversation-is-a-coaching-conversation/) - WHAT? WHY? HOW? Whether you think you're coaching or not, when your employees look for help, you ALWAYS need to uncover baseline facts about the situation (WHAT), the Gap or root cause (WHY), the new possibility that can be created, and HOW they're going to achieve the outcome they want. What would that SOUND like?
- [Why Do Employees FEAR Their BOSS and Don't Want to be COACHED? You Never Set Positive Intent](https://keithrosen.com/2019/10/19/why-are-employees-scared-of-their-boss-and-do-not-want-to-be-coached-you-never-set-positive-intent/) -  Why are employees SCARED of their BOSS and DO NOT Want to Be COACHED? Why are people reluctant to open up and be honest and transparent? You Never Set Positive Intent in every conversation you have. And the only way to set positive intent is by learning the skill and the Art of ENROLLMENT.
- [You're Being Seduced by the Potential You See In Others](https://keithrosen.com/2019/10/12/youre-being-seduced-by-the-potential-you-see-in-others-because-you-cant-want-more-than-others/) - ARE YOU SEDUCED BY THE POTENTIAL you see in others? If you have an underperformer (attitude/performance/behavior) on your team for more than 30 days, you have been SEDUCED! What's missing is CERTAINTY and EVIDENCE of POSITIVE CHANGE. We all want our people to succeed. And no manager likes to fire anyone. But sometimes we want
- [WHAT'S YOUR WHY? No. Start With WHO Not With WHY](https://keithrosen.com/2019/10/06/whats-your-why-no-start-with-who-not-with-why/) - WHAT'S YOUR WHY? A question most people struggle with answering. Do you know WHY? ;-) It's the WRONG QUESTION to ask! You don't start with WHY. You start with WHO. So - WHAT'S your WHO? How can you determine your WHY if you haven't identified WHO YOU ARE, first? That is, your: 1. CORE VALUES
- [SALES LEADERSHIP Coach Training Course for Managers and Salespeople IS LIVE!](https://keithrosen.com/2019/10/03/sales-leadership-coach-training-course-for-managers-and-salespeople-management-training/) - I FINALLY CLONED MYSELF!👥 MY SALES LEADERSHIP COACH TRAINING COURSE that I've delivered for 30 years on 6 continents & 75 countries is ONLINE! If the primary objective of leadership is to make your people more valuable, then why are most managers doing the same things that don't work, but faster, so you get to
- [If Great Results are a Byproduct of Your Actions, To Sell More – Ignore Your Sales Goals and Trust Your Process](https://keithrosen.com/2019/09/28/if-great-results-are-a-byproduct-of-your-actions-to-sell-more-ignore-your-sales-goals-and-trust-your-process/) - We all feel the pressure to generate results. What if the source of lost sales, selling-stress, and missed sales targets is focusing too much on the RESULT than your PROCESS. Doing more of the wrong things faster push you away from your goals. The finish line isn’t where the race begins. Top performers prepare to
- [Great Managers Coach and Play from the Sidelines So Their Sales Team Can Win](https://keithrosen.com/2019/09/24/great-managers-coach-and-play-from-the-sidelines-so-their-sales-team-can-win/) - ☠YOU CAN'T SCALE DEPENDENCY! Ever see a coach at a sporting event run onto the field to play for their players? 🏃‍♀️ Then why are managers so quick to take OWNERSHIP of their team's problems by telling them what to do? Instead, coach from the SIDELINES so your team can win: 👉 START HERE: In
- [What They Said Isn't What You Think You Heard - How to Destroy or Improve Relationships, Coaching and Productivity](https://keithrosen.com/2019/09/20/what-they-said-isnt-what-you-think-you-heard-how-to-destroy-relationships-coaching-and-productivity/) - Do you really know what people mean when they say, "Success, coaching, difficult, call, or strategy?" You're not speaking the same language when coaching or collaborating with coworkers and employees. Here's the #1 cause of problems, strained relationships and unmet goals and what you can do to immediately eliminate it. SALES LEADERSHIP Named One of
- [The MOST IMPORTANT Question Salespeople NEVER Ask That Win More Sales Faster](https://keithrosen.com/2019/09/12/the-most-important-question-salespeople-never-ask-that-win-more-sales-faster/) - SALES LEADERS! You're leaving sales on the table for your competition to take because no salespeople are asking their customers and prospects THE MOST important question! To close out your quarter strong and move sales over the finish line FAST, ask this ONE question or run the risk of allowing ASSUMPTIONS TO STEAL YOUR SALES!
- [To Improve Relationships and Sales Productivity, Change the Way You Listen](https://keithrosen.com/2019/09/11/to-improve-relationships-and-sales-productivity-change-the-way-you-listen/) -  Ever feel your parents are annoying? I did. Active listening is the cornerstone to effective communication, leadership, selling and coaching. The FILTER and assumptions we create when listening will build trust or erode it. PROactive, Intentional listening improves relationships or destroys them. It makes the difference between being an average performer or mediocre salesperson
- [Is Sales Technology Helping or Hindering Sales Performance? Sales Futurists Podcast](https://keithrosen.com/2019/09/04/is-sales-technology-helping-or-hindering-sales-performance-sale-futurists-podcast/) - Over the past few years, we have witnessed huge investment in new sales technology solutions and sales process tools. However, that investment does not guarantee an appropriate return in terms of increased and improved sales performance. In fact, the results from Sandler Research Center’s inaugural survey confirmed the following: While 73% of respondents said that
- [Time Management - How to Respectfully Manage the Expected Interruption](https://keithrosen.com/2019/09/04/time-management-how-to-respectfully-manage-the-expected-interruption/) - Your competitive differentiation, selling skills, product knowledge and more selling opportunities are not going to be enough to achieve your Q4 goals. If you don’t how to effectively manage your time and daily interruptions, other people’s requests and disruptions will sabotage your best laid plans, forcing you to live from a place of REACTION rather
- [Podcast: Sales Futurist Roundtable - An Abundance of Managers and Too Few Leaders](https://keithrosen.com/2019/08/21/podcast-sales-futurist-roundtable-an-abundance-of-managers-and-too-few-leaders/) - SALES LEADERSHIP was named the Top Sales and Leadership Book of 2018 by Amazon.com and Top Sales World! You can buy someone’s physical presence, but you cannot buy loyalty, enthusiasm, coachability, accountability, passion, or commitment. These you must earn, learn, and develop, starting with trust. Successful organizations have leaders who focus on creating a people-centric,
- [5 Dangerous Assumptions Salespeople Make that Sabotage Sales and How to Save Them](https://keithrosen.com/2019/08/03/5-dangerous-assumptions-salespeople-make-that-sabotage-sales-and-how-to-save-them/) - When salespeople lose a sale, do you assume it's a gap in skill, experience, knowledge, passion, attitude or commitment? Actually, the root cause of all lost sales, communication breakdowns, departmental silos, and strained relationships that lead to mistrust are the ASSUMPTIONS we make every day. INSTANT DOWNLOAD Here's a sales coaching playbook to avoid these
- [Why Setting Goals Is Stupid Because You've Already Achieved Them](https://keithrosen.com/2019/07/23/why-goal-setting-is-stupid-because-youve-already-achieved-them/) - When you take the time to intentionally write down your career and life goals, consider that many of the goals you've set have already been achieved! There's a massive difference between your goals, tasks and the lifestyle you want to create. Here's when S.M.A.R.T. goals become STUPID goals and what you can do to enjoy
- [How to Coach Any Manager or Salesperson in 60 Seconds - Free Download](https://keithrosen.com/2019/07/08/how-to-coach-any-manager-or-salesperson-in-60-seconds/) - Using this one strategy can mean the difference between developing a mediocre team of dependent, transactional order-takers or a team of accountable, top performing champions. It’s all how you choose to communicate - in less than one minute. If you have time to give answers - then you have time to coach. INSTANT DOWNLOAD “I
- [Why The Greatest Salesperson Who Doesn't Sell Will Always Sell](https://keithrosen.com/2019/06/24/why-the-greatest-salesperson-in-the-world-doesnt-sell/) - The best salespeople who exceed their sales goals have no need to sell. Instead, they attract sales to them. As you'll see in this story, the power of questions, authentic, radical curiosity and care, and coaching your customers to succeed is their secret to becoming a sales champion. Adrian was responsible for managing the sales
- [Become a Kick-Ass Salesperson and Rock Star Manager Using Springboard Questions](https://keithrosen.com/2019/05/20/become-a-kick-ass-salesperson-and-rock-star-manager-using-springboard-questions/) - Just because you may speak the same language with people at work or at home, doesn’t mean you're speaking the same language! Developing sales leaders, coaching top performers and closing more sales is infinitely easier, when you learn how to leverage Springboard Coaching Questions to get to a better solution quickly and avoid the costly,
- [Why The Seduction of Potential Will Destroy Your Team, Lose More Sales and Threaten Your Sanity](https://keithrosen.com/2019/05/08/why-the-seduction-of-potential-will-destroy-your-team-lose-more-sales-and-threaten-your-sanity/) - Deciding who to hire, who to let go, and when it's the right time to do so is a daunting and time consuming struggle for managers. Are you running your business by the elusive and costly potential you see in others or by measurable evidence of progress and results? Here's how to avoid the hypnotic
- [Sales Leadership Coaching Book Interview with Albuquerque Business Radio](https://keithrosen.com/2019/04/29/sales-leadership-coaching-book-interview-with-albuquerque-business-radio/) - This was a fun interview I did for the radio show, the Albuquerque Business Podcast. Every interview is never the same! I looking forward to your feedback! Here's what we covered in this interview: How do you get comfortable about out of your comfort zone. Why most managers can't coach. The importance of being present
- [Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching Them](https://keithrosen.com/2019/04/24/your-salespeople-hate-being-coached-and-sales-managers-resist-coaching-them/) - 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
- [How to Recognize Life's Gifts You Cannot Touch, Measure or See - A Daughter's Present for Her Dad](https://keithrosen.com/2019/04/15/how-to-recognize-lifes-gifts-you-cannot-touch-measure-or-see-a-daughters-present-to-her-dad/) - Do you notice the magnificence in your life? The daily miracles, the signs you're making a difference? Unless it's a specific, measurable result, we don't. Sometimes, the greatest gifts and successes in our lives are the ones we cannot always, touch, measure or see. One Sunday morning, as her father was reading the morning paper,
- [What's Worse than Losing Your Keys, Wallet and Phone? This...](https://keithrosen.com/2019/04/09/whats-worse-than-losing-your-keys-wallet-and-phone-this/) - Consider the cost of losing your patience when speaking with your team, peers, customers and family. What if you never lose what you need most in sales & management? How would this impact your performance, attitude, stress and relationships? Here's the secret to finding eternal patience, peace, and how you can double your team's productivity.
- [Sales Leadership Podcast Interview - The Blueprint for Coaching Salespeople Into Champions](https://keithrosen.com/2019/04/08/sales-leadership-podcast-interview-the-blueprint-for-coaching-salespeople-into-champions/) - Great interview on the Sales Leadership podcast with Rob Jeppsen, founder and CEO of Xvoyant His review below: "I spoke with Keith Rosen, MCC on this week's episode of the Sales Leadership Podcast and he shared a couple of other head turning stats: 1) Less than 10% of sales managers are actually trained on what
- [Your Culture Sucks. 15 Questions To Assess Your  Company Ecosystem and Coaching Effectiveness](https://keithrosen.com/2019/03/18/your-culture-sucks-15-questions-to-assess-your-company-ecosystem-and-coaching-effectiveness/) - Does your company culture reflect your people and their personal values? Are your people a reflection of your culture? Does the attitude and behavior within your organization reflect your desired culture? Does your culture reflect not just your corporate vision but your team vision, as well as your team’s and your personal vision and values?
- [Introduction to Sales Leadership](https://keithrosen.com/2019/03/14/introduction-to-sales-leadership/)
- [SALES LEADERSHIP Video - Book Club Chapter Discussions Episodes 1-5](https://keithrosen.com/2019/03/02/sales-leadership-book-club-video-chapter-discussions-episodes-1-5/) - A great company, IRC, based in the UK, read my book, and immediately contacted me to inquire if I would be interested in being part of their yearly book club. What you will find here are five distinct sessions between Jonathan Graham and Michael Price, the two gentlemen who you'll be listening to. Enjoy their
- [SALES LEADERSHIP Podcast - Book Club Chapter Discussions Episodes 1-5](https://keithrosen.com/2019/03/02/sales-leadership-book-club-chapter-discussions-episodes-1-5/) - A great company, IRC, based in the UK, read my book, and immediately contacted me to inquire if I would be interested in being part of their yearly book club. What you will find here are five distinct sessions between Jonathan Graham and Michael Price, the two gentlemen who you'll be listening to. Enjoy their
- [Video: How to Fearlessly Find Your Ideal Career](https://keithrosen.com/2019/02/27/video-how-to-fearlessly-find-your-ideal-career/) - It broke my heart when this client said to me, "I’M SO TIRED OF WATCHING MY CHILDREN GROW UP THROUGH PICTURES." 52% of the workforce doesn’t like their job and sacrifices their life, family, values, passion and purpose. Here’s a story about one client who overcame the fear of leaving a financially rewarding job and
- [Avoid OVER-Coaching! How Managers Quickly Coach Salespeople to Improve Performance & Save their Sanity - PODCAST](https://keithrosen.com/2019/02/11/avoid-over-coaching-how-managers-quickly-coach-salespeople-to-improve-performance-save-their-sanity/) - I know. When you're coaching, it can often feel like you're continually going down a dark abyss with no end in site. It could be maddening, or at least frustrating enough for the coach and coachee to loose their patience and composure, which erodes the value or path to improvement that could have been created
- [Podcast: How to Develop the Confidence of a Champion in 120 Seconds](https://keithrosen.com/2019/01/26/how-to-develop-the-confidence-of-a-champion-in-120-seconds/) - Need more confidence? Do you let your successes and failures determine your self-worth? Do you make your confidence conditional based on the results you achieve? In 120 seconds, learn the secret to boosting your confidence and think like a champion - permanently, unconditionally, and never doubt yourself again. Here's how to make confidence a CHOICE.
- [Podcast: Live From Ego Or Your Higher Self: A Journey of Self-Discovery](https://keithrosen.com/2019/01/23/are-you-living-from-ego-or-your-higher-self-a-journey-of-self-discovery-and-personal-power/) - Do you know there are two components of our personality and psyche that battle for the drivers seat of our lives? The Ego, and the Higher Self. In this podcast, I discuss the differences, and how you can transform to live from a place of abundance and peace; and how by making this shift to
- [How Top Managers Coach Salespeople to Exceed Their Sales Goals](https://keithrosen.com/2019/01/12/how-top-managers-coach-salespeople-to-exceed-their-sales-goals/) - Sales quotas are set, but is there alignment, buy-in, and a bulletproof strategy to achieve them? Are you certain your sales team has the skills, fearless attitude and structure to thrive? Here’s the 7-step conversation managers struggle with that gets your salespeople confidently committed to their goals, strategy, and the coaching needed to ensure they
- [Winners Path Subscribers Only: Resource Section](https://keithrosen.com/2019/01/01/subscribers-only-3-free-chapters-of-sales-leadership/)
- [Planning for a Great New Year? Start with Self-Reflection Before Setting Goals](https://keithrosen.com/2018/12/30/planning-for-a-great-new-year-start-with-self-reflection-before-setting-goals/) - While the New Year is the most popular time for setting goals, most people set the wrong goals and never take time to celebrate their successes over the prior year. Before you begin your goal-setting mission, start with self-reflection. Otherwise, when do you acknowledge your wins and how much you've grown? Doing so will ensure
- [How to Harness Your Personal Power - Video](https://keithrosen.com/2018/12/22/how-to-harness-your-personal-power-video/) - It was the last day in the Audible studio recording my book, Sales Leadership. During a break, I received an email that I thought was worth sharing with you, especially as it relates to our personal power. What exactly is personal power and how do you harness it so it becomes the driving force to
- [How to Harness Your Personal Power - Podcast](https://keithrosen.com/2018/12/22/how-to-harness-your-personal-power/) - It was the last day in the Audible studio recording my book, Sales Leadership. During a break, I received an email that I thought was worth sharing with you, especially as it relates to our personal power. What exactly is personal power and how do you harness it so it becomes the driving force to
- [VIDEO: Coach Salespeople in 10 Minutes or Less Using 1 Question that Achieves Extraordinary Results](https://keithrosen.com/2018/12/14/video-coach-in-10-minutes-or-less-using-1-question-that-achieves-extraordinary-results/)
- [PODCAST: Coach Salespeople In 10 Minutes Using 1 Question To Achieve Extraordinary Results](https://keithrosen.com/2018/12/14/podcast-coach-salespeople-in-10-minutes-using-1-question-to-achieve-extraordinary-results/)
- [PODCAST: Three Questions That Hold People Accountable](https://keithrosen.com/2018/12/14/podcast-three-questions-that-hold-people-accountable/)
- [Sales Leadership- Pushing, Pulling Or Inspiring? Top Sales World Thought Leader Roundtable Discussion](https://keithrosen.com/2018/12/09/sales-leadership-pushing-pulling-or-inspiring-top-sales-world-thought-leader-roundtable-discussion/) - Join Jonathan Farrington, myself, and several other thought leaders as we discuss the current landscape of sales, sales management, and what it takes to crush your quota by creating a top-performing coaching culture and sales champions.
- [Podcast: The Status of Sales Leadership - Interview with Top Sales World](https://keithrosen.com/2018/11/29/podcast-keith-rosen-interview-with-jonathan-farrington-and-top-sales-world-on-sales-leadership/) - Jonathan Farrington, Founder of Top Sales World and renowned author interviews me on the unfortunate status of management and sales leadership today and why my book is the new standard for all sales leaders. WARNING: You'll need a strong stomach to digest these shocking statistics, as you learn why more salespeople will not hit quota
- [A Surprising Coffee Shop Coaching Moment](https://keithrosen.com/2018/11/18/a-surprising-coffee-shop-coaching-moment/) - If you seek out coaching moments, you'll certainly find them. However, recognizing them when presented to you in the unlikeliest of places is the greatest opportunity to make a surprisingly unexpected impact. Order, Sales Leadership and save 32% plus, get over $1,250 worth of sales leadership resources free! Already #1 on Amazon for Sales Leadership
- [Why Managers Can't Develop Sales Champions and Improve Performance](https://keithrosen.com/2018/11/10/why-managers-do-not-develop-sales-champions-and-improve-performance/) - 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
- [VIDEO: At Audible Studio Recording My Sales Leadership Audio book -Chapter One Summary](https://keithrosen.com/2018/11/08/video-at-audible-studio-recording-my-sales-leadership-audio-book-chapter-one-summary/) - Last day in the studio! Finished the Audible, Inc. audiobook of Sales Leadership and excited to share it with you. Thought you’d enjoy this video in the studio talking about my new book and Chapter One.
- [Coaching Is Easy If You Don't Over-Engineer It - Sales Leadership Video](https://keithrosen.com/2018/10/30/coaching-is-easy-if-you-dont-over-engineer-it-sales-leadership-video/) - Sometimes, it just takes one question to expose the coaching moment or developmental opportunity. So, why do managers have a tendency to over-engineer something that can be so very simple? Yes, coaching does not have to be difficult! I’ll show you why in this two minute video. Warning! I had fun with the effects when
- [Three Questions that Hold People 100% Accountable - Sales Leadership Coaching Video](https://keithrosen.com/2018/10/20/three-questions-that-hold-people-100-accountable-sales-leadership-coaching-video/) - FINALLY, THE SECRET TO HOLDING PEOPLE 100% ACCOUNTABLE! "How can I hold people accountable to their word, commitments & goals without confrontation or micromanaging them?" Order, Sales Leadership, save 32%, and get over $1,250 worth of sales leadership resources free! Plus, get my book, Own Your Day and save 70%. If you've ever struggled
- [Sales Leadership Video - Don't Take the "What If" Bait - Coach Them Instead](https://keithrosen.com/2018/10/15/sales-leadership-video-dont-take-the-what-if-bait-coach-them-instead/) -  Do you and your coworkers communicate from a place of scarcity and fear or abundance, goals and pleasure? If you've ever gotten pushback around change, here are two questions to ask that will prevent you from falling into the abyss of, "What If's." Order, Sales Leadership, save 32%, and get over $1,250 worth of
- [Winners Path Subscriber Resource Center](https://keithrosen.com/2018/10/04/sales-leadership-chapter-downloads/)
- [Video - How to Develop the Confidence of a Champion in Seconds](https://keithrosen.com/2018/10/04/video-how-to-develop-the-confidence-of-a-champion-in-seconds/) - BOOST YOUR CONFIDENCE IN SECONDS. NEED MORE CONFIDENCE? Do you let your successes and failures determine your self-worth? Do you make your confidence conditional based on the results you achieve? In 120 seconds, learn the secret to boosting your confidence and your success, permanently, unconditionally, and never doubt yourself again. Make confidence a CHOICE. Order,
- [Stop Closing People and Start Coaching Them - The Unplugged Video Series](https://keithrosen.com/2018/09/26/stop-closing-people-and-start-coaching-them-the-unplugged-video-series/) - ARE YOU COACHING OR CLOSING PEOPLE? When coaching salespeople or anyone in the workplace, this video covers one of the toxic coaching tactics to avoid. Order, Sales Leadership, save 32%, and get over $1,250 worth of sales leadership resources free! Plus, get my book, Own Your Day and save 70%. If you struggle to create
- [Coaching Simplified: The Only Three Gaps You'll Uncover and How to Coach Them](https://keithrosen.com/2018/09/16/coaching-simplified-the-only-three-gaps-youll-uncover-and-how-to-coach-them/) - If there's one thing managers have mastered, it's the ability to over-engineer even the simplest processes that would more efficiently attain results, in less time and without redundancies or complications. Coaching included. If you've ever struggled with how to move the coaching conversation forward after uncovering the Gap or coaching moment in a way that
- [INTERVIEW: New Book by Keith Rosen! Sales Leadership - A Tactical Playbook for Busy Leaders to Develop Top Performing Coaching Cultures](https://keithrosen.com/2018/09/05/interview-new-book-by-keith-rosen-sales-leadership-a-tactical-playbook-for-busy-leaders-to-develop-top-performing-coaching-cultures/) - I appreciate the opportunity to be featured on the cover, along with a great interview with Jonathan Farrington discussing my new book, Sales Leadership in the latest issue of Top Sales Magazine. I'm excited to get this book into your hands, so that all managers and salespeople can become exemplary sales leaders and trailblazing coaches
- [Lost Your Goals? How to Find Your Way Back to Now](https://keithrosen.com/2018/08/17/lost-your-goals-how-to-find-your-way-back-to-now/) - I'm not arguing the title is fairly ambiguous, if paradoxical. Therein lies the lesson. Do you have both eyes focused on achieving results and goals, or do you have your eyes in the present moment? What's going to lead to greater success? The answer may surprise you. Order SALES LEADERSHIP, named on of the top
- [Transforming Managers & Salespeople into Sales Leaders - Webcast Interview with Keith Rosen](https://keithrosen.com/2018/08/10/transforming-managers-salespeople-into-sales-leaders-webcast-interview-with-keith-rosen/) -  In this interview with Ken Lundin, Keith Rosen, MCC discusses his last book, Own Your Day, as well as his upcoming and highly anticipated book, Sales Leadership. Grab a notepad and be prepared to walk away with some solid strategies to live with intention not by reaction, hyper-accelerate productivity, create life balance to own
- [To Develop a Champion Sales Team, Change Starts with You](https://keithrosen.com/2018/08/03/if-you-want-a-champion-sales-team-change-starts-with-you/) - Are you modeling the behavior you want to see in others? What’s one thing you can do today that would support, impact and help others succeed, as you continue to transform into an extraordinary coach? Making your people more valuable starts with making yourself more valuable. Tapping into that personal power will always be your
- [Are You the The Carpenter of Your Life? Build Wisely](https://keithrosen.com/2018/08/01/are-you-the-the-carpenter-of-your-life-build-wisely/) - Who Built Your Life-House? We often build our lives in a distracted way; living from a place of reaction rather than intention. Here's a parable that illustrates how you can choose to respond to the events in your life in the most positive and productive way, and build the ideal home you want to live
- [To Improve Team Performance, Change Your Thinking First](https://keithrosen.com/2018/07/13/if-you-want-to-improve-team-performance-change-your-thinking-first/) - Every day, the stakes get higher when it comes to attracting and retaining more customers. And when sales dip, often, the first reaction from management is, "More training." Unfortunately, doing so can cause more damage and impede performance even more. That's because the solution isn't more training. Every positive
- [To Sell More - Ignore Your Sales Goals and Trust Your Process](https://keithrosen.com/2018/07/08/to-sell-more-ignore-your-sales-goals-and-trust-your-process/) - 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
- [The Buddha, The Angry Man and The Gift](https://keithrosen.com/2018/06/16/the-buddha-the-angry-man-and-the-gift/) - I don't lay claim to this parable, as it's been written and interpreted hundreds of different ways. Here's my version of this powerful life lesson about selflessness, giving, building your personal power, and how to protect it - especially in the face of toxic people and the energy thief who can rob it from you.
- [Stop Setting Goals and Start Creating Your Ideal Lifestyle - Part 2](https://keithrosen.com/2018/05/12/stop-setting-goals-and-start-creating-your-ideal-lifestyle-part-2/) - In Part 1, we uncovered why people fail to reach their goals and how to ensure your goals are aligned with your vision, values and priorities, not your shoulds. But, what if I told you to abandon your goals because you've already achieved them? Learn why, along with nine goal setting mistakes to avoid, the
- [You Didn't Fail Your Goal, Your Goal Failed You. How to Create the Perfect Goal - Part 1](https://keithrosen.com/2018/05/02/you-didnt-fail-your-goal-your-goal-failed-you-how-to-create-the-perfect-goal-part-1/) - Ever struggle to attain a goal? Do you experience resistance or a lack of fulfillment during the journey? Chances are, you're focused on the wrong goal, which will inevitably lead to failure and disappointment. Instead of focusing on what you think you want or should do, here's how to create value-based goals that align with
- [What a Receptionist Taught Me About the Secret of Life](https://keithrosen.com/2018/04/15/what-a-receptionist-taught-me-about-the-secret-of-life/) - As someone committed to lifelong learning, I embrace the lessons the universe teaches me. Some are more elusive than others, and most of the time, you don't see them coming, or the people who show up in your life that are your greatest teachers. Everything, and everyone are significant. Here's a powerful lesson about life
- [Salesforce Podcast - When to Fire Your Top Salesperson](https://keithrosen.com/2018/03/04/salesforce-podcast-when-to-fire-a-top-salesperson/) - Would you consider firing a top performer? Sure, you love that they're crushing their quota, but are you being held hostage by them to the point where they're causing more collateral damage than they’re worth? Listen to this Q & A interview I did with Salesforce based on one of my most popular articles and
- [Salesforce Podcast: How to Make Top Salespeople Great Managers](https://keithrosen.com/2018/02/17/salesforce-interview-how-to-make-top-salespeople-great-managers/) - 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
- [News 12 Interview - How to Build Your Personal Brand and Become Indispensable](https://keithrosen.com/2018/01/12/news-12-interview-how-to-build-your-personal-brand-and-become-indispensable/) - Back in 2009, I was interviewed on Channel 12 News during our last recession. The advice I gave then on building your personal brand, keeping your job and advancing in your career in the face of mounting competition was not only timely then, but applies to today's workforce. Here are several things you can do
- [Why I Don't Want You to Have a Happy New Year and How to Create Your Happiest Year](https://keithrosen.com/2018/01/01/why-i-dont-want-you-to-have-a-happy-new-year-and-how-to-create-your-happiest-year/) - I don’t want you to have a Happy New Year. Shocked to hear someone who's mission it is to help others create more joy, fulfillment and success in their lives say this? That's because what I do want for you is to Be Happy. Here's the truth about Having a Happy New Year and why
- [21 Things I'm Grateful For that Make my Life Perfect, Peaceful, Prosperous and Purposeful](https://keithrosen.com/2017/12/22/21-things-im-grateful-for-that-make-my-life-perfect-peaceful-prosperous-and-purposeful/) - I recently wrote a post asking people what they are grateful for. Then, I began answering this question myself. Three hours later, what I thought would be precise, turned into 2,000+ words of gratitude and the daily miracles that made me realize my life is perfect the way it is because life is the greatest
- [Podcast: How Top Salespeople Coach Customers to Succeed - Part 2](https://keithrosen.com/2017/12/09/podcast-how-top-salespeople-coach-customers-to-succeed-part-2/) - Great salespeople don't always do different things. They think and do things differently. In Part 2 of this series, here's a podcast interview I did with Ash Seddeek. Listen here to my podcast on the evolution of the salesperson - The Selling Coach and how the next generation of top salespeople are coaching their customers
- [Stop Selling - Start Coaching: Top Salespeople Coach Customers to Succeed - Part 1](https://keithrosen.com/2017/11/20/the-selling-coach-the-evolution-of-the-salesperson-to-coach-customers-to-succeed-part-1/) - 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 a Selling Coach. To become a sales champion, attain market dominance and outsell your competition, becoming a Consultative Sales Coach enables
- [How to Eliminate Company Silos, Repair Relationships and Build an Awesome Brand](https://keithrosen.com/2017/11/11/how-to-build-an-awesome-personal-brand-so-everyone-loves-you/) - Butting heads with some people, co-workers or clients you can't stand working with? Stressed and frustrated because they prevent you from getting your job done rather than help? This stagnates growth, productivity and revenue. There's no reason to tolerate toxic relationships when all it takes is a conversation to repair and reinvent it. Here's how
- [How to Increase Customer Retention, Lifetime Value and Reduce Your Cost Per Sale](https://keithrosen.com/2017/10/13/how-to-increase-customer-retention-lifetime-value-and-reduce-your-cost-per-sale/) - If delivering exemplary customer service is a cornerstone to building your business, revenue, referrals and client retention, then why do most companies invest more time on customer acquisition instead of retention, fail at meeting customer expectations and ultimately lose business to competitors? Here's your strategy to avoid time-consuming customer service issues and selling stress, while
- [20 Questions that Turn Cold Prospects Into Loyal Customers](https://keithrosen.com/2017/09/09/20-questions-that-turn-cold-prospects-into-loyal-customers/) - 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. Get
- [10 Ways to Become a Masterful Listener, Communication Titan and Elite Leader - Part Three](https://keithrosen.com/2017/08/02/10-ways-to-become-a-masterful-listener-communication-titan-and-elite-leader-part-three/) - Proactive listening has proven to be the conduit to greater success. So, how do you actually become a better listener? Here are 10 proven strategies to implement today that will make you a masterful listener, communication titan, sales champion and transformational leader. (Have you experienced the evolution of sales and executive coaching and personal transformation?
- [14 Listening Mistakes that Kill Productivity, Sabotage Coaching and Lose Sales - Part Two](https://keithrosen.com/2017/07/20/14-listening-mistakes-that-kill-productivity-sabotage-coaching-and-lose-sales-part-two/) - Think you're a masterful listener? While you may demonstrate sparkles of listening brilliance at times, it's important to be mindful of the common traps to avoid that will sabotage your communication, relationships and results. In Part one of this three part series on proactive listening, I poured the foundation of what it means to be
- [How Proactive Listeners Sell More, Coach Better and Win Big - Part One](https://keithrosen.com/2017/07/08/how-proactive-listeners-sell-more-coach-better-and-win-big-part-1/) - Authentic, clear, collaborative communication is the conduit to greater success. Yet, if we know listening improves relationships, trust and results, then why are most problems and breakdowns attributed to poor, ineffective listening? Here's how proactive listening can accelerate success and just maybe, even solve world peace. Except from one of Keith's future books and his
- [How to Manage Toxic People and Bad Attitudes](https://keithrosen.com/2017/06/24/how-to-manage-toxic-people-and-bad-attitudes/) - Have you ever had to work with someone whose negative and difficult personality impacted productivity and caused additional stress? Here's a strategy to turnaround destructive behavior and a caustic attitude to make a toxic person a model employee. Have you ever found yourself in this situation? "Their negativity rubs off on the rest of the
- [How to Eliminate Corporate Silos, Repair Trust and Build Exceptional Relationships](https://keithrosen.com/2017/05/29/shoot-the-messenger-how-to-eliminate-corporate-silos-repair-trust-and-build-exceptional-relationships/) - 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
- [17 Questions that Inspire Collaborative, Worthwhile Meetings](https://keithrosen.com/2017/05/27/17-questions-that-inspire-collaborative-worthwhile-meetings/) - 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.
- [If It's Hit the Fan, Managers Aren’t Coaching but Are Losing Sales](https://keithrosen.com/2017/04/23/if-its-hit-the-fan-managers-arent-coaching-but-are-losing-sales/) - Every manager has resolved a problem or closed a deal for someone, just to save the day. While they love you for doing this, it also comes at a great cost. Here’s how to resign from the time consuming role of super-salesperson and eliminate the messy problems that plague your Metropolis once it's hit the
- [Are You as Great as You Think You Are or Blinded by Bravado?](https://keithrosen.com/2017/04/08/are-you-as-great-as-you-think-you-are-or-blinded-by-bravado/) - Squirrels search for the nuts they planted in the fall, and eventually stumble upon the ones they buried. For salespeople, when the leads are pouring in, they may stumble upon a sale but it doesn’t mean the salesperson or their manager are as good as they think they are. It was about 6am on a
- [Podcast: Own Your Day - Igniting Personal and Team Productivity](https://keithrosen.com/2017/03/11/own-your-day-podcast-igniting-personal-and-team-productivity/) - Are you living with intention or reaction? Wish you had more balance in your life? In this interview, Keith Rosen shares how you can ignite personal productivity, honor your values and create an extraordinary life. NOTE: We've revived this podcast! Click here to listen. Traditional time management strategies fail to help people thrive. If
- [5 Steps to Eliminate Stress, Pressure & Problems to Create Your Ideal Life](https://keithrosen.com/2017/02/19/5-steps-to-eliminate-stress-pressure-problems-to-create-your-ideal-life/) - Do you ever find it difficult to get out of bed in the morning? It's not just due to exhaustion. There are things you're putting up with in your life and career that's causing stress and costing you time, money and energy. And the irony is, we're choosing to do so. Here's how to create
- [The Power of Why - A King’s Fable and Lesson in Leadership](https://keithrosen.com/2017/02/05/the-power-of-why-a-kings-fable-and-lesson-in-leadership/) - 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,
- [Introducing Coachquest! The Evolution of Personal and Organizational Transformation](https://keithrosen.com/2017/02/01/introducing-coachquest-the-evolution-of-personal-and-organizational-transformation/) - Thirty years ago, a college grad came up with an idea to create a new profession exclusively to help sales leaders, salespeople, and all people managers thrive in their careers and lives. I called it, “Executive Sales Coaching.” Here's the next chapter. Thirty years later, I’m privileged to have had the opportunity to transform over
- [7 Steps to Ensure Your Salespeople Hit Their Goals This Year](https://keithrosen.com/2017/01/16/7-steps-to-ensure-your-salespeople-hit-their-goals-this-year/) - Your salespeople may have their goals, but is there alignment, buy-in, self-accountability and clarity around their goals? Are you 100% confident that your sales team possesses the skills, attitude, knowledge, commitment, coachability and strategy needed to achieve them? Here's the conversation that creates this. This isn’t just about setting the right goals. It’s about the
- [10 Ways to Create a Perfectly Happy, Stress-Free Life](https://keithrosen.com/2016/12/23/happy-stress-free-holiday-and-life/) - The holiday season is meant to be a season of gratitude and celebration, not a season of stress or depression. That’s why my gift to you is perspective and acceptance. Here are ten ways to create more joy and less stress during the holidays, and in your life; and why your life is already perfect
- [So, You Want To Be A Manager? A Coaching Conversation](https://keithrosen.com/2016/11/30/so-you-want-to-be-a-manager/) - Ever been approached by someone looking but not ready for a promotion into management? Here's a five step process on how to facilitate this conversation to ensure people distinguish fact from fiction and know exactly what they're signing up for. Have you ever had one of your direct reports, often the ones that were closest
- [Need Some Meeting Mojo? Let Your Team Make Meetings Great - Part 2](https://keithrosen.com/2016/11/13/your-meetings-still-suck-but-your-team-can-make-them-great-part-2/) - To make meetings more productive so they're less of a monologue and more of a dialogue, facilitate meetings through others to drive innovation and growth. Here are 5 steps to get your team to run constructive, engaging meetings. Reinvigorating the Redundant Meeting Managers, as well as many other people who have to get in front
- [Your Meetings Suck: How Managers Facilitate Influential, Productive Meetings - Part 1](https://keithrosen.com/2016/10/16/your-meetings-suck-how-managers-facilitate-influential-productive-meetings-part-1/) - 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
- [What Does it Really Mean to Help People Out?](https://keithrosen.com/2016/07/17/what-does-it-really-mean-to-help-people-out/) - Many managers want to help people out and believe that means doing the work for them. The truth is, helping people out means having your people do it themselves. What does it really mean to help people out? There is a common misconception amongst managers regarding what it means to help and support people. While
- [How to Become a Sales Champion (Interview with Keith Rosen)](https://keithrosen.com/2016/06/25/how-to-become-a-sales-champion-interview-with-keith-rosen/) - Is sales the right career path for you? What are the most common mistakes sales managers make? What qualities make the best closers stand out? Learn the answers to these questions and more. Last week, I was interviewed at Bitrix24 by Yana Prokopets, their Social Media and Marketing Manager. With almost 4 millions users worldwide,
- [LinkedOut - How to Teach Millennials the Right Way to Prospect](https://keithrosen.com/2016/06/12/linkedout-how-to-teach-millennials-the-right-way-to-prospect/) - 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
- [When to Fire Your Top Salesperson](https://keithrosen.com/2016/05/22/when-to-fire-your-top-salesperson/) - 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. Get notified when it's published.) The holy grail for leadership is to develop a team of self-motivated, highly accountable, top performers. But if you ask
- [This Salesperson Turned Down a $5,000.00 Bonus - How to Create Incentives that Motivate](https://keithrosen.com/2016/04/10/why-your-incentive-programs-fail-and-the-secret-to-incentive-success/) - Have you noticed how most of your incentive programs are typically won by your top performers? Here’s how you can change that. Learn to create programs that motivate the rest of your team to win as well. (Excerpt from Keith’s upcoming book, Coachquest.) During a leadership program I was facilitating in Milan, Italy, we were
- [Eradicate Assumptions to Reinvent Strong, Trusting Team Relationships](https://keithrosen.com/2016/02/14/eradicate-assumptions-to-reinvent-strong-trusting-team-relationships/) - Learn how to eradicate the judgment you place on others by challenging the way you brand your people and the costly assumptions you make about them. Stop Branding Your People - Part 4 (Excerpt from Keith’s upcoming book, Coachquest.) In the spirit of believing that you've ‘tried everything,’ take a look at the following coaching
- [When You Judge Others, You Are Also Judging Yourself](https://keithrosen.com/2016/02/06/when-you-judge-others-you-are-also-judging-yourself/) - When you pass judgment and brand other people, consider how this affects your personal brand, reputation and how you are known. Stop Branding Your People - Part 3 (Excerpt from Keith’s upcoming book, Coachquest.) Here’s a quick recap from Part 2 in the series. The judgments you make of others, often based on past experiences,
- [Announcing Live Coaching Broadcasts and an Exclusive, New LinkedIn Group](https://keithrosen.com/2016/01/31/announcing-live-coaching-broadcasts-and-an-exclusive-new-linkedin-group/) - This announcement represents so much more than just the beginning of another project for me. This comes from a deeply personal and heartfelt place. I'm launching and will be curating a new LinkedIn group exclusively for managers and executives who are on a quest to become elite, transformational leaders and coaches. Beginning this week, each
- [6 Steps to Ensure Your Salespeople Hit Their Goals in 2016](https://keithrosen.com/2016/01/24/6-steps-to-ensure-your-salespeople-hit-their-goals-in-2016/) - 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
- [22 Toxic Ways We Set Our People Up to Fail](https://keithrosen.com/2015/10/17/22-toxic-ways-we-set-our-people-up-to-fail/) - The growth and success of your team begins with you, and more specifically, the perception you have of each individual on your team—who you think they are and who you need them to be. Stop Branding Your People - Part 2 (Excerpt from Keith’s upcoming book, Coachquest.) In Part 1 of this series, Stop Branding
- [Stop Branding Your People (Part 1)](https://keithrosen.com/2015/10/04/stop-branding-your-people-part-1/) - Do you ever label people based upon your experience with them? That's exactly what this group of managers did, without realizing the consequence of doing so. Excerpt from Keith’s upcoming book, Coachquest. It was the morning of the sales leadership coaching program I was delivering in Santiago, Chile for one of the world's largest global
- [The Best Coaching Question Ever](https://keithrosen.com/2015/09/13/the-best-coaching-question-ever-2/) - Using this one strategy can mean the difference between developing a mediocre team of dependent, transactional order-takers or a team of accountable, top performing champions. It’s all how you choose to communicate - in less than one minute. If you have time to give answers then you have time to coach. Excerpt from Keith's award-winning
- [8 Reasons Why Hot Yoga Will Make You an Exceptional Leader](https://keithrosen.com/2015/07/27/8-reasons-why-hot-yoga-will-make-you-an-exceptional-leader/) - Learn how a philosophy to achieve incredible mental, physical and spiritual strength, harmony and well-being that’s more than five thousand years old can help you become an elite, transformational leader. I was bored. Not with life, or my career and certainly not with my family or clients, but with my routine. More specifically—my fitness routine.
- [Own Your Day - How to Manage the Expected Interruption](https://keithrosen.com/2015/06/28/own-your-day-how-to-manage-the-expected-interruption/) - Are you constantly being interrupted due to the nature and demands of your position? Your co-workers and customers aren’t going anywhere. Here’s how to best manage their demands. Excerpt from Keith Rosen's upcoming book, Own Your Day. Interruptions are a part of our day. Whether they take the form of an impromptu meeting, a client
- [Can't Change Your Company's Culture? Create a Leadership Subculture Instead](https://keithrosen.com/2015/05/31/cant-change-your-companys-culture-create-a-leadership-subculture-instead/) - Many managers who try to initiate positive change in their company wind up feeling dejected, demoralized, and disheartened. Rather than trying to change your company's culture in the short term, create a subculture instead. Here's how. Excerpt from Keith Rosen’s upcoming book, Coachquest. I'm a lover of words, taxonomy, and semantics. Call it an occupational
- [Peer-to-Peer Coaching: Your New Secret Weapon](https://keithrosen.com/2015/05/07/peer-to-peer-coaching-your-new-secret-weapon/) - Discover how to avoid slipping back into unproductive habits, drive adoption, and sustain positive change after any leadership training event is over. (Excerpt from Keith Rosen's upcoming book Coachquest) During any coaching workshop I facilitate, the managers who care the most and who are truly coachable—the ones who take responsibility for creating coaching cultures in
- [Do You Handle Conflict Like a Rhinoceros or an Ostrich?](https://keithrosen.com/2015/04/14/do-you-handle-conflict-like-a-rhinoceros-or-an-ostrich/) - Here's how to become a powerful, executive level communicator and eliminate confrontation—permanently. “I want to work on improving my communication, especially with my peers, boss, sales team, and my customers. I find it challenging to talk with some people or have those difficult conversations, based on their personality or my experience with them.” An insightful
- [Coach to Win, Not to Fix](https://keithrosen.com/2015/03/29/coach-to-win-not-to-fix/) - Today’s managers struggle to build their people’s morale, confidence, and trust. Find out what you can do to truly empower, rather than demoralize your team—no matter how toxic things may be. I love asking managers to list all the critical conversations they need to have throughout their careers. Their list of responses are always relevant,
- [6 Steps to Ensuring Your Salespeople Hit Their Goals in 2015](https://keithrosen.com/2015/02/15/6-steps-to-ensuring-your-salespeople-hit-their-goals-in-2015/) - Your salespeople may have their goals for the year, but are they open to having you coach them to success and being fully accountable for their results? This article isn’t about setting goals. It’s about the conversation that often goes overlooked which will determine whether or not that salesperson is truly positioned for success. It’s
- [Lost Sales and the Bottleneck Boss](https://keithrosen.com/2015/01/11/lost-sales-and-the-bottleneck-boss/) - In the time it takes you to read this article, your sales manager may have caused the death of a sale. Here's how to avoid it. When your direct reports approach you with a question or problem, the easiest, most visceral reaction and path of least resistance is to leverage your experience and provide what
- [How to Make the Right Hiring Decision Every Time](https://keithrosen.com/2014/12/21/how-to-make-the-right-hiring-decision-every-time/) - Costly hiring decisions that are doomed from the start can easily be avoided if you simply make the choice to do so. Firing someone is never easy. Even when it’s glaringly apparent that it’s the right choice, I’ve never met a manager who likes letting someone go. Sales managers often wait until the very last
- [This Manager Found a Top Salesperson Using This Email Simulation](https://keithrosen.com/2014/12/14/this-manager-found-a-top-salesperson-using-this-email-simulation/) - How often do you and your salespeople use email throughout your sales process? Learn how to avoid hiring salespeople with the writing acumen of a five-year-old. The day starts like any other day. You open your inbox to check your emails. Maybe it's from your boss or from the CEO of the company. Maybe it's
- [Honoring the Great Zig Ziglar](https://keithrosen.com/2014/11/30/honoring-the-great-zig-ziglar-2/) - It's been 2 years since the passing of Zig Ziglar, but his message continues to be a timeless reminder of what it means to be extraordinary. When Zig died two years ago, the world suffered a great loss - and I lost a mentor, a role model and a friend. It was a privilege and
- [The Secret to Being Happy at Work and Home](https://keithrosen.com/2014/11/16/the-secret-to-being-happy-at-work-and-home/) - Stressing over results is ruining your life. Do this instead. A Flawed Model for Success and Happiness "Once I make my quota, hit my number, close that sale, get that promotion, help that customer, have more money, solve that problem, THEN I'll be really happy, satisfied and will finally feel successful!" Here's a teaspoon of
- [9 Questions Managers Ask That Kill Sales](https://keithrosen.com/2014/11/04/9-questions-managers-ask-that-kill-sales/) - If most managers have the best of intentions when supporting their salespeople, then why do they keep asking them questions that result in lost sales? Do You Emphasize Results Over People? It’s not uncommon to hear that companies are developing KPI's and measurable objectives around coaching. While encouraging, sadly, it is doomed from the start
- [Your Company Just Blacklisted Coaching](https://keithrosen.com/2014/10/06/your-company-just-blacklisted-coaching/) - If your first experience playing golf included getting hit by lightning during a passing storm, you may be a bit hesitant to get back on the course. Not that coaching feels like getting hit by lightning. Then again, depending upon the coach, I guess it could! That’s why the coaching relationship has to be built
- [Coaching Salespeople to Win More Sales! Salesforce.com Live Webcast Recording](https://keithrosen.com/2014/09/21/coaching-salespeople-to-win-more-sales-salesforce-com-live-webcast-recording/) - What are the best-in-class sales leaders doing to better engage their team and win more sales? Watch this webcast with Keith Rosen and Jason Jordan as they discuss leadership best practices, the language of leadership and the role technology plays in building a bench of champions. Plus, a special announcement that every manager needs to
- [[Video] Resign Today as Chief Problem Solver](https://keithrosen.com/2014/08/23/video-resign-today-as-chief-problem-solver/) - We're always being encouraged not to quit. But not today. There's one role I'd encourage you to walk away from right now. Your role as Chief Problem Solver and Decision Maker. Enhanced Video Transcript: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700
- [Profit Builders Named Top 20 Sales Training & Coaching Company for 4th Consecutive Year](https://keithrosen.com/2014/07/14/profit-builders-named-top-20-sales-training-coaching-company-for-4th-consecutive-year/) - Selling Power Features Keith Rosen's company, Profit Builders on the 2014 Top 20 Sales Training Companies List. Profit Builders is honored to announce that on June 18, 2014 they were included on the 2014 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams.
- [[Video] CRMs Need Data - People Need Coaching](https://keithrosen.com/2014/07/13/video-crms-need-data-people-need-coaching/) - Do you really know the difference between your superstars and your underperformers? They received the same training and support. When you look at the reports, CRM and activity, it appears they're all doing the same thing; so where's the disconnect? Identifying the unique, developmental opportunities for each of your directs requires a human touch and
- [[Video] Positive Change Starts with You](https://keithrosen.com/2014/06/29/positive-change-starts-with-you/) - Why does sales training fail? Why don’t people make the changes they need to become more successful? The fact is, sales training doesn't create champions. Leaders do. It’s the coaching and reinforcement from the manager that makes any sales training stick. So, if you want to build a team of top performers, first make your
- [Your Sales Culture is Killing You - Part 7 (Coach Up! - The eBook)](https://keithrosen.com/2014/06/01/your-sales-culture-is-killing-you-part-7-coach-up-the-ebook/) - "If my boss only cares about results, I can't coach my team without his support. All he wants to know is that we're hitting our sales targets." Enough already. Let's all agree to stop the excuses and instead, coach our boss to coach us. To fully leverage your personal power, it's time to learn how
- [Your Sales Culture is Killing You - Part 6 (The Illusion of Control)](https://keithrosen.com/2014/05/11/your-sales-culture-is-killing-you-part-6-the-illusion-of-control/) - Managers and salespeople claim how they're always creating solutions for other people when in fact, they're just trying to control the outcome. Trying too hard to control the outcome actually prevents you from achieving the results you want. Here's why. What is your relationship with control? An interesting question. I'm going to go on a
- [Your Sales Culture Is Killing You - Part 5 (Either Hit Your Sales Targets - Or Else!)](https://keithrosen.com/2014/04/09/your-sales-culture-is-killing-you-part-5-either-hit-your-sales-targets-or-else/) - I was saddened to hear about a client who had to take a sabbatical from her management position because of too much stress. This 5th installment of "Your Sales Culture Is Killing You" exposes another great nemesis and the downfall of absolute thinking. A key stakeholder for one of my recently delivered leadership programs was
- [Your Sales Culture Is Killing You - Part 4 (Is Your Boss Annoying?)](https://keithrosen.com/2014/03/31/your-sales-culture-is-killing-you-part-4-is-your-boss-annoying/) - For many, the thought of detaching from the outcome seems impossible. Still, managers must be mindful of performance expectations while simultaneously listening to and respecting other people's opinions. So, how do you continually push for results without being annoying? Here's a strategy to defuse your frustration and keep your emotional reactions at bay. "Forget about
- [Your Sales Culture Is Killing You - Part 3 (The Funeral)](https://keithrosen.com/2014/03/23/your-sales-culture-is-killing-you-part-3-the-funeral/) - In part three of my series, "Your Sales Culture Is Killing You," I may have taken this to a literal extreme, as I discuss something that affects each human being on this planet; death. So, what does death have to do with sales and sales leadership? Everything. With the insatiable drive to achieve aggressive results
- [Your Sales Culture Is Killing You - Part 2 (Become Process Driven)](https://keithrosen.com/2014/03/16/your-sales-culture-is-killing-you-part-2/) - My last post kicked off a six-part series entitled, "Your Sales Culture Is Killing You." For example, in every conversation, when managers become too attached to the result or their own agenda, it erodes trust and sabotages people's potential. That's why it's so critical to become a Process Driven Thinker. The Inner Game of Coaching
- [Your Sales Culture Is Killing You - Part 1 (Detach from the Outcome)](https://keithrosen.com/2014/03/09/your-sales-culture-is-killing-you-part-1/) - What prevents you from selling more and co-creating new possibilities for your customers and direct reports? What's the leading cause of frustration and emotional reactions which also erodes trust, gets in the way of asking better questions and prevents you from being more curious? If you want to boost your sales volume and develop champions,
- [The Secret to Prospecting Success - Don't Sell](https://keithrosen.com/2014/02/23/the-secret-to-prospecting-success-dont-sell/) - 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
- [Live Video Interview With Keith Rosen at Dreamforce 2013](https://keithrosen.com/2014/02/15/live-video-interview-with-keith-rosen-at-dreamforce-2013/) - Nick Stein, Senior Director of Marketing at Salesforce.com, speaks with Keith Rosen at Dreamforce 2013 in San Francisco about his work training managers around the world to become world class coaches, the global challenges managers are faced with and how to eliminate them. In this video interview, Keith answers the following questions: Your book, Coaching
- [What You Sell Is NOT a Commodity! (A Laxative for Pipeline Constipation)](https://keithrosen.com/2014/02/09/what-you-sell-is-not-a-commodity-a-laxative-for-pipeline-constipation/) - How often do you feel you lose a sale to your competition because of price or budget? What if your belief around your product is actually creating the very objections you hear, which are sabotaging your sales? If you think your product is a commodity, think again. Here’s an opportunity for you to reinvent and
- [Ego Management and the Accountability Thief](https://keithrosen.com/2014/02/02/ego-management-and-the-accountability-thief/) - As a manager, are you too nice? Is that even possible? It is, especially if you’re unwilling to hold people accountable out of the fear that they won’t like you if you do. Discover the problems you create when you’re too nice of a manager. In a recent post, I wrote, “Coaching My Team is
- [Overcoming Cold Calling Reluctance Permanently](https://keithrosen.com/2014/01/26/overcoming-cold-calling-reluctance-permanently/) - Every company needs to have an effective and comprehensive system that consistently generates a healthy pipeline of prospects and customers to reach your sales goals. However, when it comes to prospecting and more specifically; cold calling, all of your efforts will be futile if you don’t make this critical shift in your thinking that will
- [Coaching My Team Is Harder Than I Thought! (A Coach-the-Coach Conversation)](https://keithrosen.com/2014/01/19/coaching-my-team-is-harder-than-i-thought-a-coach-the-coach-conversation/) - One of my subscribers emailed me with the following challenges and questions after reading one of my newsletters. Perhaps you have encountered similar challenges around being fully present and suspending your own agenda when trying to effectively transition from manager to coach in order to boost team performance. This is also a great example of
- [Don't Let Good Intentions Sabotage Your Sales Team](https://keithrosen.com/2013/12/08/dont-let-good-intentions-sabotage-your-sales-team/) - Have you ever felt like you want more for people than they want for themselves? Sometimes we want so much for others to be happy, successful, and satisfied that we instill our own agenda into the coaching process. Align the potential you see in others with their personal goals or risk pushing your consistent performers
- [A Letter of Thanksgiving](https://keithrosen.com/2013/11/27/a-letter-of-thanksgiving/) - My dear friends, In the spirit of Thanksgiving, I wanted to share with you a very personal and special experience I had a few years ago with my family. So, rather than send you my typical Sunday newsletter, I thought this was important and timely enough to share with
- [12 Questions to Assess Your Coaching Effectiveness](https://keithrosen.com/2013/11/25/12-questions-to-assess-your-coaching-effectiveness/) - To self-assess your coaching acumen, it’s essential for every manager to look in the mirror and be honest about where you stand in your evolutionary journey to becoming a world class coach. Use these 12 questions to help determine how effective your coaching really is. Until companies truly make coaching as much of a priority
- [9 Steps to Kicking Fear in the Teeth & Making it Your Ally](https://keithrosen.com/2013/11/16/9-steps-to-kicking-fear-in-the-teeth-making-it-your-ally/) - While often considered our greatest nemesis that prevents us from achieving more, what if fear became your greatest teacher that could make you unstoppable? Here's a nine-step process to use every day in order to eradicate the old programming you have around fear and transform it from being your adversary to your most powerful ally.
- [[Video] Get Comfortable with Being Uncomfortable](https://keithrosen.com/2013/11/10/get-comfortable-with-being-uncomfortable/) - We all want to experience greater success in our lives. Yet, we also tend to avoid engaging in the activities that make us feel uncomfortable, even if we know they serve us best. Discover why embracing, rather than resisting this feeling of discomfort is the key to accelerating personal growth and breakthrough results. Enhanced Video
- [[Video] Your Product Is YOU!](https://keithrosen.com/2013/11/02/video-your-product-is-you/) - 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
- [The Secret to Overcoming Objections: Don't](https://keithrosen.com/2013/10/26/the-secret-to-overcoming-objections-dont/) - Here’s a little known secret that the top salespeople are aware of. They never have to “close” a sale. What if you never had to worry about sounding like you were pushing, closing or forcing someone to buy from you? [blockquote sign=""]"Just Sell Value." - What does that even mean?[/blockquote] The alternative approach that I’m
- [Profit Builders Named a Top 20 Training Company for 2013](https://keithrosen.com/2013/10/24/profit-builders-named-a-top-20-training-company-for-2013/) - Keith Rosen's company, Profit Builders, was named one of Selling Power's Top 20 Training Companies for 2013. Feedback from each company's clients played a much greater role in this year's selection process than in previous years. The five criteria used for selection on the list were: 1) depth and breadth of training offered, 2) innovative
- [How to Beat Your Real Competition...Yourself](https://keithrosen.com/2013/10/23/how-to-beat-your-real-competition-yourself-selling/) - At some point, I hear from practically every person I've ever worked with about the competition in their market. Companies spend so much time trying to outsell, outwit and out price their competition without realizing who their greatest competitor truly is. As such, they focus all of their energy on trying to beat out the
- [9 Principles of Effortlessly Effective Networking](https://keithrosen.com/2013/10/20/9-principles-of-effortlessly-effective-networking/) - Professional networking functions provide access to qualified prospects—fast. However, when attending an event, are you the wallflower sitting in the corner, waiting for someone to approach you or do you have a networking strategy in place that gives you the confidence and ability to leave with a stack of business cards from prospects that are
- [[Video] Motivating People Through Specific, Supportive Praise](https://keithrosen.com/2013/10/18/video-motivating-people-through-specific-supportive-praise/) - Learn to be unconditional, supportive and specific with the praise you give your salespeople to reinforce best-practices in order to build a strong bench of champions. Get notified each time a new 60-Second Sales Coach video is released. Video Transcript When it comes to acknowledging your people, be as specific and measurable as you can
- [Are You a Selfish Salesperson? It's Not About You](https://keithrosen.com/2013/10/14/are-you-a-selfish-salesperson-its-not-about-you/) - My cold calling book was released almost 10 years ago, yet the lessons around developing a healthy mindset when selling are just as relevant and critical today when it comes to determining how successful a salesperson you can be. Whether I'm training a group of sales managers or providing individual sales coaching to a frontline
- [Getting the Most Out of Your Selling & Coaching Efforts](https://keithrosen.com/2013/10/06/getting-the-most-out-of-your-selling-coaching-efforts/) - Look up any recent study on coaching and you'll see the measurable benefits companies can realize when managers effectively and consistently coach their team. However, if you’ve never experienced great coaching firsthand, then how would you know what it feels like or how to coach effectively? Use this formula for coaching success and assess your
- [[Video] Develop Your Own Style of Coaching](https://keithrosen.com/2013/10/04/video-develop-your-own-style-of-coaching/) - Developing your own coaching style doesn’t happen immediately. Once you have a benchmark of best practices, it’s time to allow your gifts, personality and natural talents to radiate through the coaching you deliver, as you transform from manager to coach. Get notified each time a new 60-Second Sales Coach video is released. Enhanced Video Transcript
- [Are You a Sales Leader or a Glorified Super Seller? Why Managers Don't Coach](https://keithrosen.com/2013/09/29/are-you-a-sales-manager-or-an-again-super-salesperson/) - While many managers are conceptually aware of best leadership practices, they often fail at coaching their sales teams. Instead, they have a ‘management relapse’ and revert back to becoming a super salesperson for their team. Discover why it’s such a challenge for managers to make the long term, fundamental shift from salesperson to sales coach
- [[Video] Authentic Leadership - Walk the Talk or Live the Lie](https://keithrosen.com/2013/09/27/authentic-leadership-walk-the-talk/) - Are you setting your team up to thrive or simply survive? Discover how important the words you speak and behavior you display are to the success of your team. After all, avalanches roll downhill. Get notified each time a new 60-Second Sales Coach video is released. Video Transcript The most effective way to teach others,
- [The Real Cause of a Lost Sale May Be All in Your Imagination](https://keithrosen.com/2013/09/22/the-real-cause-of-a-lost-sale-may-be-all-in-your-imagination/) - Think of the objections you hear that prevent you from closing sales. Are you hearing these reasons directly from your prospects & customers or is it all in your imagination? Discover the leading cause of lost sales, pipeline constipation, missed sales targets and forecast inaccuracy. Whether it's around your sales efforts, during a conversation with
- [[Video] Can You Want Too Much for Your Salespeople?](https://keithrosen.com/2013/09/20/video-can-you-want-too-much-for-your-salespeople/) - Have you ever felt like you want more for people than they want for themselves? Align the potential you see in others with their personal goals or risk pushing your consistent performers out the door. Get notified each time a new 60-Second Sales Coach video is released. Enhanced Video Transcript Sometimes a coach wants so
- [5 More Strategies to Ensure Coaching Success](https://keithrosen.com/2013/09/15/5-more-strategies-to-ensure-coaching-success/) - Implementing an effective coaching program in your organization is your new competitive edge that will determine whether you win or lose in today's highly competitive market. Last week I shared 5 Powerful Strategies to Ensure Coaching Success with subscribers of my weekly newsletter. Due to the high volume of responses and feedback I received, it's
- [[Video] Communicate from Abundance to Accelerate Performance](https://keithrosen.com/2013/09/12/video-communicating-from-a-position-of-abundance/) - Every manager wants highly motivated players on their team that consistently achieve their business objectives. Learn why communicating from abundance accelerates individual performance and builds trust in every conversation. Get notified each time a new 60-Second Sales Coach video is released. Complete Video Transcript The following statements imply fear and consequence when trying to motivate
- [5 Powerful Strategies to Ensure Coaching Success](https://keithrosen.com/2013/09/08/5-powerful-opportunities-to-ensure-coaching-success/) - For any coaching initiative to be effective and long-lasting within your organization, there are important obstacles that managers and internal sales coaches need to overcome. Here are five specific strategies to help ensure coaching success. “I’ve tried coaching my team. It didn’t work.” Really? Was it the coaching that didn’t work, the coachee, the sales
- [Take Notes At Your Own Risk](https://keithrosen.com/2013/08/31/take-notes-at-your-own-risk/) - Ever take notes during a meeting? How about when you're with a customer or coaching someone? If not managed correctly, the act of taking notes can erode trust and distract you from what really matters. A few days ago I received an email from a Director of Sales Development with a great question. After reading
- [[Video] Managers - Stop Oiling the Squeaky Wheel](https://keithrosen.com/2013/08/29/video-managers-stop-oiling-the-squeaky-wheel/) - Are underperformers and toxic people sucking the life out of you? Do you feel compelled to invest your time and energy in trying to 'fix' these needy people? If so, you're rewarding the wrong people for their efforts. Get notified each time a new 60-Second Sales Coach video is released. Complete Video Transcript Many managers
- [Are You Tough Enough for Vulnerability Based Leadership?](https://keithrosen.com/2013/08/24/are-you-tough-enough-for-vulnerability-based-leadership/) - What does it take to be truly authentic? How would your life and career change if you became fearless? Vulnerability is the path to becoming invincible. Discover how you can become more powerful than you could ever imagine. Whether at work or at home, becoming a more powerful leader than you ever imagined will not
- [The REAL Truth: Uncovering and Defusing the Right Objections](https://keithrosen.com/2013/08/18/the-real-truth-uncovering-and-defusing-the-right-objections/) - When talking with someone, did you ever get the feeling that they were not being 100 percent honest and upfront with you? Here's a good way to respond. While many people have felt this way, whether it's a business owner, manager, parent, co-worker, coach or consultant, I'm often told that they really don't know how
- [10 Sales Goals Worth Setting Today](https://keithrosen.com/2013/08/13/10-sales-goals-worth-setting-today/) - If it's ever been a struggle to create what you want most when setting sales goals, your goals and the strategy to achieve them may not be serving you best. With the dramatic changes in our economy and in our society, it's no wonder that many of us are asking ourselves, "Now what do I
- [[Video] A Universal Management Coaching Framework](https://keithrosen.com/2013/08/08/video-a-universal-management-coaching-framework/) - Every manager needs a coaching framework in order to consistently coach effectively. Adopt this 3 word, 3 step coaching framework today that works in any situation. Get notified each time a new 60-Second Sales Coach video is released. Complete Video Transcript Every manager needs a coaching framework in order to consistently coach effectively. While I
- [Are You Selling the Wrong Product?](https://keithrosen.com/2013/08/03/are-you-selling-the-wrong-product/) - When prospecting, you sell a very different product than what you think your clients end up paying for. Do you know how to sell the right product at the right time? Here's the visual. You're in prospecting mode. Whether you're about to walk into a place of business looking for new clients or pick up
- [The Secret to Building the Confidence of a Champion](https://keithrosen.com/2013/07/27/the-secret-to-building-the-confidence-of-a-champion/) - Need more confidence? Do you let your successes and failures determine your self-worth? Learn the secret to boosting your confidence permanently and never doubt yourself again. As you can imagine, there's no room at the champion roundtable for doubt or anything less than a winning attitude. So, how do these top producers do it? How
- [[Video] Abandon Your Role as Chief Problem Solver](https://keithrosen.com/2013/07/25/video-abandon-your-role-as-chief-problem-solver/) - If you want to empower your people to take ownership of their respective roles and be effective at handling their own challenges, transition from the Chief Problem Solver who has to fix everything to the Chief Problem Solver who Coaches their people to their own solutions. Otherwise, you'll continue to create what every manager wants
- [7 Ways to Revive a Dying Sale](https://keithrosen.com/2013/07/21/7-ways-to-revive-a-dying-sale/) - Have you recently reviewed your list of prospects who said “No” to you in the past? Learn the secret to bringing these catatonic selling opportunities back from the grave. These prospects may have turned you down before, but things can change a great deal even in a few short months or years - things like
- [6 Tips to Build Your Own Exemplary Sales Team](https://keithrosen.com/2013/07/14/6-tips-to-build-your-own-standout-sales-team/) - Managers and salespeople have wondered why salespeople fail for years. Follow these 6 tips and you'll never think about failure the same way again. "Why do salespeople fail?" A question that managers, as well as their salespeople have asked for decades. And one contributing factor that keeps this question alive and in the forefront of
- [How to Deal with the Consummate Complainer](https://keithrosen.com/2013/06/30/how-to-deal-with-the-consummate-complainer/) - Have a complainer on your team who likes wasting time discussing quota, compensation, policy and procedures that you, as the manager, have little or no control over? Here's how to shift the conversation from something you can't control to something you can. Managers struggle with how to handle those conversations with their direct reports that
- [[Video] 4 Low-Risk Coaching Questions](https://keithrosen.com/2013/06/27/video-4-low-risk-coaching-questions/) - Many managers struggle with finding the right questions to ask when first starting to coach. Here are four to get you started. Get notified each time a new 60-Second Sales Coach video is released. Complete Video Transcript Many managers struggle with finding the right questions to ask when first starting to coach. Instead they have
- [How to Tap into the Power of Front Line Sales Managers](https://keithrosen.com/2013/06/22/the-untapped-power-of-the-front-line-sales-manager/) - Is it possible to start coaching your team even without your manager’s support? Can you be the only sales unit in the company with a coaching culture and still be successful? Undeniably, the answer is YES!!! Regardless of the country or the number of times I’ve delivered my management coach training, I know there are
- [How to Coach the Short-Term Players on Your Team](https://keithrosen.com/2013/06/15/how-to-coach-the-short-term-players-on-your-team/) - How do you justify investing the time developing your inside salespeople to consider long-term sales careers when so many of them are just waiting to be promoted to their next position? Simple. You still do it. Actually it’s not “Either-Or,” there’s an “And,” as well as a third critical component to uncovering motivation which will
- [[Video] The Only 3 Things You CAN Control](https://keithrosen.com/2013/06/13/video-3-things-you-can-control/) - Stop wasting precious time focusing on the things you have no control over. Instead, to achieve more, direct your efforts on mastering the only three things you can. Get notified each time a new 60-Second Sales Coach video is released. Complete Video Transcript It is amazing how much time managers waste everyday focusing on the
- [Plan for the Unplanned to Master Your Day](https://keithrosen.com/2013/06/09/plan-for-the-unplanned-to-master-your-day/) - Regardless of your role, one thing people struggle with is managing their time so you can end each day feeling productive, rather than frustrated when looking at a long list of to-do's that were left incomplete. Here's the secret to getting everything done each day-without the stress. You can be the most talented salesperson on
- [[Video] The REAL Power of Coaching](https://keithrosen.com/2013/06/07/video-the-real-power-of-coaching/) - When coaching, one of the biggest struggles for managers is knowing when to share their own experience and ideas or ask a question. Learn the secret to achieving this delicate balance and discover the REAL Power of Coaching. Get notified each time a new 60-Second Sales Coach video is released. Complete Video Transcript When coaching,
- [How Effective Is Your Communication?](https://keithrosen.com/2013/06/02/how-effective-is-your-communication/) - The activity that occupies approximately 70% of our waking hours is also what we tend to struggle with on a regular basis. Most of us were never taught how to communicate in a way that produces consistent, desired results but it's never too late for a communication upgrade. So, you think you're an effective communicator?
- [[Video] ABC - Always Be Coaching](https://keithrosen.com/2013/05/30/video-abc-always-be-coaching/) - You’ve heard of the ABC's of Selling - Always Be Closing. What about the ABC's of Leadership - Always Be Coaching. Every conversation is truly a coaching conversation. Get notified each time a new 60-Second Sales Coach video is released. Complete transcript taken from a live Q & A session in Phoenix. The consistency is
- [Your Company's Best Brochure Is You](https://keithrosen.com/2013/05/26/your-companys-best-brochure-is-you/) - Are you spending a lot of time following up with prospects to see if they have received the information you sent them? Learn why the hasty and untimely use of brochures and other marketing material can easily spoil even the best prospecting efforts. Marty was well into his conversation with a prospect that he cold
- [[Video] The Art of Enrollment](https://keithrosen.com/2013/05/23/video-the-art-of-enrollment/) - When you have something you need your people to do or buy into, how do you get your people on board? You could use your authority to demand compliance or you could choose a better way and learn how to create alignment towards a shared goal through the art of Enrollment. Get notified each time
- [Managers Don't Know What Their People Are Doing](https://keithrosen.com/2013/05/19/managers-dont-know-what-their-people-are-doing/) - Managers worldwide struggle to find the time and resources necessary to properly observe their people. Learn why this is a crucial mistake and how to avoid it. I recently delivered a webinar in partnership with Salesforce.com and Work.com that focused on key concepts from my book Coaching Salespeople Into Sales Champions. It was an exciting
- [[Video] Selling Is a Language - Coach the Language](https://keithrosen.com/2013/05/16/video-selling-is-a-language-coach-the-language/) - Your A Players are clearly more effective communicators than your C Players. So if selling is a language, why aren't we coaching our salespeople's language and message? Get notified each time a new 60-Second Sales Coach video is released. Complete transcript taken from a live Q & A session in Phoenix. Would anyone here disagree
- [Why Should I Talk to You?](https://keithrosen.com/2013/05/11/why-should-i-talk-to-you/) - Do you know exactly what to say to a prospect or customer that captures their attention so succinctly and effectively that they want to talk with you and are actually asking for more? If you are being honest with yourself, the answer is probably “No.” If that is the case, then how can you expect
- [[Video] Data Managers vs. People Managers](https://keithrosen.com/2013/05/09/video-data-managers-vs-people-managers/) - If you’re trying to assess your people and uncover the real gap or coaching opportunity based on data, reports and spreadsheets, your extinction is imminent. Learn the secret to successfully evolving as a manager by shifting from a spreadsheet jockey to an authentic people manager. Get notified each time a new 60-Second Sales Coach video
- [[Video] Coach the Process, Not the End Result](https://keithrosen.com/2013/05/03/video-coach-the-process-not-the-end-result/) - Most sales managers are so result driven that they attempt to coach the end result—drilling their sellers about quotas, numbers, activity and results. Learn why coaching the process without pushing for the result, will paradoxically lead to breakthroughs in performance. Get notified each time a new 60-Second Sales Coach video is released. Complete transcript taken
- [What Do You Coach? 14 Areas to Focus on When Coaching Salespeople](https://keithrosen.com/2013/05/02/what-do-you-coach-top-14-areas-to-focus-on-when-coaching/) - The opportunities for coaching people are vast. Here is a detailed list of the top 14 significant and common areas to be mindful of when coaching people that will make an immediate impact on their performance. In a prior blog, I discussed The Gap, which is where the real magic happens and true coaching moment
- [Need to Succeed? Embrace Fear and Become Unstoppable](https://keithrosen.com/2013/04/29/become-fearless-today/) - What you fear is never real. How can this be true? While the feeling of fear is very real, that which you fear may happen is never real. If your dreams are just as real as your fears, which one do you use as your fuel to drive you every day? The following is an
- [[Video] Coaching and the Seduction of Potential](https://keithrosen.com/2013/04/26/coaching-and-the-seduction-of-potential/) - Are your top performers slumping? Is it difficult to deal with the chronic underperformer? You know they can do better. Rather than being seduced by their potential, ensure you have their commitment around making change and the evidence of change you need to make the best decision. Choose from a place of certainty rather than
- [[Video] Building Trust Through Coaching and the Law of Reciprocity](https://keithrosen.com/2013/04/18/coaching-and-the-law-of-reciprocity/) - Learn how to earn your team's full trust and create immediate buy in around change, coaching, observation and your requests by leveraging the Law of Reciprocity in your communication. It all starts with the manager - and your ability to be authentically and consistently human. Get notified each time a new 60-Second Sales Coach video
- [[Video] Observation Reluctance? How to Create Buy-In with Your Sales Team](https://keithrosen.com/2013/04/11/why-coaches-stand-on-the-sidelines/) - Are your people resistant to being observed? Whether on the phone or during a joint sales call, learn how to enroll your people in observation so they actually want to be observed. Keith Rosen demonstrates how to get a reluctant salesperson open to observation. (Full template below.) Excerpt from a live Q & A event
- [A Leadership Manifesto: You Don't DO Leadership](https://keithrosen.com/2013/04/06/a-leadership-manifesto-you-dont-do-leadesrhip/) - Being a leader is distinct from doing what leaders do. You can read leadership books your whole life and attempt to copy what other great leaders do, often at the cost of your individuality, but that alone will never make you the leader you want to become. Here's how you can actually make it happen.
- [31 Inspirational Sales Coaching Tips](https://keithrosen.com/2013/04/05/31-inspirational-sales-coaching-tips/) - The new A.B.C.s of Leadership: Always Be Coaching. Here are 31 tips and ideas for sales coaching or self coaching. That's one tip for each day of the month. Stay motivated so you can motivate others! Tip # 1 If you find what you’re doing to be uncomfortable, it’s probably the right thing to do
- [[Video] You Can't Scale Dependency](https://keithrosen.com/2013/04/04/you-cant-scale-dependency/) - Managers have almost always been in the difficult situations their salespeople find themselves in. In this video, Keith Rosen explains how to avoid spoon-feeding your salespeople the answers and how to boost their confidence at the same time. Excerpt from a live Q & A event in 2012. Facilitated by Keith Rosen. Complete Video Transcript
- [How to Tell if Your Manager is Schizophrenic](https://keithrosen.com/2013/03/21/how-to-tell-if-your-manager-is-schizophrenic/) - "But if they would just do it my way, they would be successful!" As you can imagine, I've never heard this from a sales manager before. I trust my sarcasm is translating. It doesn’t matter where I deliver my management coach training program. Whether it’s in the U.S., or throughout EMEA, there is still some
- [[Video] Zig Ziglar Tribute # 10 - Your Career Is In Your Hands](https://keithrosen.com/2013/03/18/zig-ziglar-tribute-video-10-your-career-is-in-your-hands/) - Zig Ziglar shares with Keith Rosen his core philosophy and mantra for living a successful life in this final previously unreleased interview. "Your career is in your hands," Zig stated. Zig continued. "Your career is in your hands. It's not luck, it's not an accident, it's not that you were favored over anyone else. It
- [[Video] Zig Ziglar Tribute # 9 - Secret To A Successful Marriage - Part 2](https://keithrosen.com/2013/03/14/zig-ziglar-tribute-video-9-the-secret-to-a-successful-marriage-part-2/) - Zig Ziglar talks to Keith Rosen about his eternal courtship with his wife. "Zig, the divorce rate in our society is abysmal. 1 out of 2 marriages fail. What’s the secret to a successful marriage?" Here's what Zig said. "Court your mate every day and never take them for granted. If you're in love, in
- [[Video] Zig Ziglar Tribute # 8 - Secret To A Successful Marriage - Part 1](https://keithrosen.com/2013/03/08/zig-ziglar-tribute-video-8-secret-to-a-successful-marriage-part-1/) - Zig Ziglar talks to Keith Rosen about how he met his wife and how they remained so close over decades of a blissfully wonderful marriage. A.B.C. - Always Be Courting! The day Zig and I spent the day together, we talked about everything, including family and marriage. In this previously unreleased interview, he then
- [[Video] Zig Ziglar Tribute # 7 - Always Be Learning](https://keithrosen.com/2013/03/06/zig-ziglar-tribute-video-7-always-be-learning/) - Zig Ziglar talks to Keith Rosen about the importance of being a lifelong learner. "Always be learning," Zig simply said. I then took out my phone to read an email my daughter sent me. "Zig, I have something for you from a younger generation. My 9 year old daughter, Jessica (who’s now 13) sent me
- [[Video] Zig Ziglar Tribute # 6 - Leaders Who Zig Admired That Made An Impact On Him](https://keithrosen.com/2013/03/03/zig-ziglar-tribute-video-6-leaders-who-zig-admired-that-made-an-impact-on-him/) - Zig Ziglar talks to Keith Rosen about who his mentors and heroes were growing up and the impact they made on him. Zig shares stories about his youth and lessons from his first boss. He also discusses the importance of having good mentor in your life. Working in a grocery store at a very young
- [80 Characteristics of Epic Leaders](https://keithrosen.com/2013/02/27/73-characteristics-of-epic-leaders/) - It doesn't matter what country I'm in or what management team I'm coaching and training, regardless of industry or profession. During my management coach training program, when I ask managers what makes a great leader, I would continually hear similar responses. I've decided to take a moment and capture the top 80 characteristics of Epic
- [[Video] Zig Ziglar Tribute # 5 - Spirituality in Selling?](https://keithrosen.com/2013/02/22/zig-ziglar-tribute-video-5-spirituality-in-selling/) - Zig Ziglar shares with Keith Rosen why he believes there is a place for spirituality in the sales profession. During the process of developing the right interview questions to ask Zig during our time together back in 2009, out of sheer curiosity, I happened to find my way onto Amazon.com to see where his most
- [[Video] Zig Ziglar Tribute # 4 - Truth Leads to Success in Selling](https://keithrosen.com/2013/02/20/zig-ziglar-tribute-video-4-truth-leads-to-success-in-selling/) - Zig Ziglar talks to Keith Rosen about how authenticity rules and of the importance of making it clear who you are in a truthful manner and not just what you do. Zig explains the role truth plays around your reputation and success in your career, along with the risks of exaggerating details in even minor
- [[Video] Zig Ziglar Tribute # 3 - What Makes a Great Leader](https://keithrosen.com/2013/02/11/zig-ziglar-tribute-video-3-what-makes-a-great-leader/) - Zig Ziglar talks to Keith Rosen about leadership and what makes a great leader today. Zig emphasizes how great leaders are totally dependable, 100% accountable, transparent, authentic, unconditionally supportive, passionate and people of their word. Zig explains why servant leadership is so important. After all, leadership, like coaching, is not something you do TO people
- [[Video] Zig Ziglar Tribute # 2 - True Sales Champions](https://keithrosen.com/2013/02/08/zig-ziglar-tribute-video-2-true-sales-champions/) - Zig Ziglar talks to Keith Rosen about the cornerstone of professional selling and challenging the status quo. Zig shares what it takes to thrive as a salesperson in an ever-changing economy. The economy will always be changing but there are certain essential, timeless characteristics that salespeople need to emulate consistently, regardless of the times, your
- [[Video] Special Tribute to Zig Ziglar # 1](https://keithrosen.com/2013/02/04/special-tribute-to-zig-ziglar-video-1/) - Zig Ziglar talks to Keith Rosen about accountability, parenting and raising children to be contributing and responsible members of society and how it all starts in the home. Zig Ziglar is a model for humanity. Sales trainer, motivational speaker and author are just some of his titles. Yet, if you could ask him, Zig would
- [[Video] Creating a Coaching Culture](https://keithrosen.com/2013/01/31/creating-a-coaching-culture-video/) - Creating a coaching culture in your organization can feel overwhelming, especially when the culture of most sales driven companies is result driven, directive & reactionary. Discover how to create the culture you want within your team. It's entirely up to you. Excerpt from a live Q & A event in 2012. Facilitated by Keith Rosen.
- [60-Second Sales Coach [Special Tribute to Zig Ziglar]](https://keithrosen.com/2013/01/28/60-second-sales-coach-special-zig-ziglar-edition/) - SPECIAL EXCLUSIVE SERIES (Feb 4-Feb 15): 10 Previously Unreleased Clips of Keith Rosen's Interview With Zig Ziglar. Follow tribute here. As we kick off a New Year, many of us take time to set goals and make plans for the New Year. We also tend to reflect back on the ups and downs of the
- [You're An ADRENALINE JUNKIE! How to Kick Your Addiction and Find a Healthier Energy Source to THRIVE](https://keithrosen.com/2013/01/19/hooked-on-chaos-the-new-drug-of-choice/) - You may have a drug problem. Many people today are hooked on a commonly abused, yet elusive drug whose widespread use seems to be flying under our radar. That drug of choice is adrenaline. Hooked on Chaos - The New Drug of Choice for Managers Especially in today's society, with the constant push to
- [FREE WEBINAR:  What Top Leaders Do to Win More Sales](https://keithrosen.com/2013/01/16/free-webinar-what-top-leaders-do-to-win-more-sales/) - Title: Coaching Salespeople Into Sales Champions What Top Leaders Do To Win More Sales Date: Tuesday, January 22, 2012 Time: 10 AM (PST) / 1 PM (EST) Speaker: Keith Rosen (That's me ;-) Target Audience: This webinar is for any CEO, executive, VP, sales manager and every people manager Click here to Register I'm delivering
- [You a Spreadsheet Jockey or Observant People Manager?](https://keithrosen.com/2013/01/07/are-you-a-spreadsheet-jockey-or-an-observant-people-manager/) - Data only tells managers WHAT their people are doing. It doesn't provide the insight and evidence needed to determine the QUALITY of their efforts. Learn how to do this right and become a truly powerful manager. I recently posted the following comment on Twitter and was asked to clarify what I meant by it: Data
- [Management Objective #1: Make Your People More Valuable](https://keithrosen.com/2013/01/03/the-primary-objective-of-management-is-make-your-people-valuable/) - Think your primary responsibility as a manager is to hit your numbers? Think again. Your boss might judge you on your numbers, but read why focusing on your people's development will give your career a bigger boost than anything else. When I ask managers what their primary responsibility or objective is, they often react with,
- [Don't Sell The Way You Buy](https://keithrosen.com/2012/12/20/dont-sell-the-way-you-buy/) - Empathy in sales is great. Except when you take it too far and assume your prospects approach buying decisions the same way you do. I was concluding a training session that I was delivering in Florida for a national association. As I brought the program to its natural conclusion, I let the audience know I
- [[Video] Training Doesn't Create Champions—Managers Do](https://keithrosen.com/2012/12/13/training-doesnt-create-champions-managers-do-video/) - Why Coaching? Why Now? (Video Transcript Below) Video Transcript: One question that I am often asked is, "Keith, why is coaching so important? Why should I start coaching now? My team's doing okay, we're hitting our numbers." The one thing that I learned years ago when I was first doing a lot of sales training
- [Zig Ziglar: Leaving A Legacy Today—Making An Impact Forever](https://keithrosen.com/2012/12/03/zig-ziglar-leaving-a-legacy-today-while-forever-making-an-impact-in-memory-of-a-true-hero-of-humanity/) - In Memory of a True Hero of Humanity I was walking in the streets of Copenhagen the other day when I was told about the passing of one of the world’s greatest heroes, Zig Ziglar. I stopped, paused and looked up towards the heavens. With tears in my eyes, the first thought that came to
- [5 Secrets of Epic Motivators](https://keithrosen.com/2012/08/16/5-secrets-of-epic-motivators/) - Do you dream of motivating your people to be as engaged as you are? Stop wasting time with gimmicks that don't last. Learn to develop a perpetually motivated team. Business owners and managers across the globe are faced with the demand of maximizing their people’s productivity. They want to be inspiring and supportive--but time crunches,
- [[Video] Ep 5 - How to Motivate and Empower Your Team](https://keithrosen.com/2012/08/15/ep-5-how-to-motivate-and-empower-your-team-video-relinquishing-your-role-as-chief-problem-solver/) - Relinquishing Your Role as Chief Problem Solver Complete Video Content Script: "According to globally acclaimed author Keith Rosen, there exists a great leadership paradox. That is, managers create the very problems they want to avoid most. Continually putting out fires and solving their people’s challenges contributes to the two biggest frustrations managers are faced with,
- [[Video] Ep 4 - How to Motivate and Empower Your Team](https://keithrosen.com/2012/08/15/ep-4-how-to-motivate-and-empower-your-team-video-fostering-healthier-conversation/) - Motivating Through Learning to Foster Healthier Conversations Complete Video Content Script: "According to Keith Rosen, author of Coaching Salespeople Into Sales Champions, most managers report that they truly want the best for their people. Managers want their people to succeed, they want to be supportive and they want to make an impact so that each
- [[Video] Ep 3 - How to Motivate and Empower Your People](https://keithrosen.com/2012/08/14/ep-3-how-to-motivate-and-empower-your-people_motivating_through_pleasure_not_consequence/) - Would your team say that you truly motivate and inspire them to achieve more? Do you communicate from a place of abundance, a shared goal and vision or push them to perform through scarcity and fear? Do you focus on what is happening and reinforce what they're doing well or what isn't happening and where
- [Suns Host Management Training Roundtable With Keith Rosen](https://keithrosen.com/2012/08/01/suns-host-management-training-roundtable-with-keith-rosen/) - Phoenix Suns Season Ticket Holders Invited To Roundtable Discussion At US Airways Center In Phoenix Arizona Tonight. 5-6PM (PST) Tonight's discussion is primarily targeted towards business managers and directors. The discussion will be led by Keith Rosen, global authority on sales and leadership and author of the internationally acclaimed and award winning book, Coaching Salespeople Into
- [[Video] Ep 2 - How to Motivate and Empower Your Team](https://keithrosen.com/2012/08/01/episode-2-how-to-motivate-and-empower-your-team-video/) - Hold your people accountable in a way that feels supportive rather than negative. (Complete video script below) Video Content Script: In the last video we discussed how you can tap into each person’s individuality by asking well-crafted, open-ended questions to uncover what truly motivates them so that you, as the manager, can best align your
- [[Video] Ep 1 - How to Motivate and Empower Your Team](https://keithrosen.com/2012/07/30/episode-1-how-to-motivate-and-empower-your-team-video/) - Tap into the individuality of each person on your team to begin effectively motivating and empowering your team. (Complete video script below) Video Content Script: Managers, how effective are you at getting and keeping your people motivated? Think about your team--do you really know what motivates them? Do you know exactly how they want to be managed,
- [Daily Sales Coaching Videos for Managers](https://keithrosen.com/2012/07/30/daily-sales-coaching-videos-for-managers/) - How do you keep your management and communication skills sharp with so much demanding your attention? Now, you can get a 3 minute blast of value rich, tactical “What you can do right now” strategies to immediately impact the performance of your direct reports and salespeople. Coaching: A Universal Language Over the last few
- [5 Steps to Creating Genuine Buy-In Around Sales Goals](https://keithrosen.com/2012/01/13/creating-buy-in-accountability-around-your-sales-teams-2013-goals/) - Most managers set annual sales goals for their teams. Most managers also then tend to struggle creating genuine buy-in around those goals. Now is the time to create full accountability around your goals with your team. Good news... It only takes 5 steps. Every year managers set yearly sales goals and commitments for themselves and
- [10 Coaching Questions That Work In Any Conversation](https://keithrosen.com/2011/11/09/10-coaching-questions-that-work-in-any-conversation/) - When coaching, finding the right question at the most appropriate time is both a skill, as well as an art. Even with the daily pressures and tight schedules, there are still some baseline facts you always need to know in any situation to ensure the guidance and advice you offer is relevant and valuable. Here are
- [Danger! Thinking You're a Super Coach is Risky Business](https://keithrosen.com/2011/05/24/im-already-a-master-coach-not-the-danger-of-positioning-yourself-as-super-coach-and-the-power-of-being-human-part-three/) - People want to be managed by someone they can connect with. They want to look up to you for guidance and mentoring, they also want to feel comfortable knowing you're not perfect. In my last post which you can read here, I shared a template that any manager can use when beginning the process of
- [How to Enroll Your People in Coaching](https://keithrosen.com/2011/05/20/how-to-re-enroll-people-in-coaching-the-initial-conversation-dissecting-the-template-part-two/) - Discover four strategic approaches to enrolling your people in coaching, what each approach accomplishes, and how to determine when to use each one. In my last post which you can read here, I shared a template that any manager can use when beginning the process of enrolling or re-enrolling their direct reports in a coaching
- [How to Overcome Resistance to Coaching](https://keithrosen.com/2011/05/19/managers-experiencing-coaching-resistance-how-to-re-introduce-coaching-to-your-team-that-creates-buy-in-and-a-safe-environment-for-employees-and-for-you-part-one/) - Learn how to introduce (or reintroduce) coaching to your team that creates buy in and a safe environment for you and your employees. As a manager, you may believe in the importance of coaching. And in my line of work, I know lots of managers who see the value in coaching their direct reports. However,
- [GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree - Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches](https://keithrosen.com/2011/04/22/glaxosmithkline-oracle-merck-astrazeneca-novartis-henkel-b-braun-and-dozens-of-other-global-organizations-agree-coaching-salespeople-into-sales-champions-provides-the-transformational-framewo/) - In my prior post which you can find here, I shared with you the review of my management coach training program that I delivered in Asia. Here, you'll find the detailed opinions and testimonials of many of the delegates who participated in these two events hosted in Malaysia and Singapore. (Click on the picture above
- [Just Released: Coaching Salespeople into Sales Champions a HIT in Asia!](https://keithrosen.com/2011/04/22/just-released-keith-rosen-coaching-salespeople-into-sales-champions-a-hit-in-asia/) - Below is the press release that the event organizer just sent out. This was the group who invited me to Asia to deliver my management coach training program in Singapore and Malaysia. It was an incredible experience personally to travel to this part of the world and meet so many great managers who are truly
- [Immediate Release: Keith Rosen Inducted Into the Top Sales Hall of Fame](https://keithrosen.com/2011/03/09/immediate-release-keith-rosen-inducted-into-the-top-sales-hall-of-fame/) - Some say you are judged by the company you keep. That said, I thought it was worth mentioning a notable achievement, one I’m proud to be a part of. I’m humbled and deeply appreciative to be inducted in the 2010 Top Sales Hall of Fame next to some of the greatest legends in the world
- [WARNING! Your Goals May Be Sabotaging You](https://keithrosen.com/2011/02/02/warning-your-goals-may-be-sabotaging-you-become-more-process-driven/) - WARNING! Goals may be hazardous to your success! Are they sabotaging your selling efforts? Learn how becoming process driven will change everything. Are you still struggling with your goals? Are you hitting your numbers? How many follow-up calls did you make today? How much good volume did you book this month? How many leads did
- [New Book Provides A Solution to Developing More Successful Business Partnerships](https://keithrosen.com/2011/01/26/new-book-provides-a-solution-to-developing-more-successful-business-partnerships/) - *Do you find that your business partners have differing views on the business, the relationship and more? *Does the thought of having a conversation with your partner leave you uneasy and frustrated -or do you avoid them altogether? *Do disagreements between you and your partners leave your staff or customers unsure of decisions? *Have you
- [How Managers Position Their Sales Team For A Successful New Year and Enroll Them In Their 2011 Sales Goals](https://keithrosen.com/2011/01/19/how-managers-position-their-sales-team-for-a-successful-new-year-and-enroll-them-in-their-2011-sales-goals/) - It’s the third week in January. Do you know where your goals are? How about the plan that will enable you to achieve them? At this point, a good number of managers have already set their yearly sales goals for themselves and for their sales team. Whether these goals were sanctioned from the top, developed
- [Stop 'Shoulding' on Yourself](https://keithrosen.com/2011/01/10/stop-shoulding-on-yourself-align-your-goals-with-your-priorities/) - Make sure you understand the distinct difference between goals and priorities. Align your goals with your priorities and achieve the level of success you've always dreamed of. With the timely pressure that we place upon ourselves in the New Year when declaring our resolutions and charting our goals, many people often fall short of attaining
- [Coach Up! (Part 7) - The Benefits of Coaching Your Boss](https://keithrosen.com/2010/11/09/coaching-up-the-benefits-of-doing-so-and-the-cost-of-avoidance-epilogue-part-seven/) - When it comes to coaching your boss, initiating these types of conversations is probably something that most people have not tried. (Here you can find the first six articles in the Coach Up series: Part 1, Part 2, Part 3, Part 4, Part 5, and Part 6) Imagine what would be possible if you can
- [Coach Up! (Part 6) - Coaching Boundaries With Your Boss](https://keithrosen.com/2010/11/08/coaching-your-boss-crafting-the-message-when-coaching-up-addressing-your-concerns-and-boundaries-around-coaching-part-six/) - Here’s what you can say to your boss in order to strengthen your relationship and enable you to address your concerns about being coached in a collaborative way, without putting anyone on the defensive. (Here you can find the first five articles in the Coach Up series: Part 1, Part 2, Part 3, Part 4,
- [Coach Up! (Part 5) - Coach Your Boss How to Manage You](https://keithrosen.com/2010/10/29/coaching-your-boss-crafting-the-message-when-coaching-up-establishing-how-you-like-to-be-managed-and-motivated-part-five/) - Here's what you can say to your boss in order to foster an open dialogue that would create the possibility of reinventing your relationship, as well as establishing clear expectations around how you like to be managed. (Here you can find the first four articles in the Coach Up Series: Part 1, Part 2, Part
- [Coach Up! (Part 4) - Crafting the Message When Coaching Up](https://keithrosen.com/2010/10/27/crafting-the-message-when-coaching-up-in-specific-situations-part-four/) - What exactly would it sound like when coaching up around the situations you find yourself in where you recognize an opportunity to coach up? Learn to set proper expectations when crafting your message. (Here you can find the first three articles in the Coach Up Series: Part 1, Part 2, and Part 3) In the
- [Coach Up! (Part 3) - 8 Guiding Principles When Coaching Your Boss](https://keithrosen.com/2010/10/25/the-eight-critical-guidelines-to-be-mindful-of-when-coaching-up-part-three/) - In addition to managing your mindset, disposition, and communication strategy when coaching up, these eight principles will ensure your coaching efforts are both well received and effective. (Here you can find the first two articles in the Coach Up Series: Part 1 and Part 2) 1. Passive Coaching Isn’t Coaching A passive approach to coaching
- [Coach Up! (Part 2) - You CAN Coach Your Boss](https://keithrosen.com/2010/10/22/1553-2/) - Many people believe that approaching their manager in a way that would make them receptive to what they have to say is very difficult—even impossible. But with the right language and strategy in place, anybody can do it. (Here you can find the first article in the Coach Up Series: Part 1) Many managers continue
- [Coach Up! (Part 1) - How to Tell Your Boss What You Need](https://keithrosen.com/2010/10/21/sometimes-you-have-to-tell-your-boss-what-you-really-need-how-to-coach-up-to-create-new-and-better-possibilities/) - Coaching up is all about learning what you really need to know to be able to create new and better possibilities with your boss. It’s the message that matters. During my trip to Moscow, while delivering my management coach training program, a manager, frustrated by the fact that she wasn’t getting the recognition and support
- [Shattering the Myth of Managing Self-Employed Salespeople](https://keithrosen.com/2010/10/19/shattering-the-myth-of-managing-the-self-employed-salesperson-they-can-develop-an-employee-mentality-in-order-to-hold-them-accountable/) - Whether someone works as an employee or is self employed, no manager can afford the time consuming and costly mistake of having someone on their team who isn't a good fit. These tips will help. It’s not a shock that one of my deepest passions is writing and sharing my work in a way that
- [DELETE - That Was Your Email. 5 Strategies for Winning Email Campaigns - Part Two](https://keithrosen.com/2010/10/07/are-your-customers-deleting-your-emails-5-strategies-for-winning-email-campaigns/) - Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse, the trash; never to find
- [Your Subject Line Sucks and 5 Ways to Improve It - Part One](https://keithrosen.com/2010/10/01/your-subject-line-sucks-and-5-ways-to-improve-it/) - Winning Strategies for Email Campaigns Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and a slew of other devices that channel our innocent solicitation into the prospect’s spam folder or worse,
- [The Wall Street Journal Lists The Top Seven Sales Coaches On Twitter](https://keithrosen.com/2010/09/24/the-wall-street-journal-lists-the-top-seven-sales-coaches-on-twitter/) - I happened to be on Twitter posting some new updates and resources and noticed someone else’s tweet - a mutual follower. His tweet was titled, “The Top Seven Sales Coaches on Twitter.” Clicking on his link, I happened to find an article in the Wall Street Journal, naming these top seven coaches on Twitter. (How
- [Are Busy Prospects Driving You Nuts? Jill Konrath’s New Book To The Rescue](https://keithrosen.com/2010/09/24/are-busy-prospects-driving-you-nuts-jill-konraths-new-book-to-the-rescue/) - Here's something I thought you're be interested in. One of the toughest sales challenges you or your salespeople face right now is dealing with busy prospects. They rarely answer the phone or respond to your emails. They don't like to make changes. And, they're always getting distracted. Here’s the deal. When people have too much
- [New Book Helps Salespeople Bust out of Their Sales Slump](https://keithrosen.com/2010/09/21/new-book-helps-salespeople-bust-out-of-their-sales-slump/) - Are you or your sales team finding it difficult to bring in business? If so, I suggest you take a look at Bust Your Slump: A Dozen Slump Busting Strategies to Fill Your Pipeline in 30 Days by Paul McCord which has just been released. Bust Your Slump isn’t another book that promises easy eternal
- [Shattering the Myth of Remote Sales Coaching](https://keithrosen.com/2010/08/24/shattering-the-myth-of-remote-sales-coaching/) - Whether you are coaching face to face or remotely, the same tools, strategy and coaching framework apply. Learn how to be a powerful coach regardless of whether or not you work out of the same office or country. With more business conducted across online communication platforms and more sales teams operating in a virtual environment,
- [New Book! A Goldmine of Sales Wisdom – Mastering The World Of Selling](https://keithrosen.com/2010/08/24/new-book-a-goldmine-of-sales-wisdom-mastering-the-world-of-selling/) - I want to take a moment to let you in on something special. Something that could easily contribute to making this one of your best years in sales. Eric Taylor and David Riklan, the creators of the “Mastering the World” book series, are releasing their newest masterpiece. Mastering the Word of Selling. I can tell
- [How Great Managers Recognize The Coaching Moment](https://keithrosen.com/2010/08/11/how-great-managers-recognize-the-opportunities-for-great-coaching/) - As a manager, you're good at recognizing problems. But are you good at getting to the actual root cause of those problems? Learn how to uncover exceptional opportunities to deliver truly powerful coaching. Where do you look for and uncover that ‘perfect’ coaching moment? How do you recognize where your direct reports need coaching and
- [How Much Coaching Is Enough?](https://keithrosen.com/2010/08/05/how-much-coaching-is-enough-determining-the-proper-length-and-frequency-when-coaching-your-team-to-drive-measurable-results/) - A.B.C. – Always Be Coaching. For managers, this is the expectation and the new standard in how you communicate with your people if you’re looking to drive the long term positive changes you need within your team. Coaching is actually something you will be doing in every conversation and interaction you have; whether via email,
- [Assumptions Are the Missed Coaching Moment](https://keithrosen.com/2010/07/15/assumptions-that-managers-make-which-fuel-mediocrity-and-conceal-powerful-coaching-opportunities/) - Everything is coachable, but how do you identify the truly powerful coaching opportunities during a conversation? A great place to start is by evaluating what assumptions you're making about your team. If you've been following my blog and read my book on coaching, you may be asking yourself, “Okay, I get what coaching is, I
- [Book Recommendation: Driven - A Guide to Harnessing Your Inner Focus to Achieve Unprecedented Results](https://keithrosen.com/2010/07/13/book-recommendation-driven-a-guide-to-harnessing-your-inner-focus-to-produce-unprecedented-results/) - Imagine being able to transcend the boundaries of what you think is possible and become powerful beyond measure? It starts with identifying your Junoon. I am excited to announce the availability of an intriguing book written by my friend Razi Imam. Razi is an incorrigible entrepreneur who has taken an interesting approach in helping people
- [Case Study: Transforming a Team Through Coaching](https://keithrosen.com/2010/07/08/recognize-those-defining-moments-to-transform-your-team-through-coaching/) - As a leader you have multiple opportunities to transform your team through coaching. If you know this is true but still feel like too many of these opportunities slip through your fingers, you could learn a thing or two from Marco. Marco, a manager who participated in one of my management coach training programs, shared
- [18 Behaviors That Destroy Trust](https://keithrosen.com/2010/07/06/management-behavior-and-activities-that-compromise-trust-and-coaching-part-two/) - Trust is the backbone of coaching. Not only is it important to understand what steps to take to build trust, it's crucial to understand which activities you might accidentally engage in that destroy trust as well. In my last blog post, I shared a story about a management team that reinforced the fact that trust
- [How to Build Trust (...and Destroy it in an Instant)](https://keithrosen.com/2010/07/02/do-your-employees-trust-you-how-to-build-trust-and-destroy-it-in-an-instant/) - Do your employees trust you? Trust and loyalty are earned, not inherited. Learn how to build trust in practically every relationship through effective coaching. At the conclusion of a training event that I delivered for a team of about 20 managers, one of their action steps at the end of the training was to introduce
- [[Video] Benchmark Best Sales Practices to Ensure Success](https://keithrosen.com/2010/06/24/video-benchmark-best-sales-practices-to-ensure-success/) - Are you selling by the numbers or selling with a blindfold on? Here are statistical benchmarks for success and self-accountability that most organizations are still missing. Yes, the questions I list below are that important. So important, in fact, that they could change your entire perspective around what you’re doing, how you’re doing it and
- [Top 10 Reasons Coaching Fails](https://keithrosen.com/2010/06/02/is-my-team-is-uncoachable-the-top-ten-reasons-why-coaching-fails-when-managers-attempt-to-coach-their-team/) - “I’ve tried coaching my team. It didn’t work.” Really? Was it the coaching that didn’t work, the manager’s coaching that didn’t work or was it more about how the coaching was delivered that didn’t work? As a manager, there are many things to consider when rolling out a coaching program for your team that will
- [STUDY: Employee Engagement Ranked As the Most Important Organizational Success Driver: Event This Week!](https://keithrosen.com/2010/06/01/study-employee-engagement-ranked-as-the-most-important-organizational-success-driver/) - An unscientific poll of visitors to the EEA portal over the last two months suggests engagement in early phases. More specifically, this poll found that: • 47% had received at least one survey from their company in the last year; the rest had not; • Only 32% said their organizations provide them with a dynamic
- [[Video] Don’t Sell the Way You Buy](https://keithrosen.com/2010/04/20/video-dont-sell-the-way-you-buy/) - You may feel that I'm contradicting some universal selling principles. After all, conventional sales wisdom handed down through the ages suggests how important it is to empathize and sympathize with your prospects and clients. But still, "Don’t sell the way you buy." However, there's a very fine line between understanding and respecting someone's decision making
- [[Video] Is Cold Calling Really Dead?](https://keithrosen.com/2010/04/19/video-is-cold-calling-really-dead/) - In times of frustration, it's easy to cry, "Cold calling doesn't work!" In this video and accompanying blog, I answer the question, “Is cold calling really dead?” Here are several steps you can take to achieve cold calling success. You get to your office, sit down at your desk and open up your calendar. A
- [[Video] The Primary Objective of a Cold Call](https://keithrosen.com/2010/03/31/video-the-primary-objective-of-a-cold-call-or-your-prospecting-efforts-its-all-about-finding-the-fit-not-focusing-on-the-result/) - What's the initial objective of a cold call and your new business development efforts? Rather than focusing your energy on getting the appointment or making the sale, first determine if there's a good fit between you, your prospect and what you are selling. Instead of feeling that the initial objective of a cold call (face
- [Book Recommendation: Smart Calling by Art Sobczak](https://keithrosen.com/2010/03/31/book-recommendation-smart-calling-by-art-sobczak/) - Would you like to eliminate fear and rejection from your prospecting? And get a win on every call? You can with Art Sobczak’s Smart Calling method. Art works with thousands of sales reps each year helping them get more business by phone. In his new book, Smart Calling – Eliminate the Fear, Failure, and Rejection
- [Profit Builders Named One of the Top Ten Best Sales Coaching and Training Companies](https://keithrosen.com/2010/03/25/profit-builders-named-top-ten-sales-coaching-and-training-company/) - Can I make a humble plug here? Okay, we've earned some bragging rights and I was just excited to share this news with you. My company just received a nice accolade and recognition for being named one of the Top Ten Best Sales Training and Coaching Companies by Selling Power magazine. Here's the announcement below
- [[Video] Becoming a Sales Champion Starts with How You Think](https://keithrosen.com/2010/03/19/video-the-right-sales-attitude-becoming-a-sales-champion-starts-with-how-you-think/) - Professional selling and the ability to prospect effortlessly is a combined result of who you are, how you think, and the way you come across, not solely a function of what you do. Imagine for a moment that each person looks at life and more specifically, cold calling, through a certain set of lenses or
- [[Video] Managers: Share Ideas Not Expectations](https://keithrosen.com/2010/03/12/video-fatal-coaching-mistake-managers-share-ideas-not-expectations/) - Managers and executives have the power to shut down a conversation or open up a dialogue. What kind of a manager are you? It's a fact that if you’re responsible for managing people, you are their superior. Therefore, you have a certain degree of influence over how your staff feels about certain things. Quite often,
- [Stop Coaching in Your Own Image](https://keithrosen.com/2010/03/12/why-managers-dont-ask-better-coaching-questions-stop-coaching-in-your-own-image/) - Truth be known, many managers don’t get it – at least not initially; until the blind spot is exposed and placed in their line of vision for them to see. Do you know where your blind spots are? I had a woman ask me: "Keith- I’m a huge fan of yours, let me say that
- [[Video] Leveraging the Power of Fear to Become Unstoppable](https://keithrosen.com/2010/03/05/video-how-to-leverage-the-power-of-fear-to-become-unstoppable/) - Do you allow fear to paralyze you or have you made fear your greatest ally? Discover how you can leverage fear and make it your greatest teacher. Does fear hold you hostage, preventing you from being more of who you are and what you want to achieve? Have you ever been in a position of
- [17 Questions to Get People to Create Their Own Solutions](https://keithrosen.com/2010/02/19/coaching-questions-part-6-questions-that-empower-people-to-create-their-own-solutions/) - These questions are perfect for coaching someone to come up with the solutions to their own challenges and problems. No more do you have to foster a team that’s reliant on you for all the answers. These questions challenge people to come up with the answers, while you guide and support them through the process.
- [9 Coaching Questions to Bring Out the Best in Your People](https://keithrosen.com/2010/02/18/coaching-questions-part-5-questions-to-challenge-people-and-bring-out-their-best/) - These questions are formulated to stretch a person to reach their fullest potential. They challenge someone directly, yet supportively and positively, to achieve more and do better than they have before. Remember, treat these questions like a buffet - take what you like and leave what you don’t. Depending upon your situation and the individual
- [12 Coaching Questions That Build Accountability](https://keithrosen.com/2010/02/17/coaching-questions-part-4-questions-that-build-accountability/) - These questions uncover the salespeople’s level of ownership and accountability around their goals, their job, and their problems - even down to the way they want to be managed and held accountable. These questions shift the responsibility back to the salespeople who are avoiding it and build in further accountability around their position. Take a
- [12 Coaching Questions That Fuel Momentum & Drive Change](https://keithrosen.com/2010/02/12/coaching-questions-part-3-questions-to-get-people-into-action-that-drive-desired-results/) - Here are 12 action-oriented questions that instill accountability, fuel momentum and inspire people to create their own solutions. We’re all looking for results today – fast. But standing at the podium preaching to your team about change and needing to work harder gets real old and tiring for both you and your team. Moreover, it
- [11 Coaching Questions to Address Self-Sabotaging Behavior](https://keithrosen.com/2010/02/11/coaching-questions-managers-use-to-get-people-to-recognize-the-cost-of-self-sabotaging-behavior/) - Like most people, the majority of managers do not like confrontation and have a tendency to avoid it at all costs. Here are 11 - million dollar coaching questions you can use to gently broach touchy topics, encourage self-reflection and create personal ownership around behavior. I’m a huge advocate of motivating people by tapping into
- [Asking the Right Questions at the Right Time When Coaching](https://keithrosen.com/2010/02/05/the-playbook-of-coaching-questions-asking-the-right-questions-at-the-right-time-when-coaching/) - The tool used consistently by the world’s best coaches when approaching any scenario are questions. Not just any questions but powerful, creative, and well-crafted questions delivered at the right time, in the right way, to the right person. Questions are at the very core of all coaching tools and strategies. Questions are the essence of
- [Where Does Coaching Fall as a Priority for Sales Managers?](https://keithrosen.com/2010/01/26/where-should-coaching-fall-as-a-priority-for-any-sales-manager-part-three/) - There's no activity that will drive more sales and produce better results that would be considered more important than effective coaching. As such, it's the most important priority for every manager. So, why should coaching be a priority? In the spirit of efficiency, here are just a few reasons why. If you are coaching your
- [How to Ensure Long Term Success with Coaching Initiatives](https://keithrosen.com/2010/01/22/fourteen-questions-observations-and-potential-pitfalls-to-address-to-ensure-the-long-term-success-of-your-internal-coaching-program-part-two/) - There are various opinions about the importance of coaching. Some even argue that sales managers shouldn’t be coaches at all. So where should coaching fall as a priority for a sales manager and why? Failed coaching initiatives happen frequently in many organizations for a variety of reasons. The main reason is that, quite frankly, coaching
- [Should All Sales Managers Be Sales Coaches?](https://keithrosen.com/2010/01/21/should-all-sales-managers-be-sales-coaches-part-one/) - The answer is both yes and no. Coaching is the missing discipline of leadership; a learned and developed skill every manager would benefit from learning. But it's not always so cut and dry. Where should "coaching" fall as a priority for a sales manager and why? It’s difficult to determine the priority level of coaching
- [Reaching Year End Sales Goals - The Coaching Conversation Every Manager Needs to Have With Their Salespeople](https://keithrosen.com/2010/01/18/reaching-2010-sales-goals-the-coaching-conversation-every-manager-needs-to-have-with-their-salespeople/) - It’s the third week in January. Do you know where your goals are? At this point, a good number of managers have already set their 2010 sales goals for themselves and for their sales team. Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager,
- [Goals Can Be Your Worst Enemy - An Intervew with BNET's Sales Machine](https://keithrosen.com/2010/01/07/sales-goals-can-be-your-worst-enemy-an-intervew-with-bnets-sales-machine/) - A few months ago, I was interviewed by Geoffrey James who writes the Sales Machine column for BNET. (Geoffrey is also the author of seven books and the columnist for Business 2.0, CIO, The New York Times as well as many other publications.) Today, he wrote about something we discussed during our conversation, which is
- [Are Your Goals The Right Goals? For A Year of Success - Align Your Goals With Your Priorities](https://keithrosen.com/2010/01/04/are-your-goals-the-right-goals-for-a-year-of-success-align-your-goals-with-your-priorities/) - With the timely pressure that we place upon ourselves in the New Year when declaring our resolutions and charting our goals, many people often fall short of attaining their goals or honoring these resolutions. Sure, there are many reasons why we may not reach our goals but before we point our finger at things like
- [The Ten Best Books to Read in 2010](https://keithrosen.com/2009/12/30/coaching-salespeople-into-sales-champions-makes-1-on-the-selling-power-list-of-the-10-best-books-to-read-in-2010/) - Selling Power magazine just released their list of The 10 Best Books to Read in 2010. You can find the full list of these top ten books on Selling Power's blog here. My book, Coaching Salespeople into Sales Champions is listed #1. I'm deeply appreciative of this recognition. You can find the full review below.
- [[Video] Frequent Coaching Yields a Measurable R.O.I.](https://keithrosen.com/2009/12/29/video-more-frequent-coaching-yields-a-measurable-r-o-i/) - Are you consistent with your coaching to your team? If not, here's the perfect place to start. If you go to the gym on a frequent basis, you'll get in better shape. A sound and fairly obvious principle. The same principle holds true with coaching the people in your company. The measurable return you receive
- [[Video] Managers Must Make Coaching a Choice](https://keithrosen.com/2009/12/28/video-managers-coaching-is-a-choice-not-an-obligation/) - The coaching relationship is a choice, not an obligation. That is, managers need to choose to make coaching their priority because they believe in the tremendous value they can deliver, rather than coach because they were told they have to. Don't coach just to "check the box." Here's why it's so critical to make this
- [Take a Stand for Your People - Creating Buy In While Inspiring Change](https://keithrosen.com/2009/12/23/igniting-the-fire-within-a-coaching-tool-to-open-up-people-to-change-by-taking-a-stand-for-them/) - Everyone can benefit from extra support and motivation. Compound this with tougher and constantly changing times, igniting the fire and inspiration that burns within each of us is more critical than ever before. Especially when there are those of us that might be struggling to keep that fire alive. For managers, it’s essential that you
- [To Avoid Confrontation, Seek to Understand Their Point of View](https://keithrosen.com/2009/12/02/connecting-on-common-ground-questions-that-gracefully-correct-someone-and-foster-healthy-collaboration-that-create-better-solutions/) - To avoid the confrontation that happens in daily communication, focus on helping other people get what they want in every conversation by first understanding their point of view around every situation. Rather than shut down people's listening, these 16 questions are intended to expand the creation new possibilities so that everyone can win. Connecting on
- [Gratitude and the Parable of the Magnificent Strawberry](https://keithrosen.com/2009/11/30/the-experience-of-gratitude-and-the-richest-person-in-the-world-a-zen-parable-of-the-magnificent-strawberry/) - Balance being in the present moment today while managing your goals and dreams of tomorrow. Live every day with a sense of gratitude, and you’ll be the richest person in the world. D.T. Suzuki (Daisetsu Teitaro Suzuki, October 18, 1870 – July 12, 1966) was a Japanese author of books and essays on Buddhism, Zen
- [What Did You Learn Today?](https://keithrosen.com/2009/11/24/what-did-you-learn-today-to-accelerate-growth-embrace-learning-as-a-lifestyle/) - To accelerate your personal growth, learn to embrace learning as a true lifestyle. Many of us consider learning the act of acquiring new information. The fact is, learning happens every moment of our lives. It isn't just about assimilating knowledge but recognizing the lesson in every experience, even the value in every message that each
- [When Prospecting, How Much Initial Qualification Is Enough?](https://keithrosen.com/2009/11/16/when-cold-calling-how-do-i-determine-how-much-qualifying-is-enough/) - 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
- [To Tweet or Not To Tweet? If That’s The Question, The Answer is - Know Your Objectives](https://keithrosen.com/2009/11/10/to-tweet-or-not-to-tweet-if-thats-the-question-the-answer-is-know-your-objectives/) - Follow me on Twitter here. “Should I be tweeting, Keith?” This question comes up more and more when speaking with clients. Since there are several factors to consider when answering this, my response to this question are additional exploratory questions that guide a conversation to help individuals and companies determine whether it makes sense for
- [Coaching Situation #3: When Can I Give Them the Answer?](https://keithrosen.com/2009/10/22/coaching-situation-3-when-can-i-give-them-the-answer/) - Read the third and final installment of the three part series to learn when to give your clients the answer they are looking for and when to coach rather than train them. Situation: Bob, a successful, established and well seasoned insurance salesperson had been a long time top producer for his company. Since the company
- [Coaching Situation #2: When Do I Coach My People?](https://keithrosen.com/2009/10/19/coaching-situation-2-when-do-i-coach-my-people/) - Here's the second installment of the three part saga of deciding whether to coach your clients or to train them. Learn when to coach your people and when to provide sales training. These three blogs detail how you can handle some common training and coaching scenarios that many managers find themselves in and the most
- [Coaching Situation #1: Do I Coach Them or Train Them?](https://keithrosen.com/2009/10/15/coaching-situation-1-do-i-coach-them-or-train-them/) - When coaching someone, The Gap is the space that exists between where the client is today and where they want or need to be. The question is, what exactly do you use to fill in this gap? Part of the reason why identifying the gap is such a critical starting point in coaching is this;
- [What Do You Coach? Coach The Gap](https://keithrosen.com/2009/10/12/what-do-you-coach-coach-the-gap/) - The most common question I hear from managers just starting to shift from manager to coach is, "How do I recognize where it is they need and could benefit from the coaching most?” Actually, covering the specifics of what you can coach someone on, from a tactical perspective is actually the easy part. It's uncovering
- [When Your Team's Potential Sabotages Your Coaching Efforts](https://keithrosen.com/2009/10/08/when-your-commitment-to-others-sabotages-your-coaching-efforts/) - Yes, you can want too much for your salespeople. More in fact than they may even want themselves. Jake learned this lesson quickly as a new coach. To this day, Jake's unwavering commitment to every one of the salespeople on his team is to help them make the long-term changes they want and need in
- [19 Ways Leaders Can Create Buy-In Around Change](https://keithrosen.com/2009/10/05/the-art-of-enrollment-the-new-language-of-leaderhip-that-creates-buy-in-without-resistance/) - Great leaders possess an ability to connect with each person they manage and it all starts with how they communicate. Master the new language of leadership. Leadership is, in fact a language. It is a dialogue and a way of relating to people that makes the difference between a mediocre leader and a powerful one.
- [Are You Managing People or the Status Quo?](https://keithrosen.com/2009/10/01/its-all-about-connection-are-you-managing-people-or-managing-status-quo/) - Do your people want to be managed by you? It's all about connection. The culture created within a company leads back to the efforts, actions and behavior of one person—the manager. I was sitting in a hotel restaurant having breakfast and preparing myself for a day of back to back meetings. While I was working
- [Share Ideas, Not Expectations](https://keithrosen.com/2009/09/28/share-ideas-not-expectations/) - When you interact with people on your team, do they tend to open up or clam up? How often you share ideas with your team vs. laying down expectations could be having a larger impact than you realize. When it comes to exemplifying poor leadership tactics, here's one situation that took place at a recent
- [Deeper Interviewing Strategies to Help You Avoid Mis-Hires](https://keithrosen.com/2009/09/18/deeper-interviewing-strategies-to-help-you-avoid-mis-hires/) - “I know how to interview. I've been doing it for years.” I hear this from practically every manager I've ever coached or trained. Learn how to deepen your interviewing strategies to avoid hiring the wrong people. It’s not like these managers or those responsible for making a hiring decision are doing it all wrong. Many
- [New Facebook Page Launched  - More Goodies and Pictures I’m Sharing With You](https://keithrosen.com/2009/09/17/new-facebook-page-launched-more-goodies-and-pictures-im-sharing-with-you/) - Keith Rosen | Create Your Badge We just launched a new Facebook page and I’m excited to invite you to connect with me here. The plan is to offer some additional resources, videos, pictures and materials that you can find exclusively on this new Facebook page. I look forward to connecting with you here! Here’s the link:
- [Do You Know How to Prepare Your Sales Team for Change?](https://keithrosen.com/2009/09/16/mismanaging-expectations-are-you-preparing-your-sales-team-for-change/) - Salespeople who understand their manager's intentions and are focused on a shared vision that aligns personal goals with business objectives are happier & more productive. Maria learned how to lay the groundwork to create alignment around change. Have you? Maria was a new sales manager hired by Media Pros, Inc., a sports management consulting firm.
- [Your Playbook for Winning More Sales Today](https://keithrosen.com/2009/09/15/your-playbook-for-winning-more-sales-today/) - After my trip to Ireland last month, I’m continuing my travels and have the pleasure of delivering another training event in the second of 8 countries that I am visiting over the next two months. This week, I’m enjoying the beautiful city of Prague and while I’m here, I’m fortunate enough to have the support
- [The Seduction of Potential](https://keithrosen.com/2009/09/15/the-seduction-of-potential/) - 72 HOUR BOOK EVENT! Click here for more information and start winning more sales today. There are three areas in which managers constantly struggle. The first is deciding who to hire and where to find good talent. The second is deciding who to coach, how to coach and who to support when performance has dipped
- [Uncoachable People or Underdeveloped Coaches?](https://keithrosen.com/2009/09/01/rethinking-how-to-determine-a-persons-coachability-is-it-the-person-whos-not-coachable-or-is-it-more-about-the-ability-of-the-coach/) - Perhaps we need to rethink how to determine a person's coachability. Does it only concern the person who's not coachable? Or is it more about the ability of the coach? In previous articles and blog posts, I’ve suggested the following truth regarding whether or not someone is, in fact, coachable: "It's one thing if a
- [Powerful Observation Techniques to Better Coach Your Team](https://keithrosen.com/2009/07/20/managers-dont-know-what-their-people-are-doing-powerful-observation-techniques-to-better-coach-your-team-to-excel/) - Do you know what your people are doing in the field? Unless managers are in the field or on the phone actually listening to and observing what their people are doing and how they communicate with customers and prospects, managers really have no idea what their people are doing. Sure, you can guess and hypothesize
- [Are Your Salespeople Asking Prospects the Wrong Questions?](https://keithrosen.com/2009/07/01/are-salespeople-asking-prospects-the-wrong-questions/) - 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
- [How to Make Qualifying Questions Fit You](https://keithrosen.com/2009/06/26/how-to-make-qualifying-questions-fit-you/) - While we all must challenge what we see and hear regardless of the source of information, we need to be mindful about how literal we are and to what degree we internalize the advice. While being interviewed by Geoffrey James for an article he was writing for Selling Power magazine on what managers need to
- [My Blog Voted Top 100 Blogs to Boost Your Sales Skills](https://keithrosen.com/2009/06/26/my-blog-voted-top-100-blogs-to-boost-your-sales-skills/) - Just got this email and thought I’d share it with you. Looks like a good resource. ____________________________________ Hi Keith! We just posted an article, “Top 100 Blogs to Boost Your Sales Skills." I thought I'd bring it to your attention in case you think your readers would find it interesting. I am happy to let
- [When and How to Ask for Referrals](https://keithrosen.com/2009/06/25/when-and-how-to-ask-for-referrals/) - How would getting more referrals impact your business? The following dialogue honors the permission based selling model outlined in my cold calling book. What exactly classifies as a referral? If we were to create some parameters that define what a referral is, this is what it would look like. (Reference: My Cold Calling Book.) Synonymous
- [Tony Alessandra Week on CanDoGo - Generate More Referrals](https://keithrosen.com/2009/06/25/tony-alessandra-week-on-candogo-generate-more-referrals/) - Last week on CanDoGo.com was Tony Alessandra week. While a little late on the draw this week, the good news is, you can still access all of Tony’s videos and tips on CanDoGo. This one in particular I felt was so relevant during a time where customer retention and acquisition is top of mind for
- [A Timeless Message Regarding the True Definition of Success](https://keithrosen.com/2009/06/11/my-meeting-with-zig-ziglar-a-timeless-message-regarding-the-true-definition-of-success-and-how-to-achieve-it/) - Remembering sitting down and meeting with the master of selling and personal development, Zig Ziglar. The opportunity to speak with my hero was humbling and gratifying. “Wow! What an amazing experience. What did he teach you that was new?” is the first reaction I typically hear from people when telling them I had spent an
- [Benchmark Best Sales Practices to Achieve Your Goals](https://keithrosen.com/2009/06/08/benchmark-best-sales-practices-to-achieve-your-sales-goals/) - Make the questions you ask your clients deep and knowledgeable, not shallow and vague. Read more to learn how to begin crafting better questions. Companies are running so fast in an attempt to catch up on their sales numbers that they aren’t aware of the blinders they’ve developed which are obstructing their view of the
- [A Cold-Calling Conundrum: If You're Not Passionate About What You're Selling, How Can Your Prospect's Be?](https://keithrosen.com/2009/06/01/a-cold-calling-conundrum-if-youre-not-passionate-about-what-youre-selling-how-can-your-prospects-be/) - Watch the Video Salespeople wear their emotions on their sleeve. As such, your prospects will sense your reluctance or fear. A prospect wants to do business with a salesperson that's excited about what they have, not someone who is struggling to promote their product or service. Rather than a sign of conviction, this can be
- [Is Cold Calling Really Dead?](https://keithrosen.com/2009/05/28/through-the-eyes-of-a-salesperson-is-cold-calling-really-dead-develop-a-permission-based-prospecting-strategy-to-set-more-appointments-with-qualified-prospects/) - 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
- [Tom Hopkins Week on CanDoGo.com](https://keithrosen.com/2009/05/27/tom-hopkins-week-on-candogocom/) - This week on CanDoGo is Tom Hopkins week. He will be the featured author all week on CanDoGo.com. In honor of this amazing thought leader, CanDoGo.com will be featuring classic short video’s including some of Tom’s most memorable messages on sales and sales leadership. Tap into some of his greatest archives today while they’re still
- [The Anatomy of a Cold Call – The Five Critical Objectives](https://keithrosen.com/2009/05/22/the-anatomy-of-a-cold-call-the-five-critical-objectives/) - “What do I need to accomplish in the first few minutes of every cold call I make?” “What’s my overall objective of a cold call?” These questions rank up there as two of the top questions I’m asked. If you’ve been following my last few posts, I’ve been hyper-focused on the importance of sales benchmarking
- [Landslide Technologies Named Top 100 Private Companies in Eastern U.S.](https://keithrosen.com/2009/05/22/landslide-technologies-named-to-top-100-private-companies-in-eastern-us/) - More great news about a company I happen to be a raving fan of. Press release below. Recognition they rightfully deserve. __________________________________________________________________ Landslide Technologies Named Top 100 Private Companies in Eastern U.S. by AlwaysOn Company Selected as Technology Innovator in SaaS and Enterprise for 2009 Landslide Technologies today announced that it has been selected to
- [Stop Focusing on Your Goals and Start Honoring Your Process](https://keithrosen.com/2009/05/19/stop-focusing-on-your-goals-and-start-honoring-your-process/) - 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
- [Are You Selling by the Numbers or Selling Blindfolded?](https://keithrosen.com/2009/05/13/are-you-selling-by-the-numbers-or-selling-with-a-blindfold-on-statistical-benchmarks-for-success-and-self-accountability-that-most-organizations-are-still-missing/) - Take a moment to ask yourself these important questions about statistical benchmarks for success and self accountability that most organizations are missing. Stop. Just stop for the next several minutes that it’s going to take you to read this. Okay, now take a breath. Get off the treadmill for a moment and ask yourself these
- [Landslide Now Available on the Force.com AppExchange from Salesforce.com](https://keithrosen.com/2009/05/10/landslide-now-available-on-the-forcecom-appexchange-from-salesforcecom/) - Just announced and something each salesperson and sales team need to consider when it comes to leveraging solutions to best manage their prospecting efforts and entire sales process. Salesforce CRM customers can now deploy Landslide Sales Production System. Press release below. ______________________________ Landslide Technologies, provider of the Landslide Sales P3 System, today announced that it
- ["Don’t Sell Like You Buy" Nominated for Article of the Month](https://keithrosen.com/2009/05/06/dont-sell-like-you-buy-nominated-for-article-of-the-month/) - 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
- [Pre-Judging vs. Pre-Qualifying Your Prospects and Clients](https://keithrosen.com/2009/05/01/podcast-the-danger-of-pre-judging-rather-than-pre-qualifying-your-prospects-and-clients/) - Knowing the difference between pre-qualifying and pre-judging your prospects and clients is critical. If you’re pre-judging them, you’re already creating a self-imposed barrier to more sales and selling opportunities. 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
- [Sales Managers: Get Your Salespeople to Sell More: Listen to This Webinar Now!](https://keithrosen.com/2009/05/01/sales-managers-get-your-salespeople-to-sell-more-view-this-webinar-now/) - Click here to listen to and view this webinar. If you missed last week’s blockbuster webinar, The Sales Leadership Imperative, you can now access the recording immediately and listen to this 45 minute discussion I had with Jonathan Farrington. We focused on the most pressing questions that sales managers and sales leaders are faced with
- [How to Identify Top Sales Champions During the Interview](https://keithrosen.com/2009/04/28/how-to-hire-and-recruit-top-sales-champions-and-avoid-the-costly-mis-hires/) - Even if you have years of experience interviewing salespeople, you'll want to browse through this list of over 70 interview questions you can ask salespeople. "I know how to interview. I've been doing it for years." I hear this from practically every manager or HR executive I've ever had the privilege of coaching or training.
- [Where to Look For A New Job? Check Out These Industry Recession Winners](https://keithrosen.com/2009/04/06/where-to-look-for-a-new-job-check-out-these-industry-recession-winners/) - Top 10 Biggest Recession Winners IBISWorld Announces Industries To Perform Best in 2009 The recession is crippling businesses across the nation, but several industries will remain unscathed by the current economic strife, according to recent Recession Updates published by industry research firm IBISWorld. As one of the nation's most respected independent publishers of business intelligence
- [Your Assumptions (not the Objections) Are Killing Your Sales](https://keithrosen.com/2009/03/25/price-objection-or-a-value-objection-its-your-assumptions-not-the-objections-that-are-going-to-kill-the-sale/) - It’s our assumptions around the sales process that often sabotage our selling efforts right from the start. Try this next time you get a price objection. "Your price is too high” can mean several different things depending upon who is sharing this perceived objection with you, certainly something different to each customer, depending on their
- [Not Sure How To Innovate? Forget Brainstorming, SmartStorming Shows You How](https://keithrosen.com/2009/03/23/not-sure-how-to-innovate-forget-brainstorming-smartstorming-shows-you-how/) - Did you know that the concept of brainstorming as we know it today was invented nearly 70 years ago? This was right around the time when Roosevelt was President and gas cost 10-cents a gallon. Interestingly, while technology has advanced dramatically, the brainstorming process hasn’t changed much since then. Invite most 21st-century professionals to participate
- [Career Boost: Identify Best Practices - Then Live Them](https://keithrosen.com/2009/03/18/observe-top-performers-have-a-contingency-plan-be-mindful-of-your-successor-how-to-keep-your-job-parts-6-7-8/) - What can you learn from observing the top performers within your organization as well as embracing the mindset of your potential successor? Strategies to build and protect your personal brand. While the information I share in this post will help any manager become more valuable to their employer, watching out for your career doesn’t stop
- [Book Release:  The Race To Success. Are You In The Lead?](https://keithrosen.com/2009/03/17/book-release-the-race-to-success-are-you-in-the-lead/) - In today's ever changing world, everyone is struggling to find more time. Each day millions of Sales Professionals start their day behind and never catch up. In The Race To Success, author Cheryl Clausen challenges you to think differently about time and in doing so she turns the whole concept of time management upside down.
- [Be Grateful Rather Than the Consummate Complainer](https://keithrosen.com/2009/03/12/be-grateful-rather-than-the-consummate-complainer-how-to-keep-your-job-part-4-and-5/) - If you’re fortunate enough to have one today, develop a deeper appreciation for your job and recognize the behaviors that can put your name on the short list. Be Grateful Talk to people who used to complain about their salary, boss and work conditions. The same people who used to whine about their job are
- [Building Your Brand - Be Visible But Not Egocentric](https://keithrosen.com/2009/03/11/be-visible-but-not-egocentric-how-to-keep-your-job-part-3/) - What are you doing to insulate yourself from the next 'downsize?' Here are some strategies that will enable you to increase your visibility and the measurable ROI you deliver to your company in order to build the value of your brand. Be Visible but Not Egocentric Ironically, this is not the time to put your
- [Just Follow Up! Wins Sales Article of The Month](https://keithrosen.com/2009/03/10/just-follow-up-wins-sales-article-of-the-month/) - Just Follow Up Wins Sales Article of The Month on Top Sales Articles. Read the full article here. You may know what that next step in your selling process actually is. But do you know exactly, when? Are you confident in what that next step is and when it will be taken? Many salespeople struggle
- [Foster Key Strategic Relationships:  How to Keep Your Job- Part 2](https://keithrosen.com/2009/03/09/foster-key-strategic-relationships-how-to-keep-your-job-part-2/) - The World Bank just reported that the economy is in the worst shape since the Great Depression. Here are a few career retention strategies to adopt (as well as some things to avoid doing) to stay employed, become more valuable and avoid being the next one cut. These strategies can make the difference between you
- [Make Yourself Indispensable. How to Keep Your Job - Part 1](https://keithrosen.com/2009/03/05/make-yourself-indispensable-how-to-keep-your-job-part-1/) - Millions of jobs have been lost over the last year. A recent survey indicated that almost 50% of American’s are worried about losing their job. Our job market hasn’t experienced these staggering numbers since 1974. With more companies laying people off, how can you insulate yourself from the rest of the work force and maintain
- [Beat Your Sales Slowdown](https://keithrosen.com/2009/03/05/beat-your-sales-slowdown/) - Selling in today's economy is tough and likely to get tougher. It's time to work smarter not harder. Here’s one solid investment in yourself and your future. Top Dog Sales Secrets, published by SalesDog.com is the ultimate "tough times" sales book because it gives you an advantage over your competition. Here is some of what
- [Coaching Salespeople into Sales Champions Named one of The World’s Best Business Books of 2009](https://keithrosen.com/2009/03/03/coaching-salespeople-into-sales-champions-named-one-of-the-worlds-best-business-books-of-2009/) - Special offer below to celebrate this achievement. Get the book 37% off and my coaching playbooks for free here. ) The other day, results were announced that my latest book, Coaching Salespeople into Sales Champions received the Axiom Business Book Award and was honored with the silver medal for being recognized as one of the
- [Twitter has Entered The Schedule](https://keithrosen.com/2009/02/24/twitter-has-entered-the-schedule/) - Follow me on Twitter here. In case you’re one of the many who have joined twitter.com I just wanted you to know I’ve begun chirping in this new platform. Now, I’m not sure how long this is going to last, nor do I know how many times I’ll tweet. What I do know is, this
- [Winner of the 2009 Stevie Award for Sales Eduction Leader of the Year](https://keithrosen.com/2009/02/16/winner-of-the-2009-stevie-award-for-sales-eduction-leader-of-the-year/) - The other day, results were announced in the 3rd annual Stevie® Awards for Sales and Customer Service, an international competition recognizing excellence in customer service and sales. Stevie Award winners were announced during a gala awards dinner at Caesars Palace in Las Vegas. I’m excited and humbly appreciative of winning the 2009 Stevie Award and
- [CEO’s Need to Get Their Head Out Of Their Assets. Check out This Layoff Tracking Scorecard](https://keithrosen.com/2009/02/15/ceos-need-to-get-their-head-out-of-their-assets-check-out-this-layoff-tracking-scorecard/) - I want to share a conversation I had recently with a CEO of a fairly large company. He was telling me how they’ve done as much fat cutting, expense reduction, budget freezing and overhead trimming as they can. They’re on their second rounds of layoffs and it’s still not looking good, as another layoff is
- [Tony and David's Five Critical Objectives Of  Your First Phone Call](https://keithrosen.com/2009/02/13/tony-and-davids-five-critical-objectives-of-your-first-phone-call/) - Tony Parinello recently released a new book which is more timely and relevant than ever before. Entitled, Five Minutes With VITO-Making the most of your selling time with the Very Important Top Officer, authors David Mattson, CEO and a partner at Sandler Systems, Inc. and Tony Parinello have been generous to share some chapter excerpts
- [Managing the Resistant Salesperson—Coach Them Anyway!](https://keithrosen.com/2009/02/12/managing-the-resistant-salesperson-coach-them-anyway/) - How do you handle those who don't want to be coached? A good place to start is by asking them some of these well-crafted questions. It’s evident that today more than ever, we can all benefit from a little introspection and realignment in our thinking, in our approach to sales management as well as in
- [Sales Benchmarking Webinar: Drive More Sales Rather than More Layoffs and Cutbacks](https://keithrosen.com/2009/02/11/sales-benchmarking-webinar-drive-more-sales-rather-than-more-layoffs-and-cutbacks/) - When sales managers ask the question, “How can I get my sales team to bring in more sales,” the more obvious solution would be more sales coaching and more sales training. However, what are you coaching and training them against? What metrics do you have so that you can achieve world class sales performance or
- [Tony Parinello's Four Critical Tips for Writing Sales Letters](https://keithrosen.com/2009/02/07/495-2/) - Tony Parinello recently released a new book which is more timely and relevant than ever before. Entitled, Five Minutes With VITO-Making the most of your selling time with the Very Important Top Officer, authors David Mattson, CEO and a partner at Sandler Systems, Inc. and Tony Parinello have been generous to share some chapter excerpts
- [How Do You Get Your Salespeople to Sell More?](https://keithrosen.com/2009/01/31/how-do-you-get-your-salespeople-to-sell-more/) - Author Lee B. Salz brings together a collection of critical thinking from a variety of consultants and thought leaders, and has them weigh in on what businesses need to do to avoid becoming a growing statistic of companies unable to change their rigid ways. I've included the entire article below that Lee wrote. Read how
- [Coaching Salespeople into Sales Champions Wins 2008 Sales Leadership Book of The Year](https://keithrosen.com/2008/12/30/coaching-salespeople-into-sales-champions-wins-2008-sales-leadership-book-of-the-year/) - (Special offer below to celebrate this achievement. Get the book 37% off, my coaching playbooks for free and hundreds of dollars worth of additional materials here. ) I just found out that my latest book, Coaching Salespeople into Sales Champions has won the prestigious Book of the Year gold medal for the best Sales Leadership
- [Need Your Vote to Make My Article the #1 Sales Article of 2008!](https://keithrosen.com/2008/12/19/need-your-vote-to-make-my-article-the-1-sales-article-of-2008/) - Earlier this year, I was approached by the folks over at Top10SalesArticles.com about an article I had written which they were interested in republishing on their site entitled, While You Have Their Attention, Opt-In which initially appeared on Salesopedia.com. Out of several hundred articles on www.top10salesarticles.com, this article won Article of the Month for November
- [The Most Empowering Sales Coaching Statement Ever](https://keithrosen.com/2008/12/11/demonstrate-what-you-want-for-your-staff-with-this-powerful-communication-strategy/) - There are things we want for ourselves and things we want for others. Learn how a single statement can powerfully empower others in a wide variety of situations. The 'Wanting for' statement is an independent, self containing strategy you can use at any time during normal conversation. A 'wanting for' statement can be used in
- [Communicate From Abundance Rather Than Scarcity](https://keithrosen.com/2008/12/08/managers-communicate-from-abundance-rather-than-from-scarcity/) - Your communication style tells a lot about you. Make this subtle yet powerful change in the language you are using to set the tone and atmosphere for your team. In a prior blog, I mentioned that in order to shift from using consequence as a way to motivate people into action to pleasure, it not
- [Motivate Through Pleasure Rather Than Consequence](https://keithrosen.com/2008/12/04/motivate-through-pleasure-rather-than-consequence/) - Motivating through fear and intimidation results in the other person pushing to avoid things they don't want rather than being pulled towards things they do want. One example of toxic motivation would be to motivate someone by pushing them into action through threats, such as the loss of their job or a punishment associated with
- [People Do What Makes Them Comfortable. So Get Uncomfortable (Even If You Puke)](https://keithrosen.com/2008/12/01/people-do-what-makes-them-comfortable-so-get-uncomfortable-even-if-you-puke/) - Here's an experience I had that reinforces the central theme that needs to be adopted in order to make these positive changes that are going to lead to greater measurable results while getting you out of your comfort zone in order to do so. I remember when my oldest daughter was about four years old.
- [Don't Confuse Coaching Your Team with Conceding to Them](https://keithrosen.com/2008/11/27/when-managers-confuse-coaching-with-conceding-to-your-team/) - Asking each of your salespeople how they want to be managed and held accountable doesn't mean you are giving up on team goals, expectations, and standards. Question: Here's a question that an executive emailed me the other day. I thought the dialogue was blog worthy and valuable enough to share with you. "In your article
- [Full Accountability - What's in it for Execs and Managers?](https://keithrosen.com/2008/11/26/a-question-on-full-accountability-whats-the-reward-for-managers/) - Once you take full accountability for yourself as well as each person on your team, you are now able to empower others to be fully accountable for themselves. One reader emailed in a question asking for some further clarity around the bigger reward from becoming fully accountable for everything in our lives as well as
- [Why Your Hiring, Coaching and Retention Programs Suck](https://keithrosen.com/2008/11/21/why-your-hiring-coaching-and-retention-programs-suck/) - Managers and executives who fail to accept 100% accountability for their teams are at the root of all hiring, coaching, and retention program failures. Here's how to do it right. I hear things like, “C’mon Keith, 100%. Don’t managers get a little bit of a break here? How can we be fully accountable when I'm
- [Embrace Full Accountability - For Everything and Everyone](https://keithrosen.com/2008/11/18/embrace-full-accountability-for-everything/) - In business and life in general, you are fully accountable for everything that shows up in your life. Whether you choose to accept that or not is up to you. Dr. Marvin Jolson was very dear mentor of mine and a true business leader; a trailblazing pioneer and innovator when it came to the areas
- [How Even Blind Managers Can Learn to See Blind Spots](https://keithrosen.com/2008/11/17/can-a-blind-manager-see-the-truth-uncover-your-blind-spots/) - It's easy to become blind to the stories and scenarios our people repeatedly shower us with. We all have blind spots and need help seeing what's hidden. After writing a posting the other day entitled, The Greatest Salespeople Scams Sales Managers Buy Into, I was hit with a few questions from readers. This particular post
- [The Top Ten S.C.A.A.M.s Salespeople Use that their Sales Managers Believe](https://keithrosen.com/2008/11/14/you-got-scammed-the-greatest-scams-salespeople-engage-in-that-managers-buy-into/) - Salespeople are a creative bunch. When it comes to the stories they tell themselves which they believe are true, their conviction is so strong that their boss also falls victim of believing these S.C.A.M.M.s. Here are the top 10 lies we tell our boss (and ourselves) that, once recognized, become powerful coaching moments. Oh, The
- [The Top Paradoxes of Prospecting](https://keithrosen.com/2008/11/12/the-top-paradoxes-of-prospecting/) - Many of the strategies we engage in are often counterintuitive to achieving our goals; especially as it relates to cold calling and prospecting for business. Here's a sample of the top paradoxes of prospecting that make prospecting so challenging. However, once these paradoxes are woven into your thinking, you'll notice how these contradictions will provide
- [Don't Accidentally Teach Your Team to Avoid Full Accountability](https://keithrosen.com/2008/11/10/managers-continue-to-teach-their-people-how-to-avoid-full-accountability/) - Sometimes understanding can come at the most unexpected times and in unexpected places. Here's a lesson of accountability I learned in Burger King's drive through. "What is that guy doing now?" It was just an odd maneuver. Something out of the ordinary from what would have typically been an everyday experience at the drive through
- [Over-Responding to Your Customers With Better Questions](https://keithrosen.com/2008/11/06/over-responding-to-your-customers-with-better-questions/) - 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
- [Debunking the Law of Attraction](https://keithrosen.com/2008/11/05/debunking-the-law-of-attraction-wheres-the-personal-accountability/) - While the power of attraction can have a profound impact on your life as it relates to how you can manage your mindset to achieve your most precious goals and attract that which matters most to you, there is a loophole. Attraction without the action to support what you want to achieve and create most
- [Become a Clairvoyant Manager and Get to the Real Truth](https://keithrosen.com/2008/10/31/are-your-people-lying-to-you-become-a-clairvoyant-manager-to-get-the-real-truth-out/) - Do you ever get the feeling that your team isn't being 100% honest and upfront with you? Learn this foolproof approach to extracting the truth from your people. Instead of confronting the person about their innate concern, the manager takes what this person says and tries to do their best to work their solution around
- [Business Expert Webinars Delivers Their 100th For-Fee Webinar](https://keithrosen.com/2008/10/29/business-expert-webinars-delivers-ther-100th-for-fee-webinar/) - Kudos to Lee Salz and Business Expert Webinars. He had the vision, executed the vision and achieved a measurable milestone over a short period of time, no less. Great example of putting the muscle of activity and momentum behind the vision. Attraction in action, baby! Here's the release: Business Expert Webinars Delivers its 100th Business
- [7 Strategies that Worked Yesterday but Fall Short Today](https://keithrosen.com/2008/10/23/re-inventing-your-selling-business-and-leadership-strategies-in-response-to-the-current-market/) - The skills, the thinking and the strategies that got us here today will not take us where we want to be tomorrow. Make these 7 changes today and win. The simple truth is, in order to earn more we need to learn more, especially as it relates to selling, retaining your current customers and leveraging
- [Doing More Leads To Failure - Reinvent Everything](https://keithrosen.com/2008/10/08/doing-more-leads-to-failure-reinvent-everything/) - Power Referrals - The Ambassador Method Will Build Your Social Currency In today's market, exploiting every vehicle you can to drive more prospects and more sales to you is crucial. The innovative will reign supreme, while those scurrying to simply do more of what they did yesterday wonder why 'more' isn't the answer. What daily
- [Defuse Any Objection](https://keithrosen.com/2008/10/04/the-igo-3-step-permission-based-closing-process-to-defuse-any-objection-2/) - Rather than react to an objection with a statement that creates an adversarial posture between you and the prospect respond to the objections you hear with a question using the three step I.G.O. Permission Based Selling process to defuse them. After gathering the information during your discovery process, use this information to conclude your sales
- [The I.G.O.  3-Step Permission Based Closing Process](https://keithrosen.com/2008/10/04/the-igo-3-step-permission-based-closing-process-to-defuse-any-objection/) - Rather than react to an objection with a statement that creates an adversarial posture between you and the prospect (Example: defending your position, service, or product) respond to the objections you hear with a question using the three step I.G.O. Permission Based Selling™ process to defuse them. Here’s how. Remember, after gathering the information during
- [Speaking at the Sales Leadership Conference Next Monday Oct, 6 - Chicago](https://keithrosen.com/2008/09/30/im-speaking-at-the-sales-leadership-conference-next-monday-oct-5-chicago/) - For those managers and executives out there with a struggling sales force, here's something you can do about it. Tap into this rich opportunity to get immediate solutions to your most pressing sales and leadership challenges from the experts. Next Monday, October 6, 2008 I'll be speaking at the Selling Power Sales Leadership Conference at
- [If No One Likes to be Sold, Enroll Instead](https://keithrosen.com/2008/09/25/no-one-likes-to-be-sold-everyone-wants-to-be-enrolled-the-difference-between-enrolling-and-selling/) - 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
- [Alltop.com - An Online Digital Magazine Rack](https://keithrosen.com/2008/09/23/alltopcom-an-online-digital-magazine-rack/) - Here's a great new resource worth using. It's alltop.com. Alltop.com collects stories from “all the top” sites on the web. They have grouped these collections into individual Alltop sites based on topics such as sales, environment, photography, science, Muslim, celebrity gossip, military, fashion, gaming, sports, politics and automobiles. At each Alltop site, they display the
- [The Value of Effective Communication & Presentation Skills](https://keithrosen.com/2008/09/22/your-customers-have-no-idea-what-youre-taking-about-effective-communication-and-presentation-skills/) - If you want to increase the impact of your communication and presentations, it's your responsibility to make sure that 100% of your message is truly understood by every person you speak with. My wife and I attended an open school night, the first time we had an opportunity to sit down and listen to the
- [Three Strategies to Attract More Qualified Prospects](https://keithrosen.com/2008/09/20/a-deeper-qualifying-strategy-uncovers-more-sales-maximize-your-selling-efforts-on-every-call/) - 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
- [Your Imagination is Costing You Sales](https://keithrosen.com/2008/09/19/your-imagination-is-going-to-cost-you-sales-especially-when-youre-qualifying-a-prospect/) - 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,
- [How to Best Qualify any Prospect and Find the Perfect Fit](https://keithrosen.com/2008/09/17/qualify-the-sale-how-to-best-qualify-any-prospect-and-find-the-perfect-fit/) - Here are some qualifying questions you can use during your next prospecting conversation. Remember, it's not just any question; but defined, well crafted questions that are going to act as the conduit to more qualified prospects and more sales. While many salespeople would use questions that qualify their prospects to determine whether or not they
- [Inc. Article Features Clients - Succeeding In Spite of A Bad Market](https://keithrosen.com/2008/09/15/inc-article-features-clients-succeeding-in-spite-of-a-bad-market/) - Earlier this summer, I was interviewed by Inc. magazine on the how to keep salespeople motivated, especially when they miss their numbers. Business owners and sales managers need to focus on specific parts of their sales process rather than just hammering on the overall sales goals. In this Inc. story, entitled, Fighting the Sales Force
- [How to Overcome Selling and Cold Calling Reluctance Permanently](https://keithrosen.com/2008/09/12/hate-to-cold-call-overcome-cold-calling-reluctance-permanently/) - Do you have a sales team of fearless salespeople and prospectors? There's not a company out there who can afford to have their salespeople, prospectors and rainmakers become a little gun-shy when looking to attract and develop new business. Here’s how you can overcome sales and prospecting reluctance permanently. Are you aware of the limiting
- [Before Cold Calling, Get Out of Your Own Way and Into the Prospecting Mindset](https://keithrosen.com/2008/09/11/before-cold-calling-get-out-of-your-own-way-and-into-the-prospecting-mindset/) - I received this question from someone regarding yesterday's blog and thought it important enough to share as it may be on your mind as well. The question was, "How much time do I put aside for pre call planning?" Here is my response: Since pre-call planning occurs before you begin to prospect, this is the
- [How to Avoid a Cold Calling Injury](https://keithrosen.com/2008/09/10/safety-tips-avoid-a-cold-calling-injury-implement-a-pre-call-planning-regimen/) - You might be surprised that the same activity which prevents sports injuries can help prevent cold calling injuries too. Implement a pre-call planning regimen. When talking with salespeople who have prospected for a while, it seems that they remember how challenging it was to take that first prospecting step. This is still a common theme
- [Coaching Salespeople into Sales Champions Lands Two International Rights Deals](https://keithrosen.com/2008/08/29/coaching-salespeople-into-sales-champions-lands-two-international-rights-deals/) - This is pretty neat! My book, Coaching Salespeople into Sales Champions is being translated into a Chinese and Czech version! Below are the details. Global Rights Deal Announcement for Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives by Keith Rosen We are pleased to report a Global Rights Department license for
- [TV Interview: How Managers Can Better Motivate Their People](https://keithrosen.com/2008/08/29/tv-interview-how-managers-can-better-motivate-their-people/) - I just got back from my interview with Becky Surran at News 12 in Connecticut. (What an amazing, state of the art studio.) Below is a summary of what we discussed. For many companies it's a battlefield out there and the battlefield isn't limited to the marketplace but the workplace. And again, all roads lead
- [Engaging the Hearts and Minds of All Your Employees](https://keithrosen.com/2008/08/26/engaging-the-hearts-and-minds-of-all-your-employees/) - With technology advancements nearing the speed of light, there are no sustainable competitive advantages anymore…except for your people. Engaging the hearts and minds of your team is the only sustainable advantage left in today’s hyper-competitive, high-velocity world. As a result, employee engagement has been a white hot topic. Lee J. Colan’s rapid-read book translates the
- [Need a Rainmaker? Learn to Recruit at a Deeper Level](https://keithrosen.com/2008/08/21/need-a-rainmaker-learn-to-recruit-at-a-deeper-level/) - Like many business owners and sales managers right now, there's a strong initiative to recruit new talent that can drive sales. Companies are scrambling to find more rainmakers rather than order-takers to build out their sales team – and the line of disparity continues to widen between the two, as many salespeople are struggling to
- [Landslide's New Release Offers a Breakthrough in Sales Work Style Support](https://keithrosen.com/2008/08/15/landslides-new-release-offers-a-breakthrough-in-sales-work-style-support/) - Landslide Technologies, Inc. just recently announced the launch of its Summer 2008 Release, which offers a breakthrough in usability, new Web 2.0 capabilities and an innovative Sales Workspace that allows salespeople to engage, interact, and sell using the proven best practices of their company and industry. Landslide was created with the belief that there is
- [When Technology Disconnects Us - How Sales 2.0/Web 2.0 Is Diluting The Power of Interpersonal Communication](https://keithrosen.com/2008/08/12/when-technology-makes-us-disconnected-how-sales-20web-20-is-diluting-the-power-of-interpersonal-communication/) - Sales 2.0; the conversion of technology and sales and the symbiotic relationship between the two; how they can be integrated together and co-exist in harmony. Yet, with all the technology that is going to change how salespeople sell and manage themselves, we need to be keenly sensitive about removing the human side of interaction and
- [The Top 10 Self-Sabotaging Behaviors Managers Engage In](https://keithrosen.com/2008/08/07/the-top-ten-self-sabotaging-behaviors-managers-engage-in-that-prevent-positive-change/) - Every manager wants to develop a team of champions. Yet, only a select few have been able to truly realize this goal and enjoy the benefits that follow. Not that sales quotas aren't being achieved; they're just being done so at a greater expense; the managers' time, resources, peace of mind and energy. However, the
- [What Exactly Do You Coach? The Top Ten Things You Can Coach Someone On](https://keithrosen.com/2008/08/05/216-2/) - What Exactly Do You Coach? The Top Ten Things You Can Coach Someone On I have found that the gap (the space you coach that is the area of opportunity which exists between where the person is now and where they want to be or the result they want to achieve) represents several key indicators
- [2008 Sales Book Awards | In Search of the Best Sales Book on the Planet](https://keithrosen.com/2008/07/30/2008-sales-book-awards-in-search-of-the-best-sales-book-on-the-planet/) - The Sales Book Awards recognize books, authors, and publishers whose work advances sales as a profession. During one of their regular conversations, two avid readers, writers, and globally recognized sales experts lamented that sales books were often overlooked by book award programs and shunned by many in the publishing industry. Jeb Blount, CEO of the
- [How to Determine Personal Coachability](https://keithrosen.com/2008/07/11/how-to-determine-personal-coachability/) - “Who should I be coaching?” I’ve been asked this question hundreds of times by both internal sales and corporate coaches as well as those looking to build a career as a coach and develop a sustainable coaching practice on their own. The short answer is that not everyone is coachable. You can determine if people
- [Be Present](https://keithrosen.com/2008/07/09/be-present/) - Although planning for a great year is healthy and productive, during our quest to accomplish more we often lose sight of what is occurring today. Sure we live in the present, but is that where we are truly living and responding to in each moment? Consider that most of our time is spent either living
- [Get your FREE copy of my new book, Coaching Salespeople into Sales Champions through Landslide.com](https://keithrosen.com/2008/07/07/get-your-free-copy-of-my-new-book-coaching-salespeople-into-sales-champions-through-landslidecom/) - Thought I'd share with you a way to get my book for free. Simply attend a short, live online demo of Landslide, a sales workstyle management tool created FOR salespeople BY salespeople to help increase their sales, leverage their time and boost their income. Register now to see how selling using Landslide is different from
- [More Gravy Please –Sales Gravy, That Is. Mmmm Juicy!](https://keithrosen.com/2008/07/03/more-gravy-please-sales-gravy-that-is-mmmm-juicy/) - SalesGravy.com is among the top sales portals on the internet. But Sales Gravy is different - in fact it is different than pretty much anything out on the web today. You'll notice this the moment you enter the site - the guys over at Sales Gravy don't take themselves too seriously. The founder, Jeb Blount,
- [Cold Calling Academy: Strategy #6: Get On Their Calendar, #7: The Back Door Approach](https://keithrosen.com/2008/07/02/cold-calling-academy-strategy-6-get-on-their-calendar-7-the-back-door-approach/) - Here two final solutions to be mindful of when attempting to connect with your desired prospect. Strategy #6: Get On Their Calendar If you happen to be calling on a prospect that you have connected with in the past who has an assistant, try this approach. "Hi Jane, Keith Rosen here from Profit Builders. Mary
- [Cold Calling Academy: Strategy #4: Ask for Help,  #5: Top Down and the Bottom Up](https://keithrosen.com/2008/07/01/cold-calling-academy-strategy-4-ask-for-help-5-top-down-and-the-bottom-up/) - In an effort to combat market conditions, I've noticed an increase in cold calling activity within many organizations regardless of industry. Here are some solutions to be mindful of for you to use when you run into the barrier that may prevent you from connecting with your desired prospect. The elusive gatekeeper. Strategy #4: Ask
- [Cold Calling Academy: Strategy #2: Ask a technical question #3 Use Humor:](https://keithrosen.com/2008/06/30/cold-calling-academy-strategy-2-ask-a-technical-question-3-use-humor/) - In an effort to combat market conditions, I've noticed an increase in cold calling activity within many organizations regardless of industry. Here are some solutions to be mindful of for you to use when you run into the barrier that may prevent you from connecting with your desired prospect. The elusive gatekeeper. Strategy #2: Ask
- [Cold Calling—Shift from Gatekeeper to Concierge](https://keithrosen.com/2008/06/28/cold-calling-academy-1-shift-from-gatekeeper-to-concierge/) - Many organizations are increasing their cold calling efforts in order to stay competitive in today's market. Here are some solutions to be mindful of for you to use when you run into the barrier that may prevent you from connecting with your desired prospect—the elusive gatekeeper. Think about your reaction to the word "gatekeeper." What
- [How to Coach Your Manager to Best Coach You - Well...Maybe](https://keithrosen.com/2008/06/27/how-to-coach-your-manager-to-best-coach-you-well-maybe/) - According to a recent Maritz Poll, the toxic boss is still alive and thriving. Sure, no breakthrough news here but what if you, as the recipient of this type of manager, could actually do something about it? Knowing the type of boss you have, their limitations, their management style, their priorities, what drives them and
- [Is Your Partnership Worth Saving?](https://keithrosen.com/2008/06/26/is-your-partnership-worth-saving/) - A great partnership is like a great marriage—precious and rare. And like any marriage, after the honeymoon period ends and the realities of life kick in, a good partnership is always worth saving. Here are a few things you can do to ensure you've done everything to salvage your partnership. 1. Revisit the Company Goals:
- [THE SEVEN TYPES OF MANAGERS](https://keithrosen.com/2008/06/24/p7-the-seven-types-of-managers/) - With all the efforts those who are managed, put forth in an often last valiant attempt to salvage a once positive work environment, at the core of every unhealthy working environment is the toxic boss, manager or supervisor that breeds it. All roads go back to the manager. And if the manager isn't willing
- [What's Your Motivation - Fear or Goals?](https://keithrosen.com/2008/06/06/whats-your-motivation-your-fear-or-goals-choose-the-fuel-that-drives-you/) - Choose the fuel that drives you. Many people spend more time focusing on that which they fear and as such, are driven by their fears to avoid a consequence, rather than the goals or dreams they want to create. Let's face it; we're all pretty good at articulating what we don't want to happen in
- [How to Secure Your Spot on the Customer Service Hall of Shame](https://keithrosen.com/2008/06/05/how-to-secure-your-spot-on-the-customer-service-hall-of-shame/) - Here's an article long over due, pointing the finger to the companies who can hold their heads high as the worst at customer service. Here's the article. To me, it all comes down to corporate accountability, and in most cases, there is none. And all roads go back to management! So if management isn't being
- [Get Free Company Data for Over 1 Million Companies at Jigsaw](https://keithrosen.com/2008/06/04/get-free-company-data-for-over-1-million-companies-at-jigsaw/) - Jigsaw, the leaders in complete and collaborative business information, believe that company data is a basic business right. That’s why they’ve launched the Open Data Initiative—the fast, easy and free way to download thousands of company records in just seconds. Now you can say goodbye to: Painstakingly searching the web for one off company data.
- [A New Community for Salespeople: SalesHQ.com](https://keithrosen.com/2008/05/13/a-new-community-for-salespeople-saleshqcom/) - I'd like to direct you to a new resource for sales professionals called SalesHQ.com. SalesHQ connects members of the professional sales community across the globe. SalesHQ helps anyone excited by the art of deal making and the science of driving revenue. Members can discover jobs, research career choices, and learn to sell more effectively, manage
- [Free Webinar:  Strategies for Successful Sales Leaders-Leverage Your Competitive Advantage](https://keithrosen.com/2008/05/09/188-2/) - FREE WEBINAR 7 Strategies for Successful Sales Leaders The Pressure Paradox in Sales: Uncover the Pressure Points of Sales and How to Leverage Them Into a Competitive Advantage WHEN: Wednesday, May 21, 2008 10:00 AM PDT | 11:00 AM MDT 12:00 PM CDT | 1:00 PM EDT PRESENTERS: Tom Atkinson, Director of Customer Research &
- [The Art of Persuasion: Communication Tools For Any Sales Manager Looking to Have a Greater Influence on Their Salespeople. Interview With Dr. Rick Kirschner - Part 2](https://keithrosen.com/2008/05/04/the-art-of-persuasion-communication-tools-for-any-sales-manager-looking-to-have-a-greater-influence-on-their-salespeople-interview-with-dr-rick-kirschner-part-2/) - Here's part 2 of the interview I conducted With Dr. Rick Kirschner regarding what managers can do to drive greater results, better motivate their salespeople and boost productivity by utilizing these powerful communication strategies. ________________________________ KR: How can a sales manager leverage the power of persuasion to increase the motivation and performance of her sales
- [The Art of Persuasion: The Sales Manager's Path to Greater Influence. Interview With Dr. Rick Kirschner - Part 1](https://keithrosen.com/2008/05/01/the-art-of-persuasion-the-sales-managers-path-to-greater-influence-interview-with-dr-rick-kirschner/) - As the economy heads deeper into a rough patch, companies must work harder than ever to meet financial targets. That means the pressure on salesmanagers to meet sales goals is huge. We believe that a big part of producing sales results consists of supporting, coaching, and managing your people. Developing and strengthening coaching skills becomes
- [Time To Quit Your Job? Ten Signs That Suggest You're Ready For A Career Change](https://keithrosen.com/2008/04/30/time-to-quit-your-job-ten-signs-that-suggest-youre-ready-for-a-career-change/) - When do you know it’s time to quit your job and move on to a more promising opportunity? Here are ten signs that would suggest it's time for you to re-examine your career path and move on. The Top Ten Signs That Tell You It's Time To Quit Your Job I remember years ago when
- [8 Steps to Better Manage Your Career - And Your Manager](https://keithrosen.com/2008/04/29/hate-your-boss-but-love-your-job-eight-things-you-can-do-to-better-manage-your-career-and-your-manager/) - 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
- [Coaching Salespeople into Sales Champions Makes #1 Best Seller](https://keithrosen.com/2008/04/22/coaching-salespeople-into-sales-champions-makes-1-best-seller/) - Get Coaching Salespeople into Sales Champions and Get $2,431.35 of Additional Materials From Today's Top Business Leaders. Details Here In just 72 hours, my new book Coaching Salespeople into Sales Champions (34% off: $19.77, Hardcover) made #1 on Amazon’s Best Seller List! Due to the overwhelming response, I decided to extend a grace period for
- [How Do You Hold Your Team Accountable? Ask Them](https://keithrosen.com/2008/04/21/ask-your-employees-how-they-want-to-be-coached-set-the-expectation/) - How do we uncover how each person likes to be managed or even held accountable? By using one of the most valuable tools as a coach - asking more and better questions. To uncover how to best manage and support each person on your team, while respecting their career or personal goals, schedule one to
- [Make Acknowledgment Measurable and Specific](https://keithrosen.com/2008/04/18/coaching-tips-from-the-sidelines-make-acknowledgment-unconditional-measurable-and-specific/) - What do people want most in their career? Statistics show that people want the positive reinforcement and acknowledgement that lets them know they are doing a good job. Communicate from abundance rather than from scarcity. The number one issue people have in the workforce today is, “Will I be valued and will I have a
- [Barriers to Coaching a Sales Team: #8 and 9-Full Accountability and Competitive Managers](https://keithrosen.com/2008/04/17/barriers-to-coaching-a-sales-team-8-and-9-full-accountability-and-competitive-managers/) - 72 Hour Special Book Event April 15 - 17. Ends Tonight. Barrier Eight: Full Accountability If you want to become powerful, hire a powerful coach. It's a simple, yet highly effective strategy. If you want your salespeople to be powerful, you need to be a good role model for them. As you evolve, so does
- [Annihilating the Albatross of Leadership](https://keithrosen.com/2008/04/17/annihilating-the-albatross-of-leadership/) - Great managers realize that one of their key roles is to maximize the productivity of their team and ensure they are operating at peak performance. The consequences of not having your sales team live up to their potential are severe: a decrease in sales, lower morale, higher turnover, client attrition; even your job. Additionally, there’s
- [Barriers to Coaching a Sales Team: # 6 - No Judgment? #7 -Anyone Can Manage, Not Everyone Can Coach](https://keithrosen.com/2008/04/17/barriers-to-coaching-a-sales-team-5-and-6-2/) - Barrier Six: Confidentiality and No Judgment? Sure, Boss! Lets get right to what you're thinking. Your role as supervisor or boss presents some inherent problems with coaching that need to be addressed head on. Given the parameters, guidelines, and principles necessary to be a masterful coach, trust is critical to make the connection. After all,
- [The Most Remarkable Consortium Of Experts Ever Assembled Supporting: Coaching Salespeople into Sales Champions](https://keithrosen.com/2008/04/16/the-most-remarkable-consortium-of-experts-ever-assembled-supporting-coaching-salespeople-into-sales-champions/) - 72 Hour Special Book Event April 15 - 17. Ends tomorrow. What do all of these thought leaders, authors and companies have in common? They're all supporting this 72 Hour Book Launch Event for my new book, Coaching Salespeople into Sales Champions by giving away hundreds of dollars worth of their own valuable resources. I'm
- [Barriers to Coaching a Sales Team: # 4 -You're Coaching not Changing People #5 Connection](https://keithrosen.com/2008/04/16/barriers-to-coaching-a-sales-team-4-and-5/) - 72 Hour Special Book Event April 15 - 17. Ends Thursday. Barrier Four: You're Coaching People, not Changing People There’s a big difference between coaching people and changing people. However, for executives or front line managers who are commissioned to hit some aggressive sales numbers, coaching is the last thing they want to talk about.
- [New Book on Executive Sales Coaching & 72 Hour Launch Event Ends Thursday](https://keithrosen.com/2008/04/15/new-book-on-executive-sales-coaching-72-hour-launch-event-ends-thursday/) - Coaching Salespeople into Sales Champions A Tactical Playbook for Managers and Executives (Hardcover Edition) Get my book 37% off and additional valuable materials here. If you're responsible for coaching or managing anyone, especially salespeople, my new book will help you make the transition from manager to coach by developing the missing discipline of leadership -
- [Barrier to Coaching a Sales Team #3: Surrender Your Agenda When Coaching](https://keithrosen.com/2008/04/15/barrier-to-coaching-a-sales-team-3-surrender-your-agenda-when-coaching/) - 72 Hour Special Book Event April 15 - 17 Barrier Three: Surrender Your Agenda When Coaching What if your boss walked up to you today and said, “Your career, your bonus, your position in this company, and your salary will depend on how well your team performs. That said, I want you to start coaching
- [How Do You Do That? Transforming Management Principles into Tactical Solutions](https://keithrosen.com/2008/04/14/how-do-you-do-that-transforming-management-principles-into-tactical-solutions/) - You may know this type of sales manager or sales coach. Maybe it's a salesperson who's first taking on the role of sales manager. Or, you may even be this type of sales manager. The type of sales manager or business owner who's enthusiastic, compassionate and truly committed to leading their team to greater success.
- [Nine Barriers to Coaching a Sales Team: # 1 - No Coach the Coach Program  #2 Coaching: Choice or Obligation?](https://keithrosen.com/2008/04/14/nine-barriers-to-coaching-a-sales-team-1-and-2/) - 72 Hour Special Book Event April 15 - 17 For any executive sales coaching initiative to be effective and long-lasting, there are important obstacles that a manager or internal sales coach needs to address. Barrier One: No Coach the Coach Program One of my clients recently called me with questions about building an internal coaching
- [A Masterful Coach knows to Develop Your Personal Style of Coaching. Characteristic #5](https://keithrosen.com/2008/04/13/a-masterful-coach-knows-to-develop-your-personal-style-of-coaching-characteristic-5/) - 72 Hour Special Book Event April 15 - 17 5. Develop Your Personal Style of Coaching When people ask me what my style of coaching is, I say, "Direct yet light, exploratory, action-oriented, comprehensive, easily adaptable, conversational, enjoyable, tactical, and results-oriented. I'm your safe sounding board, your advisor, accountability partner, cheerleader, personal trainer, and consultant."
- [A Masterful Coach knows to Coach from Your Heart, Not from Your Head. Characteristic #4](https://keithrosen.com/2008/04/13/a-masterful-coach-knows-to-coach-from-your-heart-not-from-your-head-characteristic-4/) - 72 Hour Special Book Event April 15 - 17 4. Coach from Your Heart, Not from Your Head When I first started coaching I had a master list of questions I used to ensure I was in fact asking the right questions. (I share these questions with you in the appendix of Coaching Salespeople into
- [A Masterful Coach knows that sometimes you really need the answer!  Characteristic #3.](https://keithrosen.com/2008/04/12/a-masterful-coach-knows-that-sometimes-they-really-need-the-answer-characteristic-3/) - 72 Hour Special Book Event April 15 - 17 Here's the third of five characteristics that the world's greatest coaches share. 3. Sometimes they really need the answer! So, give it to them rather than throwing another question at them, which does nothing more than frustrate the person you are coaching. The sad truth is,
- [Model What is Possible to Achieve](https://keithrosen.com/2008/04/12/a-masterful-coach-models-what-is-possible-to-achieve-characteristic-2-2/) - The most effective way to teach others—our employees, clients, even family members—is to exemplify that which we want to teach. Here's how to efficiently coach others to become great business leaders. From the time you walk into the office, your appearance and disposition, as well as how you handle problems, talk to clients, complete tasks
- [A Masterful Coach Models What is Possible to Achieve. Characteristic #2](https://keithrosen.com/2008/04/12/a-masterful-coach-models-what-is-possible-to-achieve-characteristic-2/) - 72 Hour Special Book Event April 15 - 17 2. A top coach is a model of what is possible to achieve. The most effective way to teach others—our employees, clients, even family members—is to exemplify that which we want to teach. From the time you walk into the office, your appearance and disposition, as
- [Five Core Characteristics of the World's Greatest Sales Coaches](https://keithrosen.com/2008/04/11/five-core-characteristics-of-the-worlds-greatest-sales-coaches/) - 72 Hour Special Book Event April 15 - 17 There's certainly a tactical element of coaching that any coach can benefit from following, a process or template to use as a guide on how to coach, especially throughout your initial attempts at coaching people. However, it's the other stuff that they can't teach you in
- [Uncertainly In The Workplace? Send Your Employees Home to Promote Wellness, Job Security, Fear and Isolation](https://keithrosen.com/2008/04/08/uncertainly-in-the-workplace-just-send-your-employees-home-to-promote-job-security/) - There's a reason why they're called "good" days and "bad" days. We don't get tested on our good days. We get tested during our more challenging and uncertain days. Those tough days. Therein lies the test. That's when the true essence of our character, strength and our resiliency emerges - in the face of adversity.
- [Uncertainly In The Workplace? Just Send Your Employees Home to Promote Job Security](https://keithrosen.com/2008/04/08/uncertainly-in-the-workplace-just-send-your-employees-home-to-promote-job-security-2/) - During a recent interview I was asked whether or not companies should be focused on promoting more work-life balance duing a time they are struggling. Should the offer a more flexible work schedule during a time of uncertainty and change? Is this how they should respond? Here's my take on it: I'm sure that's exactly
- [Where Have All the Salespeople Gone?](https://keithrosen.com/2008/04/06/where-have-all-the-salespeople-gone-what-recession-five-surefire-ways-retailers-can-weather-a-tough-economic-climate/) - When the economy worsens, I tend to get busier than ever—and so do my clients. Learn the 5 secrets we use to stay busy whenever the economy begins to slide. So, what tips do I offer to companies, salespeople and, more specifically retailers on how to weather economic downturns? The same coaching I deliver to
- [The Seduction of Potential. Download Excerpt #3 of Coaching Salespeople into Sales Champions](https://keithrosen.com/2008/03/28/the-seduction-of-potential-download-excerpt-3-of-coaching-salespeople-into-sales-champions/) - Download an Excerpt of, Coaching Salespeople into Sales Champions #3-The Seduction of Potential. With the release of my latest book, Coaching Salespeople into Sales Champions, here is the third excerpt in a five part special series of exclusive book excerpts I will be sharing with you over the next week for you to download and
- [Surrender Your Agenda When Coaching](https://keithrosen.com/2008/03/26/the-nine-barriers-to-coaching-your-team-download-excerpt-2-of-coaching-salespeople-into-sales-champions/) - For any executive sales coaching initiative to be effective and long-lasting, there are important obstacles that a manager or internal sales coach needs to address. What if your boss walked up to you today and said, “Your career, your bonus, your position in this company, and your salary will depend on how well your team
- [Top 10 Areas to Focus on When Coaching Someone](https://keithrosen.com/2008/03/15/the-top-ten-areas-to-focus-on-when-coaching-someone/) - The opportunities for coaching people are vast. Here is a detailed list of the top ten things you can coach someone on. The Gap is the space that exists between where someone is today and where they want or need to be. What I have found is that the gap represents several key indicators or areas
- [What Do You Coach When Coaching Salespeople? Coach the Gap](https://keithrosen.com/2008/03/14/executive-coach-coaching-salespeople-what-do-you-coach-managers-coach-the-gap/) - A common question from managers, “How do I recognize the right coaching moment?” Regardless of the topic, skill, problem or mindset you’ve identified as a possible focal point in your coaching, there is one model that's always applicable in every coaching scenario. It also happens to be the very thing each coaching opportunity has in
- [The Difference Between Sales Training and Sales Coaching](https://keithrosen.com/2008/03/13/whats-the-difference-between-sales-training-and-sales-coaching/) - How do you differentiate between Sales Training and Sales Coaching? Do you collapse the two together or leverage each one to complement the other? Learn how to distinguish between a coaching or a training opportunity and when to leverage both. A client of mine, the owner of an executive recruiting firm, emailed me a question
- [On an Executive Search? Find the Right Talent: Hiring and Recruiting Salespeople](https://keithrosen.com/2008/03/12/on-an-executive-search-find-the-right-talent-hiring-and-recruiting-salespeople/) - 9 Days to Launch! Coaching Salespeople into Sales Champions Lee Salz, President of Sales Dodo, LLC and author of “Soar Despite Your Dodo Sales Manager” recently shared this article with me. With the theme of my blogs shifting subtly over to the sales management and leadership part of the success equation for building a team
- [Book Watch: SuperStar Selling: 12 Keys to Becoming a Sales Superstar](https://keithrosen.com/2008/03/11/book-watch-superstar-selling-12-keys-to-becoming-a-sales-superstar/) - Can something new possibly be written on this subject? It looks like Paul McCord Author of has made claim to a new and powerfully effective model for selling success. He asks, "Do you have what it takes to become a superstar in sales? I'm talking about, do you have the real foundation that is mandatory
- [The Power of Choice](https://keithrosen.com/2008/03/09/the-power-of-choice-and-the-secret-to-attaining-the-confidence-of-champions/) - If you look at anyone at the top, leaders possess an unshakeable degree of confidence in themselves. Learn how to make confidence a powerful choice for your business. Confidence makes up much of the fuel that drives us, the over-achievers, the dreamers, the visionaries, the driven, the passionate and those who simply want to be
- [Keith Rosen on Fox Business News: Watch The Video Segment With The Executive Sales Coach. Starbucks Corporate Training and Re-Education Effort. A Real Problem or a Publicity Move?](https://keithrosen.com/2008/02/29/keith-rosen-on-fox-business-news-watch-the-video-segment-with-the-executive-sales-coach-starbucks-corporate-training-and-re-education-effort-a-real-problem-or-a-publicity-move/) - Keith on Fox Business News: Commentary on Corporate Training, Starbucks and Pouring the Perfect Cup of Coffee "Media Opportunity with Fox Business News at 6pm tonight. Call me asap to discuss." That's what the email read and what you can expect when working with a publicist; often having to throw best laid plans out the
- [How to Boost Your Close Ratios](https://keithrosen.com/2008/02/28/how-can-you-boost-your-close-ratios-retail-sales-interview-question-number-three/) - Recently I was asked what companies can do to 'boost their close ratios' in a specialty retail market. See if my answer applies to your market as well. Their Question: What techniques have you seen work in terms of boosting close ratios within the retail market? Are there any action steps that retail owners need
- [For Sales and Business Leaders - A Top Ten of Necessary and Effective Technology](https://keithrosen.com/2008/02/25/for-sales-and-business-leaders-a-top-ten-of-necessary-and-effective-technology/) - As Gene Marks writes in a recent column, "There are things in life that just work as promised. Refrigerators. Clock radios. Flattery. Children's Motrin. FEMA. Velcro. Blue jeans. Big Macs. Seinfeld. Jack Daniel's." He continues to report about the technology that consistently works and points out a few small business technologies (in no particular order)
- [How to Distinguish Between Coaching and Mentoring](https://keithrosen.com/2008/02/15/how-do-you-distinguish-between-coaching-and-mentoring/) - Many people use the words "coach" and "mentor" synonymously. The fact is, there's a clear distinction between them. In my book, Coaching Salespeople into Sales Champions, here's how I differentiated between the two. The (Sales, Executive or Business) Coach, Including Manager as Coach An expert on people and personal development who's primary objective is to
- [Stop Getting In Your Own Way When Selling](https://keithrosen.com/2008/02/13/stop-getting-in-your-own-way-when-selling-when-salespeople-create-the-objections/) - 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
- [Top Five Strategies](https://keithrosen.com/2008/02/09/buying-sales-leads-and-prospect-lists-before-you-cold-call-uncover-new-prospects-and-selling-opportunities-that-are-right-in-front-of-you/) - What are the top five things businesses and salespeople can do to attract more business and find more qualified prospects? It's certainly something top of mind for every company. One of the first options is to outsource your lead generation or new business development efforts to an outbound marketing company. I have some clients who
- [Broken Promises: Technology Solutions that Fall Short on Delivering to The Small Business](https://keithrosen.com/2008/01/29/broken-promises-technology-solutions-that-fall-short-on-delivering-to-the-small-business/) - If you ever wonder how much technology to integrate into your business that promises greater efficiency, more productivity or that you'll make/save more money, Gene Marks, has succinctly pointed out some candid truths about what works and what doesn't in his article that appeared in Business Week, "Tech 'Solutions' Your Small Biz Can't Use." Gene
- [How to Design Your Ideal Career](https://keithrosen.com/2008/01/27/create-your-career-this-year-discover-the-ideal-career-for-you-by-design/) - Here’s a list of questions that will assist you in discovering the ideal career for you. Create it first, then attract it. Have fun with this! Don't get hung up on what you think is feasible, available or possible. Just create what you want most. After reviewing my clients' responses to these questions, it's interesting
- [Your Most Valuable Proposition](https://keithrosen.com/2008/01/24/mistake-10-what-is-your-most-valuable-proposition-mvp/) - What is your most valuable proposition? Learn how to find what is unique about your company. Having great products, service, and prices is no longer enough in today’s competitive marketplace. Although important, this information often falls upon deaf ears, since most salespeople are saying the same thing. The trend of companies today is to become
- [What's Their Budget?](https://keithrosen.com/2008/01/23/mistake-9-do-you-fail-to-get-the-prospect-to-reveal-their-budget-up-front/) - Do you fail to get the prospect to reveal their budget up front? It's time to stop beating around the bush and get the facts straight. How can the salesperson propose a solution without knowing what monetary resources the client has available? Knowing whether money has been allocated for a project can help distinguish someone
- [Book Recommendation: Top Dog Sales Secrets-Special for Today Only](https://keithrosen.com/2008/01/22/book-recommendation-top-dog-sales-secrets-special-for-today-only/) - I'm writing to recommend a remarkable new book that will teach you exactly how the top pros are selling more -- right now! Every day! Top Dog Sales Secrets is the highly acclaimed bestseller written by 50 leading experts for professional salespeople, entrepreneurs, business owners, sales leaders and executives … anyone who wants proven and
- [The Face Behind the Mask](https://keithrosen.com/2008/01/21/mistake-8-do-you-use-excuses-to-mask-your-failures/) - Do you use excuses to mask your failures? Read on how to step up to the plate and own up to your failures. Sure, we are really good at coming up with a million reasons why the customer didn’t purchase from us. But all we really need is to come up with just one reason
- [The Systematic Approach To Selling](https://keithrosen.com/2008/01/18/mistake-7-do-you-have-a-systematic-approach-to-selling/) - Do you have a systematic approach to selling? What you can measure, you can then manage. So, if you don't have a defined sales process, then how can you manage and refine one in order to become consistent in your performance? The shotgun approach to selling does not provide you with the ability to become
- [Beating Around the Bush](https://keithrosen.com/2008/01/16/mistake-6-do-you-prefer-to-hear-i-want-to-think-it-over-rather-than-a-no/) - Do you prefer to hear "I want to think it over" rather than a "No"? Learn how to accept a straightforward answer from your clients. Determine why they really didn't buy. The key is to get someone to speak to you openly. This can be difficult, since many clients feel the need to disguise the
- [Chasing Dead Opportunities](https://keithrosen.com/2008/01/14/mistake-5-are-you-chasing-too-many-dead-opportunities/) - Are you making too many follow-up calls? It's time you recognized when a sale is dying. Whether it's because of a stubborn attitude or not realizing when a sale is truly dead, salespeople sometimes spend too much time chasing accounts that simply don't qualify as a potential sale. This should have been detected during the discovery
- [Reacting vs. Responding](https://keithrosen.com/2008/01/13/the-top-10-most-common-mistakes-in-selling-mistake-4-are-you-reacting-to-your-clients-as-opposed-to-responding/) - Are you reacting to your clients as opposed to responding to them? Read more to learn the difference between the two and how to identify which approach you are taking. When a customer says something like, "Your price is too high," salespeople often switch into a defensive mode, thinking about a past experience with a
- [Earning Your Customer's Attention](https://keithrosen.com/2008/01/11/earning-your-customers-attention/) - Do you make too many assumptions and lose your client’s attention? Be careful not to ramble on and risk boring your customers to death. Most companies are no longer in the business of selling products but of providing solutions. Unfortunately, salespeople often try to tell the prospect the solution before they even understand the problem
- [When Selling, Do You Talk Too Much?](https://keithrosen.com/2008/01/09/the-top-10-most-common-mistakes-in-selling-mistake-2-do-you-talk-too-much/) - Do you have a firm grasp on what your customers know and don't know about your products and services prior to inundating them with features and benefits? If not, you could be costing yourself more sales than you realize. To stimulate interest and to increase the odds of earning the business of a new client,
- [Sell for the Customer, Not You](https://keithrosen.com/2008/01/07/the-top-10-most-common-mistakes-in-selling-mistake-1-do-you-want-to-sell-or-do-you-need-to-sell/) - Do you want to sell or do you find yourself needing to sell instead? Learn how to avoid one of the most common mistakes in selling. Salespeople often find themselves hoping and praying and sometimes even begging for the opportunity to "Just show what I can do for you" and maybe make a sale. The
- [13 Radical Resolutions to Create Your Best Year Yet](https://keithrosen.com/2008/01/03/the-top-radical-resolutions-to-create-your-best-year-yet/) - To reach your goals with the least amount of effort, start with upgrading your attitude to achieve greater results. Here are 13 things you can do to make this your best year yet! With the dramatic changes we endure in society, it's no wonder that many of us are asking ourselves, "Now what do I do?"
- [Got Goals? Set and Reach Your Goals and Achieve Your 2008 New Years Resolutions](https://keithrosen.com/2008/01/02/got-goals-set-and-reach-your-goals-and-achieve-your-2008-new-years-resolutions/) - So, are you ready to make 2008 a spectacular year? Below are some questions and exercises I encourage you to take on to prepare for your best year yet including setting your goals, doing a year end review and setting yourself up for extreme success! Here's your challenge. Think about the goals you want to
- [My Article "Why Should I Talk To You?" Named 2007 Sales Sales Article Of The Year](https://keithrosen.com/2008/01/01/my-article-why-should-i-talk-to-you-named-2007-sales-sales-article-of-the-year/) - Well, the votes are in from Top10SalesArticles.com regarding an article I had written which they were interested in republishing on their site entitled, Why Should I Talk to You? and it looks like your humble blogger's article was named the 2007 Sales Sales Article Of The Year! From the three hundred and sixty articles which
- [Vote for the #1 Sales Article of 2007 at Top 10 Sales Articles and More Sales Tips](https://keithrosen.com/2007/12/18/vote-for-the-1-sales-article-of-2007-at-top-10-sales-articles-and-more-sales-tips/) - Earlier this year, I was approached by the folks over at Top10SalesArticles.com about an article I had written which they were interested in republishing on their site entitled, "Why Should I Talk to You?" After doing my due dilligence on the people behind the scenes, it was clear they were legit, established and high integrity
- [The Potential and Pitfalls of Technology in Sales](https://keithrosen.com/2007/12/04/the-potential-and-pitfalls-of-technology/) - With all the technology that is changing how salespeople sell and manage themselves, I was surprised by the comments made by people I've spoken to about the topic. A few observations I heard that certainly stirred up quite a reaction in me: Cold calling is dead. Technology is going to replace the salesperson. Companies are
- [On-Demand Solutions for Salespeople, Managers, Business Owners: New Company Launch - CanDogo is Live!](https://keithrosen.com/2007/10/15/on-demand-solutions-for-salespeople-managers-business-owners-new-company-launch-candogo-is-live/) - I'm so thrilled to announce the launch of this new company, CanDoGo. As one of its founding content providers, it's a privilege to be a part of this organization in terms of the sheer value this will deliver to individuals and companies worldwide, as well as the impressive caliber of people who are involved in
- [New Keith Rosen Videos on Cold Calling and Closing the Sale](https://keithrosen.com/2007/09/14/new-keith-rosen-videos/) - You can check out some of the first videos available on KeithRosenTV on Youtube. They are also available for free right here on ProfitBuilders.com. 5Sy9sruNnhEHere is one of the new videos discussing cold calling fear and reluctance and the best solutions to overcome them. You can check out more new video coaching content here on
- [Closing the Sale Makes Amazon.com Best Seller List](https://keithrosen.com/2007/03/08/closing-the-sale-makes-amazoncom-best-seller-list/) - So, the book launch is over. And a lot of work to coordinate. But all in all, it was very successful. My new book, The Complete Idiot's Guide to Closing the Sale, Made the Amazon.com Best Seller List. So, first, thank you for all of your support. And I want to thank my partners for
- [3 Day Book Launch Event: 32% Off And Bonus Resources-Feb. 28-March 2](https://keithrosen.com/2007/02/28/3-day-book-launch-event-32-off-and-bonus-resources-feb-28-march-2/) - As you may know, my latest book on closing the sale was released earlier this month. So, why haven't I made much fuss over it until now? I was waiting for a reason. Here's the reason. I've put together a very special Three Day Launch Event (Expires this Friday) and wanted to make sure you
- [Close More Sales Today; With Permission. New Book Released!](https://keithrosen.com/2007/02/08/new-book-on-closing-the-sale-released/) - I Guarantee this New Book Will Help You Close More Sales in a Natural Way - With Permission My new book, The Complete Idiot's Guide to Closing the Sale was released February 6, 2007 (and on my oldest daughter's birthday.) Get my book 32% Off While I enjoy the levity, fun and rich tactical content
- [Download Keith's New Professional Development Toolbar! Free Gift for Readers to Support Their 2007 Goals](https://keithrosen.com/2007/01/14/download-keiths-new-professional-development-toolbar-free-gift-for-readers-to-support-their-2007-goals/) - Download the first Professional Development Toolbar Now, Free! Click Here for more info. Here's a totally unique toolbar that integrates seamlessly into your web browser which offers you and your team online coaching and training videos, Podcasts, communication tools, self assessments and templates that will help in developing the skills you need to achieve the
- [Option to Pre Order Next Book Now Available!](https://keithrosen.com/2006/12/21/option-to-pre-order-next-book-now-available/) - This is great news. You can actually pre-order my book on amazon.com. Simply click on the link below and it will take you directly to that page. Pre-order this newly released title now on Amazon.com Keith Rosen's latest book being released February 6, 2007: Guide To Closing The Sale You can also read more about
- [When Selling, Listen for the Gap](https://keithrosen.com/2006/12/20/listen-for-the-gap/) - Everyone knows that listening is important—especially in sales. But what do you listen for? You listen for the gap. Only after identifying the gap will you know how to help your customers get to where they want to be, even if they can't see it on their own. Excerpt from The Complete Idiot's Guide to
- [You’re Either Creating or Controlling](https://keithrosen.com/2006/12/16/youre-either-creating-or-controlling/) - Salespeople echo all the time how they create solutions for their clients when in actuality, they try to control the sales process through the end. I was half way through a weekly coaching call with my client Denise when the topic of controlling the sales process came up. “We try to control as many things
- [Are You a Control Freak?](https://keithrosen.com/2006/12/10/are-you-a-control-freak/) - Being a control freak can sabotage your selling efforts by limiting your sales freedom. Here's a conversation I had with a client about the topic. Denise and I were getting ready to wrap up our weekly coaching call. She’s been a salesperson for about 18 years and recently took a new position in media sales.
- [Expose the Perfectionist in You](https://keithrosen.com/2006/12/02/expose-the-perfectionist-in-you/) - While perfectionism can be a useful trait, it can hinder your progress when closing sales. Learn how to work with your perfectionism instead of against it. Paul, one of my clients was involved in a terrible car accident that almost left him paralyzed. Being an eternal optimist and a student of possibility, Paul persevered. He
- [What’s Blocking Your Sales Mojo?](https://keithrosen.com/2006/11/28/whats-blocking-your-sales-mojo/) - Your sales mojo is the energy you show up with during every meeting with a prospect. Developing your mojo goes beyond the basics of learning selling strategies. Your sales mojo encapsulates the inner game of selling, which is who you are and how you come across when speaking with others. It’s that allure, charisma, or vibe
- [Master the Basics](https://keithrosen.com/2006/11/20/master-the-basics/) - A client I had worked with about a year ago recently emailed me, requesting some time to talk. When we finally got on the phone together, it was apparent why. Miki was a seasoned executive recruiter. She hired me initially because her sales were down and thought a coach might be able to give her
- [Customers Don’t Want a Relationship With You](https://keithrosen.com/2006/11/14/customers-dont-want-a-relationship-with-you/) - To become a great salesperson you need to foster and build strong relationships with your prospects and clients. But not everyone wants a relationship with you. The stronger the relationships that you build with your customers, the easier it will be to sell them, serve them and support them. While this is certainly true, essential
- [Build the Confidence of A Champion](https://keithrosen.com/2006/11/10/build-the-confidence-of-a-champion/) - Lacking some confidence? Suffering from low self-esteem? Here’s the secret to boosting your confidence today; make confidence a choice. As you can imagine, there’s no room at the champion round table for doubt or anything less than a winning attitude. So, how do these top producers do it? How do so many of them go
- [Unlearn What You've Learned](https://keithrosen.com/2006/11/07/unlearn-what-youve-learned/) - Everyone is taught differently when it comes to sales. Here’s a story relating to learning the wrong lessons about what it takes to close a sale. I had just completed a keynote presentation in Manhattan on the topics of prospecting and the art of delivering powerful presentations. Being someone who embraces learning as a lifestyle,
- [Potential is the Holy Grail](https://keithrosen.com/2006/10/12/potential-is-the-holy-grail-the-seduction-of-potential/) - Deciding who to hire, who to let go and when to do it is the daunting task that managers complain about most. Read more to learn how to avoid the seduction of potential. Two areas where managers consistently struggle are in the hiring and firing of their employees. When it comes to making the right
- [Let The Action Be the Reward](https://keithrosen.com/2006/10/02/let-the-action-be-the-reward-not-the-result/) - As satisfying as it feels to successfully cross finish lines throughout our life, it's actually counterproductive to give them too much attention. It's important to focus on the action rather than the result. My client called me, sounding all stressed out. She said she keeps a to-do list but as you can imagine, there are still
- [Plan for the Worst; Really](https://keithrosen.com/2006/09/15/plan-for-the-worst-really/) - What if we all actually created a realistic routine so it reflects a healthier and respectful relationship with time that you have developed as a result of underpromising on personal and professional deadlines? You mean, be honest with how much time we all acutally have in a day? The point is to become hypersensitive to how you
- [True Leaders are Fully Accountable for Their Communication](https://keithrosen.com/2006/09/02/the-best-managers-are-fully-accountable-for-their-communication/) - More than 65% of all problems or breakdowns that exist among people and within businesses occur as a result of faulty communication. Learn how to strengthen your communications skills. Most of us were never taught how to communicate in a way that produces consistent results, so we continue to experience frustration, resistance, conflicts, or breakdowns.
- [Fire Them or Keep Them Around?](https://keithrosen.com/2006/09/02/fire-them-or-keep-them-around-how-can-management-determine-to-let-someone-go/) - When does it make sense to let someone go or invest the time in developing and retaining that person? Here's help to determine whether or not to let someone go. Quite often managers are either thinking, "What's best for that person? or "What's best for me?" Unfortunately, both of these questions cloud your view of
- [Five Principles to Crafting Better Coaching Questions](https://keithrosen.com/2006/08/18/five-principles-to-crafting-better-questions/) - When asking questions, the importance of how those questions are positioned is essential. Be mindful of these 5 elements to start asking better questions today. Be sure that your questions succeed in achieving the following objectives. 1. Be direct and candid with your questioning and communication. Do not be vague or tiptoe around the subject or
- [Stop Pre-Judging and Start Pre-Qualifying Your Prospects](https://keithrosen.com/2006/08/18/stop-pre-judging-and-start-pre-qualifying-your-prospects/) - Excerpt from The Complete Idiot's Guide to Closing the Sale by Keith Rosen. Reprinted with permission by Alpha Books, a member of Penguin Group (USA) Inc. Release Date, January, 2007. Visit www.guidetoclosingthesale.com. 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
- [People Do What Makes Them Comfortable](https://keithrosen.com/2006/08/11/when-on-a-sales-call-people-do-what-makes-them-comfortable/) - When it comes to making a purchase, people do what makes them comfortable, rather than what makes the salesperson comfortable. It's necessary to know that simply because prospects are doing what makes them feel comfortable, doesn't mean they are comfortable with the solution or even want to spend the money and make the purchase. Just
- [Be Creative - Create Your Sandbox](https://keithrosen.com/2006/07/20/be-creative/) - Do you remember what it was like to dream and create with such intensity and frequency as a child? Take a moment to explore the creativity of childhood. Bravely tap into your imagination. You and your customers will be glad you did. It is three p.m. in the afternoon on a lovely fall day. You
- [If God Is My Co-Pilot, Then Why Am I Driving?](https://keithrosen.com/2006/07/01/if-god-is-my-co-pilot-then-why-am-i-driving/) - You must be familiar with the bumper sticker I'm referring to. You know, the one that reads: God Is My Co-Pilot Now, there's certainly nothing wrong with this statement. I can see the value behind the words clearly and it's all good. Having God as your wingman would be a strong choice as
- [The Next Book Is Done! The CIG to Closing The Sale](https://keithrosen.com/2006/06/13/the-book-is-done-the-cig-to-closing-the-sale/) - Oh yes! Just finished putting the final touches on my last chapter that will be turned over to my publisher today. And two weeks before the deadline to boot! So, about 5 weeks, 15 chapters and 300 manuscript pages later, I'm happy to inform you that: The Complete Idiot's Guide to Closing The Sale will
- [Contract for Next Book Deal Is Complete!](https://keithrosen.com/2006/04/28/contract-for-next-book-deal-done/) - Got the contract in the mail the other day. My publisher was very happy with the results of the first book and wanted to do a follow up on it. The Only thing; Next Book Deadline June 23. Ouch. Hmm, what gets put on hold for the next several weeks? More to come as things
- [The Strategy of Keeping Your Business A Secret](https://keithrosen.com/2006/03/17/silent-selling-the-strategy-of-keeping-your-business-a-secret/) - Leaving your business out in the open makes it easy for competitors to steal your ideas. Sometimes it's wise to make certain strategies top secret. I was talking to Jan, a client of mine about building her practice through more referral business. We worked on building her referral engine developing an approach that she was comfortable
- [Developing Your Next Big Idea](https://keithrosen.com/2006/02/26/the-next-big-idea-developing-yours/) - I'm often asked "What do you when you have all these great ideas? Which one do you grab and act on first?" Here's how I reply. My response is: Years of creation! The hardest part is getting it all out of your head and documented immediately; following through and then filing each thought, idea or
- [A Possible Sign Of Distraction?](https://keithrosen.com/2006/01/28/a-possible-sign-of-destraction/) - 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:
- [Gurus Need to Walk Their Talk- And We Need To Be Challenging Them To Do So Even More](https://keithrosen.com/2006/01/20/gurus-need-to-walk-their-talk-and-we-need-to-be-challenging-them-to-do-so-even-more/) - 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
- [If Time Is Money, Then Where's Your Routine?](https://keithrosen.com/2005/12/06/if-time-is-money-then-wheres-your-routine/) - 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
- [Don't Blame the Game, Blame the Player's Approach](https://keithrosen.com/2005/12/02/dont-blame-the-game-blame-the-players-approach/) - "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.
- [Why I Never Have To Go Out And "Sell"  Sales Coaching/Executive Coaching](https://keithrosen.com/2005/11/30/why-i-never-have-to-go-out-and-sell-sales-coachingexecutive-coaching/) - 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 =
- [Insights on Leadership](https://keithrosen.com/2005/11/22/insights-on-leadership-excerpt-from-smm-interview/) - 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
- [When The Wrong Number Is The Right One](https://keithrosen.com/2005/11/20/the-wrong-number/) - 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
- [Kill The 80-20 Rule](https://keithrosen.com/2005/11/03/kill-the-80-20-rule/) - 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
- [Don't Believe Everything You Tell Yourself](https://keithrosen.com/2005/10/22/dont-believe-everything-you-tell-yourself/) - I remember years ago the experience that reinforced this lesson: How you think is what you get and don't believe everything you hear and see. One of the businesses I used to own employed about 30 salespeople. I was in the process of recruiting two more salespeople to add to our team. During the initial training
- [The Action Is The Reward; Not The Result](https://keithrosen.com/2005/10/22/the-action-is-the-reward-not-the-result/) - A client of mine called me the other day, sounding all stressed out. She was feeling more pressure to get everything done both at home and at work. She said she keeps a to do list but as you can imagine, there are still things left over that go uncompleted at the end of each
- [Priorities vs. Goals - What's the Difference?](https://keithrosen.com/2005/10/21/priorities-vs-goals-whats-the-difference/) - Understanding the difference between priorities and goals is absolutely critical to achieving the kind of success you're looking for; both for yourself as well as for your team. Priorities can be defined with a simple question: What is most important and meaningful in your life today that you are not willing to compromise or sacrifice in pursuit of something
- [Mastering The Art of Abandonment](https://keithrosen.com/2005/10/20/mastering-the-art-of-abandonment/) - Since when do master coaches preach the value of quitting? Most of the time people need a nudge to do a little more, but other times, they need a nudge to stop. “The most rain we've had in about 80 years!” That’s what the news reported, fully expediting my lesson regarding the downside of having
- [Change your mindset](https://keithrosen.com/2005/10/05/change-your-mindset/) - Mental constipation keeps us stuck in the same place. To change how you sell , manage or how you operate your business often means first changing how you think. Start by opening up to a new possibility called the truth based on facts not perception. Give yourself permission to stop playing the waiting game, embrace
- [Why Retail Sales Will Die](https://keithrosen.com/2005/09/29/why-retail-will-die/) - Retail will die. Harsh words, I know. Managers and business owners need to focus on listening to what their people on the floor and on the phone are saying and doing to their customers. You may be spending hundreds if not tens of thousands of dollars in advertising every month trying to bring new and
- [Get Over It](https://keithrosen.com/2005/09/28/get-over-it/) - Don't be a victim of allowing one bad experience to affect the rest of your day. Rather than forging ahead, you feel there's no chance of doing anything else productive for the remainder of the day. The problem is, you actually believe this. Regardless of what you do, whether you're a manager, telemarketer, salesperson or business
- [Get Your Head Out of Your Assumptions](https://keithrosen.com/2005/09/25/get-get-your-head-out-of-your-assumptions/) - Have you ever done something that you know is not in your best interest? Have you ever avoided doing something that is in your best interest? Have you ever crafted such a well justified excuse that you actually wound up believing it yourself? Allow me to introduce to you my definition for the global phenomenon
- [Developing Half A Person](https://keithrosen.com/2005/09/20/developing-half-a-person/) - The fact is, there are things you are doing right now which are creating what you want to avoid. And the kicker is some of you already know this! The most productive people master the art of abandonment. That means, the ability to let go of old stuff that no longer works. We all want better
- [Change Your Mind](https://keithrosen.com/2005/09/16/change-your-mind/) - We've all changed our mind at one point or another. Depending on the complexity of the situation, there's a good chance you change your mind on a daily basis. Sometimes changing your mind can even save your career. You may have changed your mind regarding a certain experience you had. For example, Mary, a client
- [Selling is the Art of Creating Possibility](https://keithrosen.com/2005/09/15/selling-is-the-art-if-creating-possibility/) - If you are focused solely on making a pitch or are pushing for the appointment or the sale rather than conducting a process of inquiry, then consider whom you're making the sales process about. And that would be you! A possibility that goes unfulfilled is still a possibility. An expectation that goes unfulfilled is a
- [Detach from the Outcome When Cold Calling](https://keithrosen.com/2005/09/07/detach-from-the-outcome/) - Selling is the art of creating possibility. So is coaching. If you were ever in a situation where you've walked away from a conversation feeling drained or exhausted, chances are there was something you were attached to in the conversation. If you're trying to control the outcome, then who's agenda is it? When cold calling,
- [Don't Become another Statistic](https://keithrosen.com/2005/09/06/dont-become-another-statistic/) - Lets keep rooting for the good guys. The honorable remodelers. The companies that actually follow through and honor their commitments. You guys deserve much success and praise. They are, unfortunately, the underdogs in many situations. The remodeling industry is plagued with poor workmanship and horror stories from homeowners, ranking remodeling as the number 1 or
- [Homeowner's Join Together and Stop Tolerating Unqualified Remodelers!](https://keithrosen.com/2005/09/04/homeowners-lets-join-together-and-stop-tolerating-unqualified-remodelers/) - My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After calling ten contractors, I scheduled an appointment with the five that called back. Following our meetings, one gave me a price on the spot and two never

## Pages

- [Home](https://keithrosen.com/) - Since 1989, Keith Rosen has coached and delivered is sales training and management coach training over 3 million managers and salespeople on 6 continents in over 75 countries. He’s the author of, Coaching Salespeople into Sales Champions and named one of the most influential coaches by Inc. magazine and Fast Company.
- [Special Pre Launch Coaching Package With Keith Rosen](https://keithrosen.com/coaching-salespeople-book-launch-discounted-sales-coaching-package-with-keith-rosen/) - Pre-Launch 1:1 Coaching Program with Keith Rosen Exclusive Offer: 1:1 Personal Coaching with Keith During The Pre-Launch of The Second Edition!What’s Included In Monthly Coaching with Keith* Two- one on one coaching sessions via telephone per month per person at predetermined time to last approximately 50 minutes. * Velocity Coaching: Additional attention provided at anytime as needed/requested. *
- [Personal Coaching](https://keithrosen.com/personal-sales-coaching-executive-coaching/) - Personal Coaching If you want to become a champion.You need a champion coach. Executive Sales CoachingI coach leaders, sales professionals, and high performers who are tired of working harder and want better results—with less stress and more control. This isn’t motivational coaching. It’s practical, disciplined, and outcome-driven. My clients don’t only come to me for advice. They
- [Early Access to Coaching Salespeople Into Sales Champions Second Edition](https://keithrosen.com/early-access-to-coaching-salespeople-into-sales-champions-second-edition/) - Bonus Offer! Pre-Order Coaching Salespeople Into Sales Champions - Second Edition Here’s What You’ll Have Immediate Access to When You Pre – Order: 1. One free 1:1 coaching sessions with Keith Rosen!2. Keith-AI: Access to his exclusive, first of a kind, Keith AI – Sales and Leadership Coaching GPT.3. The Online Coaching Course fully based on
- [Sales Training](https://keithrosen.com/sales-training/) - The Consultative Coach - Sales Training Course How Great Salespeople Coach Customers To Succeed The Consultative Sales Coach Sales Training Is Dead – Traditional sales training methodologies don’t account for the change in how buyers buy in our new remote selling landscape and make purchasing decisions. Intense market conditions and heightened competition requires a new competitive
- [Management Training](https://keithrosen.com/management-training/) - TRANSFORMATIONAL LEADERSHIP - Management Coach Training CourseTransform from Manager to Coach To Develop a Top Performing, Coaching Culture & Sales Champions Schedule a Call with Keith! Keith Rosen Is Your Transformational Architect Six continents. Seventy-six countries. Millions of managers. One relentless mission. Elevate and transform how the world leads, coaches, and sells.Since its release in
- [About](https://keithrosen.com/about/) - About Keith Rosen Training Develops Salespeople. Coaching Develops Sales Champions. Keith is obsessed about your success. Since 1989, Keith has delivered his sales leadership coaching programs to hundreds of thousands of salespeople and managers in practically every industry worldwide, on six continents, and in over 75 countries.A globally recognized authority on sales and leadership and
- [Keith Rosen Sales and Leadership Coaching and Training Chat GPT Subscribe -With Form](https://keithrosen.com/keith-rosen-sales-and-leadership-coaching-and-training-chat-gpt-subscribe-with-form/) - Keith AI -Your Personal GPT Coach for Sales, Leadership and Life Keith AI – Sales & Leadership Coaching GPT – The First Adaptive AI User Coaching Intelligence Based Exclusively on Keith Rosen’s Work. After 35 years of coaching tens of thousands of leaders and salespeople around the world, I finally figured out how to clone myself!
- [Pre-Order Resources for Coaching Salespeople Into Sales Champions Second Edition](https://keithrosen.com/pre-order-resources-for-coaching-salespeople-into-sales-champions-second-edition/) - Coaching Salespeople Into Sales Champions Your Pre-Order Resource Page Coaching Salespeople Into Sales Champions - Second Edition I want to personally welcome everyone who pre purchased my new book. You did more than buy a book. You invested in becoming a stronger, more intentional leader.As a thank you, you now have access to over $1,250.00
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- [The 7 Killer Sales Coaching Questions - Book Description Sign Up Page](https://keithrosen.com/seven-types-of-coaching-questions/) - The 7 Killer Sales Coaching Questions - Free Download! The 7 Killer Sales Coaching Questions - Free Download! Print and Audio Versions Available in English, Mandarin and Spanish!The Answer You Get Is Only As Good As The Question You Ask.“I don’t know what questions to ask when I’m coaching.” “How much & what information do
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- [Microsoft Resource Center for Sales Managers](https://keithrosen.com/microsoft-resource-center-for-sales-leaders/) - Transformational Leadership How Managers Transform Into World-Class Coaches whoDevelop Sales Champions Welcome to the Microsoft Resource Center for Sales Leaders Here, you’ll find all the resources, ebooks, videos and templates so you can continually grow and become the sales leader you can be. If you have any questions or there’s something here you can’t find,
- [10 Types of Salespeople Book Description and Download](https://keithrosen.com/10-types-of-salespeople-book-description-and-download/) - The 10 Types of Salespeople The 10 Types Of Salespeople Ebook and Audio Version Available in English and Spanish! Every sales team consists of salespeople with unique styles, characteristics and personalities. The Talker. The Over-Thinker. The Excuse-Maker. The Perfectionist. The Yes-Aholic. The Hammer. The Sales Friend vs. the Salesperson. The Ten Types of Salespeople takes
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- [The Microsoft Leadership Resource Center](https://keithrosen.com/the-microsoft-leadership-resource-center/) - TRANSFORMATIONAL LEADERSHIP Training doesn't develop sales champions. Leaders do. Welcome to The Microsoft Leadership Resource Center Here, you’ll find all the resources, ebooks, videos and templates to support your transformation from manager to leader and world-class coach! If you have any questions or there’s something here you can’t find, please let me know. EBooksThe 7 Killer
- [Sales Leadership and Coaching Resources](https://keithrosen.com/seven-types-of-sales-coaching-questions/) - TRANSFORMATIONAL LEADERSHIP Training doesn't develop sales champions. Leaders do. Welcome to The Sales Leadership and Coaching Resource Center Here, you’ll find all the resources, ebooks, videos and templates you’ll want or need as you work with your coach! If you have any questions or there’s something here you can’t find, please let me know. EBooksThe 7
- [The Seven Killer Sales Coaching Questions Book Download Landing Page](https://keithrosen.com/the-seven-killer-sales-coaching-questions/) - The 7 Killer Sales Coaching Questions Book, Audio Version, and Your Daily Sales Coaching Playbook English Version Download Book in English Daily Coaching Playbook in English Audio Version In English – Listen Below or Download Here https://keithrosen.com/wp-content/uploads/2024/11/7-Killer-Coaching-Questions-by-Keith-Rosen-English-Version-V1.mp3 Spanish Version Download Book in Spanish Daily Coaching Playbook in English Audio Version In Spanish – Listen Below or
- [Own Your Day Book](https://keithrosen.com/own-your-day-book/) - Own Your Day Keith RosenEnglish Version Download Book in English Audio Version in English Audio Version In English – Listen Below or Download Herehttps://keithrosen.com/wp-content/uploads/2025/02/The-Art-of-Enrollment-Audio-Book-By-Keith-Rosen-English.mp3 Spanish Version Descarga el libro en español Escucha la versión de audio aquí. Versión de audio en español – Escucha abajo o descárgala aquí.https://keithrosen.com/wp-content/uploads/2025/02/The-Art-of-Enrollment-Audio-Book-by-Keith-Rosen-in-Spanish.mp3
- [The Ten Types of Salespeople - Print and Audio Version](https://keithrosen.com/the-ten-types-of-salespeople-print-and-audio-version/) - The Ten Types of Salespeople Keith RosenEnglish Version Download Book in English Audio Version in English Audio Version In English – Listen Below or Download Herehttps://keithrosen.com/wp-content/uploads/2025/02/Ten-Types-of-Salespeople-By-Keith-Rosen-English-Version.mp3 Spanish Version Descarga el libro en español Escucha la versión de audio aquí. Versión de audio en español – Escucha abajo o descárgala aquí. Download Herehttps://keithrosen.com/wp-content/uploads/2025/02/Ten-Types-of-Salespeople-by-Keith-Rosen-Spanish-Edition.mp3
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- [sales](https://keithrosen.com/tag/sales/)
- [sales coach](https://keithrosen.com/tag/sales-coach/)
- [Sales Coaching](https://keithrosen.com/tag/sales-coaching/)
- [Sales Management](https://keithrosen.com/tag/sales-management/)
- [Sales Training](https://keithrosen.com/tag/sales-training/)
- [training for managers](https://keithrosen.com/tag/training-for-managers/)
- [vulnerability](https://keithrosen.com/tag/vulnerability/)
- [buy in](https://keithrosen.com/tag/buy-in/)
- [enrollment](https://keithrosen.com/tag/enrollment/)
- [how to be a better sales coach](https://keithrosen.com/tag/how-to-be-a-better-sales-coach/)
- [how to coach your team](https://keithrosen.com/tag/how-to-coach-your-team/)
- [goals](https://keithrosen.com/tag/goals/)
- [priorities](https://keithrosen.com/tag/priorities/)
- [abandonment](https://keithrosen.com/tag/abandonment/)
- [universal law](https://keithrosen.com/tag/universal-law/)
- [your team is coachable](https://keithrosen.com/tag/your-team-is-coachable/)
- [time management](https://keithrosen.com/tag/time-management/)
- [80-20 rule](https://keithrosen.com/tag/80-20-rule/)
- [cold calling](https://keithrosen.com/tag/cold-calling/)
- [selling](https://keithrosen.com/tag/selling/)
- [selling tips](https://keithrosen.com/tag/selling-tips/)
- [strategic secrets](https://keithrosen.com/tag/strategic-secrets/)
- [big ideas](https://keithrosen.com/tag/big-ideas/)
- [prospecting](https://keithrosen.com/tag/prospecting/)
- [change your mind](https://keithrosen.com/tag/change-your-mind/)
- [creativity](https://keithrosen.com/tag/creativity/)
- [imagination](https://keithrosen.com/tag/imagination/)
- [comfort zone](https://keithrosen.com/tag/comfort-zone/)
- [asking the right questions](https://keithrosen.com/tag/asking-the-right-questions/)
- [prospects](https://keithrosen.com/tag/prospects/)
- [firing employees](https://keithrosen.com/tag/firing-employees/)
- [keeping employees](https://keithrosen.com/tag/keeping-employees/)
- [relationships with customers](https://keithrosen.com/tag/relationships-with-customers/)
- [Sales Manager](https://keithrosen.com/tag/sales-manager/)
- [sales tips](https://keithrosen.com/tag/sales-tips/)
- [salespeople](https://keithrosen.com/tag/salespeople/)
- [closing the sale](https://keithrosen.com/tag/closing-the-sale/)
- [master the basics](https://keithrosen.com/tag/master-the-basics/)
- [sales mojo](https://keithrosen.com/tag/sales-mojo/)
- [perfectionism](https://keithrosen.com/tag/perfectionism/)
- [control freak](https://keithrosen.com/tag/control-freak/)
- [coaching](https://keithrosen.com/tag/coaching/)
- [controlling](https://keithrosen.com/tag/controlling/)
- [creating](https://keithrosen.com/tag/creating/)
- [Communication](https://keithrosen.com/tag/communication/)
- [listening](https://keithrosen.com/tag/listening/)
- [technology](https://keithrosen.com/tag/technology/)
- [becoming your best](https://keithrosen.com/tag/becoming-your-best/)
- [Goal Setting](https://keithrosen.com/tag/goal-setting/)
- [life skills](https://keithrosen.com/tag/life-skills/)
- [life tips](https://keithrosen.com/tag/life-tips/)
- [mistakes in selling](https://keithrosen.com/tag/mistakes-in-selling/)
- [reacting](https://keithrosen.com/tag/reacting/)
- [responding](https://keithrosen.com/tag/responding/)
- [dead sales](https://keithrosen.com/tag/dead-sales/)
- [systematic approach](https://keithrosen.com/tag/systematic-approach/)
- [failures](https://keithrosen.com/tag/failures/)
- [success](https://keithrosen.com/tag/success/)
- [budget](https://keithrosen.com/tag/budget/)
- [most valuable proposition](https://keithrosen.com/tag/most-valuable-proposition/)
- [career](https://keithrosen.com/tag/career/)
- [career coaching](https://keithrosen.com/tag/career-coaching/)
- [career path](https://keithrosen.com/tag/career-path/)
- [design your career](https://keithrosen.com/tag/design-your-career/)
- [ideal career](https://keithrosen.com/tag/ideal-career/)
- [self esteem](https://keithrosen.com/tag/self-esteem/)
- [new business](https://keithrosen.com/tag/new-business/)
- [handling objections](https://keithrosen.com/tag/handling-objections/)
- [objections](https://keithrosen.com/tag/objections/)
- [overcoming objections](https://keithrosen.com/tag/overcoming-objections/)
- [coach](https://keithrosen.com/tag/coach/)
- [internal coach](https://keithrosen.com/tag/internal-coach/)
- [mentor](https://keithrosen.com/tag/mentor/)
- [mentoring](https://keithrosen.com/tag/mentoring/)
- [boosting close ratios](https://keithrosen.com/tag/boosting-close-ratios/)
- [how to close the sale](https://keithrosen.com/tag/how-to-close-the-sale-2/)
- [b2b sales](https://keithrosen.com/tag/b2b-sales/)
- [coaching for managers](https://keithrosen.com/tag/coaching-for-managers/)
- [coaching tips](https://keithrosen.com/tag/coaching-tips/)
- [management articles](https://keithrosen.com/tag/management-articles/)
- [focus](https://keithrosen.com/tag/focus/)
- [Accountability](https://keithrosen.com/tag/accountability/)
- [coach up](https://keithrosen.com/tag/coach-up/)
- [management](https://keithrosen.com/tag/management/)
- [management tips](https://keithrosen.com/tag/management-tips/)
- [management types](https://keithrosen.com/tag/management-types/)
- [types of leaders](https://keithrosen.com/tag/types-of-leaders/)
- [partnership](https://keithrosen.com/tag/partnership/)
- [relationships](https://keithrosen.com/tag/relationships/)
- [dealing with a difficult boss](https://keithrosen.com/tag/dealing-with-a-difficult-boss/)
- [handling a tough boss](https://keithrosen.com/tag/handling-a-tough-boss/)
- [how to deal with a difficult boss](https://keithrosen.com/tag/how-to-deal-with-a-difficult-boss/)
- [how to help you boss help you](https://keithrosen.com/tag/how-to-help-you-boss-help-you/)
- [how to train your manager](https://keithrosen.com/tag/how-to-train-your-manager/)
- [cold calling advice](https://keithrosen.com/tag/cold-calling-advice/)
- [gatekeeper](https://keithrosen.com/tag/gatekeeper/)
- [telesales](https://keithrosen.com/tag/telesales/)
- [be present](https://keithrosen.com/tag/be-present/)
- [being present](https://keithrosen.com/tag/being-present/)
- [live in the moment](https://keithrosen.com/tag/live-in-the-moment/)
- [mindset](https://keithrosen.com/tag/mindset/)
- [power](https://keithrosen.com/tag/power/)
- [strength](https://keithrosen.com/tag/strength/)
- [success thinking](https://keithrosen.com/tag/success-thinking/)
- [coachability](https://keithrosen.com/tag/coachability/)
- [coaching advice](https://keithrosen.com/tag/coaching-advice/)
- [coaching clients](https://keithrosen.com/tag/coaching-clients/)
- [coaching practice](https://keithrosen.com/tag/coaching-practice/)
- [professional coaching](https://keithrosen.com/tag/professional-coaching/)
- [who to coach](https://keithrosen.com/tag/who-to-coach/)
- [coaching up](https://keithrosen.com/tag/coaching-up/)
- [coaching sales champions](https://keithrosen.com/tag/coaching-sales-champions/)
- [hiring for sales](https://keithrosen.com/tag/hiring-for-sales/)
- [hiring salespeople](https://keithrosen.com/tag/hiring-salespeople/)
- [hiring talent](https://keithrosen.com/tag/hiring-talent/)
- [how to recruit salespeople](https://keithrosen.com/tag/how-to-recruit-salespeople/)
- [rainmaker](https://keithrosen.com/tag/rainmaker/)
- [recruiting salespeople](https://keithrosen.com/tag/recruiting-salespeople/)
- [empowerment](https://keithrosen.com/tag/empowerment/)
- [how to motivate salespeople](https://keithrosen.com/tag/how-to-motivate-salespeople/)
- [innovation](https://keithrosen.com/tag/innovation/)
- [motivating salespeople](https://keithrosen.com/tag/motivating-salespeople/)
- [overcoming fear of cold calling](https://keithrosen.com/tag/overcoming-fear-of-cold-calling/)
- [qualifying](https://keithrosen.com/tag/qualifying/)
- [how to be a better salesperson](https://keithrosen.com/tag/how-to-be-a-better-salesperson/)
- [sales mastery](https://keithrosen.com/tag/sales-mastery/)
- [closing](https://keithrosen.com/tag/closing/)
- [closing more sales](https://keithrosen.com/tag/closing-more-sales/)
- [how to be a better closer](https://keithrosen.com/tag/how-to-be-a-better-closer/)
- [becoming a better manager](https://keithrosen.com/tag/becoming-a-better-manager/)
- [effectiveness](https://keithrosen.com/tag/effectiveness/)
- [how to become a better manager](https://keithrosen.com/tag/how-to-become-a-better-manager/)
- [telling the truth](https://keithrosen.com/tag/telling-the-truth/)
- [asking questions](https://keithrosen.com/tag/asking-questions/)
- [account selling](https://keithrosen.com/tag/account-selling/)
- [customer relationships](https://keithrosen.com/tag/customer-relationships/)
- [customer retention](https://keithrosen.com/tag/customer-retention/)
- [key accounts](https://keithrosen.com/tag/key-accounts/)
- [upselling](https://keithrosen.com/tag/upselling/)
- [growing pipeline](https://keithrosen.com/tag/growing-pipeline/)
- [increasing sales](https://keithrosen.com/tag/increasing-sales/)
- [networking](https://keithrosen.com/tag/networking/)
- [coaching salespeople](https://keithrosen.com/tag/coaching-salespeople/)
- [how to manage a team](https://keithrosen.com/tag/how-to-manage-a-team/)
- [communicating](https://keithrosen.com/tag/communicating/)
- [selfless leadership](https://keithrosen.com/tag/selfless-leadership/)
- [difficult salespeople](https://keithrosen.com/tag/difficult-salespeople/)
- [remote sales teams](https://keithrosen.com/tag/remote-sales-teams/)
- [application](https://keithrosen.com/tag/application/)
- [social networking](https://keithrosen.com/tag/social-networking/)
- [twitter](https://keithrosen.com/tag/twitter/)
- [book awards](https://keithrosen.com/tag/book-awards/)
- [management training](https://keithrosen.com/tag/management-training/)
- [career advice](https://keithrosen.com/tag/career-advice-2/)
- [career tips](https://keithrosen.com/tag/career-tips/)
- [keep your job](https://keithrosen.com/tag/keep-your-job/)
- [keeping your job](https://keithrosen.com/tag/keeping-your-job/)
- [layoffs](https://keithrosen.com/tag/layoffs/)
- [save your job](https://keithrosen.com/tag/save-your-job/)
- [termination](https://keithrosen.com/tag/termination/)
- [sales articles](https://keithrosen.com/tag/sales-articles/)
- [career advice](https://keithrosen.com/tag/career-advice-5/)
- [avoid mis-hires](https://keithrosen.com/tag/avoid-mis-hires/)
- [avoid mishires](https://keithrosen.com/tag/avoid-mishires/)
- [hiring](https://keithrosen.com/tag/hiring/)
- [how to interview](https://keithrosen.com/tag/how-to-interview/)
- [interview process](https://keithrosen.com/tag/interview-process/)
- [interviewing](https://keithrosen.com/tag/interviewing/)
- [Interviews](https://keithrosen.com/tag/interviews/)
- [onboarding](https://keithrosen.com/tag/onboarding/)
- [recruiting](https://keithrosen.com/tag/recruiting/)
- [screening candidates](https://keithrosen.com/tag/screening-candidates/)
- [topgrading](https://keithrosen.com/tag/topgrading/)
- [management coaching](https://keithrosen.com/tag/management-coaching/)
- [sales leadership](https://keithrosen.com/tag/sales-leadership/)
- [sales management training](https://keithrosen.com/tag/sales-management-training/)
- [webinar](https://keithrosen.com/tag/webinar/)
- [webinars](https://keithrosen.com/tag/webinars/)
- [close more sales](https://keithrosen.com/tag/close-more-sales/)
- [how to sell](https://keithrosen.com/tag/how-to-sell/)
- [cloud computing](https://keithrosen.com/tag/cloud-computing/)
- [crm](https://keithrosen.com/tag/crm/)
- [landslide](https://keithrosen.com/tag/landslide/)
- [sales aps](https://keithrosen.com/tag/sales-aps/)
- [sales performance tools](https://keithrosen.com/tag/sales-performance-tools/)
- [sales tools](https://keithrosen.com/tag/sales-tools/)
- [best practices](https://keithrosen.com/tag/best-practices/)
- [leadership development](https://keithrosen.com/tag/leadership-development/)
- [sales benchmarking](https://keithrosen.com/tag/sales-benchmarking/)
- [sales formula](https://keithrosen.com/tag/sales-formula/)
- [success formula](https://keithrosen.com/tag/success-formula/)
- [sales benchmark](https://keithrosen.com/tag/sales-benchmark/)
- [sales process](https://keithrosen.com/tag/sales-process/)
- [successful thinking](https://keithrosen.com/tag/successful-thinking/)
- [tips for managers](https://keithrosen.com/tag/tips-for-managers/)
- [aps](https://keithrosen.com/tag/aps/)
- [database](https://keithrosen.com/tag/database/)
- [tools for salespeople](https://keithrosen.com/tag/tools-for-salespeople/)
- [cold call](https://keithrosen.com/tag/cold-call/)
- [coldcalling](https://keithrosen.com/tag/coldcalling/)
- [teleselling](https://keithrosen.com/tag/teleselling/)
- [video](https://keithrosen.com/tag/video/)
- [appointment setting](https://keithrosen.com/tag/appointment-setting/)
- [phone tips](https://keithrosen.com/tag/phone-tips/)
- [call templates](https://keithrosen.com/tag/call-templates/)
- [discovery](https://keithrosen.com/tag/discovery/)
- [pre qualification](https://keithrosen.com/tag/pre-qualification/)
- [qualifying prospects](https://keithrosen.com/tag/qualifying-prospects/)
- [qualifying questions](https://keithrosen.com/tag/qualifying-questions/)
- [faith](https://keithrosen.com/tag/faith/)
- [god](https://keithrosen.com/tag/god/)
- [life coaching](https://keithrosen.com/tag/life-coaching/)
- [life lessons](https://keithrosen.com/tag/life-lessons/)
- [spirituality](https://keithrosen.com/tag/spirituality/)
- [Zig Ziglar](https://keithrosen.com/tag/zig-ziglar/)
- [Ziglar](https://keithrosen.com/tag/ziglar/)
- [asking for referrals](https://keithrosen.com/tag/asking-for-referrals/)
- [referrals](https://keithrosen.com/tag/referrals/)
- [ask for referrals](https://keithrosen.com/tag/ask-for-referrals/)
- [filling your pipeline](https://keithrosen.com/tag/filling-your-pipeline/)
- [awards](https://keithrosen.com/tag/awards/)
- [best blogs](https://keithrosen.com/tag/best-blogs/)
- [best sales blogs](https://keithrosen.com/tag/best-sales-blogs/)
- [recognition](https://keithrosen.com/tag/recognition/)
- [win](https://keithrosen.com/tag/win/)
- [disqualifying](https://keithrosen.com/tag/disqualifying/)
- [questions](https://keithrosen.com/tag/questions/)
- [questions that sell](https://keithrosen.com/tag/questions-that-sell/)
- [sales questions](https://keithrosen.com/tag/sales-questions/)
- [joint sales calls](https://keithrosen.com/tag/joint-sales-calls/)
- [leadership articles](https://keithrosen.com/tag/leadership-articles/)
- [observation](https://keithrosen.com/tag/observation/)
- [performance reviews](https://keithrosen.com/tag/performance-reviews/)
- [coach the coach](https://keithrosen.com/tag/coach-the-coach/)
- [leadership coaching](https://keithrosen.com/tag/leadership-coaching/)
- [management coach training](https://keithrosen.com/tag/management-coach-training/)
- [book event](https://keithrosen.com/tag/book-event/)
- [coach training](https://keithrosen.com/tag/coach-training/)
- [Books](https://keithrosen.com/tag/books/)
- [facebook](https://keithrosen.com/tag/facebook/)
- [podcasts](https://keithrosen.com/tag/podcasts/)
- [social media](https://keithrosen.com/tag/social-media/)
- [training](https://keithrosen.com/tag/training/)
- [Videos](https://keithrosen.com/tag/videos/)
- [hiring and recruiting salespeople](https://keithrosen.com/tag/hiring-and-recruiting-salespeople/)
- [hiring top salespeople](https://keithrosen.com/tag/hiring-top-salespeople/)
- [how to hire](https://keithrosen.com/tag/how-to-hire/)
- [HR](https://keithrosen.com/tag/hr/)
- [human resource](https://keithrosen.com/tag/human-resource/)
- [interview](https://keithrosen.com/tag/interview/)
- [interviewing questions](https://keithrosen.com/tag/interviewing-questions/)
- [managing a team](https://keithrosen.com/tag/managing-a-team/)
- [managing salespeople](https://keithrosen.com/tag/managing-salespeople/)
- [corporate training](https://keithrosen.com/tag/corporate-training/)
- [leadership training](https://keithrosen.com/tag/leadership-training/)
- [training salespeople](https://keithrosen.com/tag/training-salespeople/)
- [Marketing](https://keithrosen.com/tag/marketing/)
- [tweet](https://keithrosen.com/tag/tweet/)
- [tweeting](https://keithrosen.com/tag/tweeting/)
- [needsd analysis](https://keithrosen.com/tag/needsd-analysis/)
- [attitude](https://keithrosen.com/tag/attitude/)
- [conflict resolution](https://keithrosen.com/tag/conflict-resolution/)
- [creating buy in](https://keithrosen.com/tag/creating-buy-in/)
- [negotiation](https://keithrosen.com/tag/negotiation/)
- [appreciation](https://keithrosen.com/tag/appreciation/)
- [gratitude](https://keithrosen.com/tag/gratitude/)
- [books on management](https://keithrosen.com/tag/books-on-management/)
- [calendar](https://keithrosen.com/tag/calendar/)
- [results](https://keithrosen.com/tag/results/)
- [schedule](https://keithrosen.com/tag/schedule/)
- [sales management coaching](https://keithrosen.com/tag/sales-management-coaching/)
- [cold call reluctance](https://keithrosen.com/tag/cold-call-reluctance/)
- [conference](https://keithrosen.com/tag/conference/)
- [engagement](https://keithrosen.com/tag/engagement/)
- [event](https://keithrosen.com/tag/event/)
- [live training](https://keithrosen.com/tag/live-training/)
- [speaking](https://keithrosen.com/tag/speaking/)
- [benchmarking](https://keithrosen.com/tag/benchmarking/)
- [trust](https://keithrosen.com/tag/trust/)
- [Junoon](https://keithrosen.com/tag/junoon/)
- [recommendations](https://keithrosen.com/tag/recommendations/)
- [assumptions](https://keithrosen.com/tag/assumptions/)
- [the gap](https://keithrosen.com/tag/the-gap/)
- [email](https://keithrosen.com/tag/email/)
- [firewall](https://keithrosen.com/tag/firewall/)
- [spam](https://keithrosen.com/tag/spam/)
- [blacklist](https://keithrosen.com/tag/blacklist/)
- [blacklisting](https://keithrosen.com/tag/blacklisting/)
- [emailing](https://keithrosen.com/tag/emailing/)
- [emails](https://keithrosen.com/tag/emails/)
- [list management](https://keithrosen.com/tag/list-management/)
- [1099](https://keithrosen.com/tag/1099/)
- [independant contractors](https://keithrosen.com/tag/independant-contractors/)
- [managing self employed salespeople](https://keithrosen.com/tag/managing-self-employed-salespeople/)
- [self employeed](https://keithrosen.com/tag/self-employeed/)
- [coach your boss](https://keithrosen.com/tag/coach-your-boss/)
- [coaching your manager](https://keithrosen.com/tag/coaching-your-manager/)
- [communication strategies](https://keithrosen.com/tag/communication-strategies/)
- [manage up](https://keithrosen.com/tag/manage-up/)
- [managing up](https://keithrosen.com/tag/managing-up/)
- [managing your manager](https://keithrosen.com/tag/managing-your-manager/)
- [coaching your boss](https://keithrosen.com/tag/coaching-your-boss/)
- [managing your boss](https://keithrosen.com/tag/managing-your-boss/)
- [prioritize](https://keithrosen.com/tag/prioritize/)
- [setting goals](https://keithrosen.com/tag/setting-goals-2/)
- [forecasting](https://keithrosen.com/tag/forecasting/)
- [quota](https://keithrosen.com/tag/quota/)
- [setting goals for salespeople](https://keithrosen.com/tag/setting-goals-for-salespeople/)
- [hit your numbers](https://keithrosen.com/tag/hit-your-numbers/)
- [process driven](https://keithrosen.com/tag/process-driven/)
- [result driven](https://keithrosen.com/tag/result-driven/)
- [achievement](https://keithrosen.com/tag/achievement/)
- [media](https://keithrosen.com/tag/media/)
- [Coaching Conversations](https://keithrosen.com/tag/coaching-conversations/)
- [communication breakdowns](https://keithrosen.com/tag/communication-breakdowns/)
- [Conversation](https://keithrosen.com/tag/conversation/)
- [Effective Coaching](https://keithrosen.com/tag/effective-coaching/)
- [Effective Sales Management](https://keithrosen.com/tag/effective-sales-management/)
- [leadership presence](https://keithrosen.com/tag/leadership-presence/)
- [The Manager](https://keithrosen.com/tag/the-manager/)
- [Asia](https://keithrosen.com/tag/asia/)
- [Live Events](https://keithrosen.com/tag/live-events/)
- [Malaysia](https://keithrosen.com/tag/malaysia/)
- [seminars](https://keithrosen.com/tag/seminars/)
- [Singapore](https://keithrosen.com/tag/singapore/)
- [course review](https://keithrosen.com/tag/course-review/)
- [live event](https://keithrosen.com/tag/live-event/)
- [seminar](https://keithrosen.com/tag/seminar/)
- [testimonials](https://keithrosen.com/tag/testimonials/)
- [coaching buy in](https://keithrosen.com/tag/coaching-buy-in/)
- [coaching resistance](https://keithrosen.com/tag/coaching-resistance/)
- [enrolling your team in coaching](https://keithrosen.com/tag/enrolling-your-team-in-coaching/)
- [messaging](https://keithrosen.com/tag/messaging/)
- [resistance to coaching](https://keithrosen.com/tag/resistance-to-coaching/)
- [rolling out coaching](https://keithrosen.com/tag/rolling-out-coaching/)
- [effective communication](https://keithrosen.com/tag/effective-communication/)
- [how leaders communicate](https://keithrosen.com/tag/how-leaders-communicate/)
- [articles on communication](https://keithrosen.com/tag/articles-on-communication/)
- [communication tips](https://keithrosen.com/tag/communication-tips/)
- [social strategy](https://keithrosen.com/tag/social-strategy/)
- [training videos](https://keithrosen.com/tag/training-videos/)
- [daily videos](https://keithrosen.com/tag/daily-videos/)
- [nba](https://keithrosen.com/tag/nba/)
- [phoenix suns](https://keithrosen.com/tag/phoenix-suns/)
- [roundtable](https://keithrosen.com/tag/roundtable/)
- [sucess](https://keithrosen.com/tag/sucess/)
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- [values](https://keithrosen.com/tag/values/)
- [adrenaline](https://keithrosen.com/tag/adrenaline/)
- [family](https://keithrosen.com/tag/family/)
- [video training](https://keithrosen.com/tag/video-training/)
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- [business ethics](https://keithrosen.com/tag/business-ethics/)
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- [identity](https://keithrosen.com/tag/identity/)
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- [live responsibly](https://keithrosen.com/tag/live-responsibly/)
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- [articles on leadership](https://keithrosen.com/tag/articles-on-leadership/)
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- [lifelong learning](https://keithrosen.com/tag/lifelong-learning/)
- [live resonsibly](https://keithrosen.com/tag/live-resonsibly/)
- [self awareness](https://keithrosen.com/tag/self-awareness/)
- [self growth](https://keithrosen.com/tag/self-growth/)
- [courship](https://keithrosen.com/tag/courship/)
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- [date](https://keithrosen.com/tag/date/)
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- [personal power](https://keithrosen.com/tag/personal-power/)
- [potential](https://keithrosen.com/tag/potential/)
- [unstoppable](https://keithrosen.com/tag/unstoppable/)
- [vulerability](https://keithrosen.com/tag/vulerability/)
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- [covid](https://keithrosen.com/tag/covid/)
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- [blind spots](https://keithrosen.com/tag/blind-spots/)
- [peak performance](https://keithrosen.com/tag/peak-performance/)
- [performance evaluations](https://keithrosen.com/tag/performance-evaluations/)
- [consistency](https://keithrosen.com/tag/consistency/)
- [planning](https://keithrosen.com/tag/planning/)
- [productivity](https://keithrosen.com/tag/productivity/)
- [good sales coaching videos](https://keithrosen.com/tag/good-sales-coaching-videos/)
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- [how to become a better coach](https://keithrosen.com/tag/how-to-become-a-better-coach/)
- [how to become a better sales coach](https://keithrosen.com/tag/how-to-become-a-better-sales-coach/)
- [how to coach](https://keithrosen.com/tag/how-to-coach/)
- [professional coaching videos](https://keithrosen.com/tag/professional-coaching-videos/)
- [sales coaching tips](https://keithrosen.com/tag/sales-coaching-tips/)
- [sales meeting videos](https://keithrosen.com/tag/sales-meeting-videos/)
- [how to be a better sales manager](https://keithrosen.com/tag/how-to-be-a-better-sales-manager/)
- [how to become a better sales manager](https://keithrosen.com/tag/how-to-become-a-better-sales-manager/)
- [prioritization](https://keithrosen.com/tag/prioritization/)
- [sales management tips](https://keithrosen.com/tag/sales-management-tips/)
- [sales manager tips](https://keithrosen.com/tag/sales-manager-tips/)
- [sales manager videos](https://keithrosen.com/tag/sales-manager-videos/)
- [videos for sales managers](https://keithrosen.com/tag/videos-for-sales-managers/)
- [getting started with coaching](https://keithrosen.com/tag/getting-started-with-coaching/)
- [getting started with sales coaching](https://keithrosen.com/tag/getting-started-with-sales-coaching/)
- [good coaching tips](https://keithrosen.com/tag/good-coaching-tips/)
- [new to coaching](https://keithrosen.com/tag/new-to-coaching/)
- [sales goals](https://keithrosen.com/tag/sales-goals/)
- [squeaky wheel](https://keithrosen.com/tag/squeaky-wheel/)
- [abundance](https://keithrosen.com/tag/abundance/)
- [being a better leader](https://keithrosen.com/tag/being-a-better-leader/)
- [how to be a better communicator](https://keithrosen.com/tag/how-to-be-a-better-communicator/)
- [how to be an effective leader](https://keithrosen.com/tag/how-to-be-an-effective-leader/)
- [becoming a better sales coach](https://keithrosen.com/tag/becoming-a-better-sales-coach/)
- [becoming a better sales management](https://keithrosen.com/tag/becoming-a-better-sales-management/)
- [coaching your team](https://keithrosen.com/tag/coaching-your-team/)
- [how to coach salespeople](https://keithrosen.com/tag/how-to-coach-salespeople/)
- [self evaluation](https://keithrosen.com/tag/self-evaluation/)
- [understanding](https://keithrosen.com/tag/understanding/)
- [being an example](https://keithrosen.com/tag/being-an-example/)
- [exemplify](https://keithrosen.com/tag/exemplify/)
- [lead from the front](https://keithrosen.com/tag/lead-from-the-front/)
- [true leadership](https://keithrosen.com/tag/true-leadership/)
- [authentic leadership](https://keithrosen.com/tag/authentic-leadership/)
- [powerful leadership](https://keithrosen.com/tag/powerful-leadership/)
- [selling power](https://keithrosen.com/tag/selling-power/)
- [top sales training companies](https://keithrosen.com/tag/top-sales-training-companies/)
- [psychology of selling](https://keithrosen.com/tag/psychology-of-selling/)
- [selling mindset](https://keithrosen.com/tag/selling-mindset/)
- [how to stay motivated as a salesperson](https://keithrosen.com/tag/how-to-stay-motivated-as-a-salesperson/)
- [mindset of a salesperson](https://keithrosen.com/tag/mindset-of-a-salesperson/)
- [product sales](https://keithrosen.com/tag/product-sales/)
- [career counseling](https://keithrosen.com/tag/career-counseling/)
- [creating your ideal career](https://keithrosen.com/tag/creating-your-ideal-career/)
- [breakthrough results](https://keithrosen.com/tag/breakthrough-results/)
- [change](https://keithrosen.com/tag/change/)
- [improvement](https://keithrosen.com/tag/improvement/)
- [personal growth](https://keithrosen.com/tag/personal-growth/)
- [overcoming fear](https://keithrosen.com/tag/overcoming-fear/)
- [blessings](https://keithrosen.com/tag/blessings/)
- [thanksgiving](https://keithrosen.com/tag/thanksgiving/)
- [how to interview for a new job](https://keithrosen.com/tag/how-to-interview-for-a-new-job/)
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- [interview questions](https://keithrosen.com/tag/interview-questions/)
- [job hunting](https://keithrosen.com/tag/job-hunting/)
- [job interview](https://keithrosen.com/tag/job-interview/)
- [job search](https://keithrosen.com/tag/job-search/)
- [new job](https://keithrosen.com/tag/new-job/)
- [preparing for an interview](https://keithrosen.com/tag/preparing-for-an-interview/)
- [sales interview](https://keithrosen.com/tag/sales-interview/)
- [sales jobs](https://keithrosen.com/tag/sales-jobs/)
- [delegation](https://keithrosen.com/tag/delegation/)
- [how to become a better leader](https://keithrosen.com/tag/how-to-become-a-better-leader/)
- [talent management](https://keithrosen.com/tag/talent-management/)
- [team building](https://keithrosen.com/tag/team-building/)
- [sales mentality](https://keithrosen.com/tag/sales-mentality/)
- [business development](https://keithrosen.com/tag/business-development/)
- [cold calling script](https://keithrosen.com/tag/cold-calling-script/)
- [lead generation](https://keithrosen.com/tag/lead-generation/)
- [improving your sales culture](https://keithrosen.com/tag/improving-your-sales-culture/)
- [sales culture](https://keithrosen.com/tag/sales-culture/)
- [tips to being a better sales manager](https://keithrosen.com/tag/tips-to-being-a-better-sales-manager/)
- [death](https://keithrosen.com/tag/death/)
- [funeral](https://keithrosen.com/tag/funeral/)
- [humanity](https://keithrosen.com/tag/humanity/)
- [mortality](https://keithrosen.com/tag/mortality/)
- [sales targets](https://keithrosen.com/tag/sales-targets/)
- [a better way of leading](https://keithrosen.com/tag/a-better-way-of-leading/)
- [being flexible as a leader](https://keithrosen.com/tag/being-flexible-as-a-leader/)
- [control](https://keithrosen.com/tag/control/)
- [leader development](https://keithrosen.com/tag/leader-development/)
- [chief problem solver](https://keithrosen.com/tag/chief-problem-solver/)
- [coaching culture](https://keithrosen.com/tag/coaching-culture/)
- [company culture](https://keithrosen.com/tag/company-culture/)
- [sales managers](https://keithrosen.com/tag/sales-managers/)
- [bottleneck](https://keithrosen.com/tag/bottleneck/)
- [how to be a good boss](https://keithrosen.com/tag/how-to-be-a-good-boss/)
- [how to be a good sales coach](https://keithrosen.com/tag/how-to-be-a-good-sales-coach/)
- [how to empower your people](https://keithrosen.com/tag/how-to-empower-your-people/)
- [happiness](https://keithrosen.com/tag/happiness/)
- [living in the present](https://keithrosen.com/tag/living-in-the-present/)
- [mindfulness](https://keithrosen.com/tag/mindfulness/)
- [work life balance](https://keithrosen.com/tag/work-life-balance/)
- [hiring top talent](https://keithrosen.com/tag/hiring-top-talent/)
- [how to hire great salespeople](https://keithrosen.com/tag/how-to-hire-great-salespeople/)
- [how to help salespeople hit their goals](https://keithrosen.com/tag/how-to-help-salespeople-hit-their-goals/)
- [how to motivate your salespeople](https://keithrosen.com/tag/how-to-motivate-your-salespeople/)
- [coaching to win](https://keithrosen.com/tag/coaching-to-win/)
- [empowering your people](https://keithrosen.com/tag/empowering-your-people/)
- [winning](https://keithrosen.com/tag/winning/)
- [becoming a better communicator](https://keithrosen.com/tag/becoming-a-better-communicator/)
- [conflict](https://keithrosen.com/tag/conflict/)
- [confrontation](https://keithrosen.com/tag/confrontation/)
- [executive communication](https://keithrosen.com/tag/executive-communication/)
- [language of leadership](https://keithrosen.com/tag/language-of-leadership/)
- [becoming a great manager](https://keithrosen.com/tag/becoming-a-great-manager/)
- [being an example to your team](https://keithrosen.com/tag/being-an-example-to-your-team/)
- [how to support your people](https://keithrosen.com/tag/how-to-support-your-people/)
- [leadership skills](https://keithrosen.com/tag/leadership-skills/)
- [making training stick](https://keithrosen.com/tag/making-training-stick/)
- [peer to peer coaching](https://keithrosen.com/tag/peer-to-peer-coaching/)
- [how to change a company culture](https://keithrosen.com/tag/how-to-change-a-company-culture/)
- [interruptions](https://keithrosen.com/tag/interruptions/)
- [balance](https://keithrosen.com/tag/balance/)
- [breakthrough](https://keithrosen.com/tag/breakthrough/)
- [harmony](https://keithrosen.com/tag/harmony/)
- [hot yoga](https://keithrosen.com/tag/hot-yoga/)
- [transformation](https://keithrosen.com/tag/transformation/)
- [yoga](https://keithrosen.com/tag/yoga/)
- [branding](https://keithrosen.com/tag/branding/)
- [labeling people](https://keithrosen.com/tag/labeling-people/)
- [new possibilities](https://keithrosen.com/tag/new-possibilities/)
- [growth](https://keithrosen.com/tag/growth/)
- [labels](https://keithrosen.com/tag/labels/)
- [people](https://keithrosen.com/tag/people/)
- [blab](https://keithrosen.com/tag/blab/)
- [broadcast](https://keithrosen.com/tag/broadcast/)
- [linkedin](https://keithrosen.com/tag/linkedin/)
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- [live coaching](https://keithrosen.com/tag/live-coaching/)
- [Acceptance](https://keithrosen.com/tag/acceptance/)
- [judgment](https://keithrosen.com/tag/judgment/)
- [Self-Reflection](https://keithrosen.com/tag/self-reflection/)
- [bonus](https://keithrosen.com/tag/bonus/)
- [incentive programs](https://keithrosen.com/tag/incentive-programs/)
- [incentives](https://keithrosen.com/tag/incentives/)
- [firing](https://keithrosen.com/tag/firing/)
- [learning](https://keithrosen.com/tag/learning/)
- [team culture](https://keithrosen.com/tag/team-culture/)
- [top performers](https://keithrosen.com/tag/top-performers/)
- [millennials](https://keithrosen.com/tag/millennials/)
- [helping](https://keithrosen.com/tag/helping/)
- [supporting](https://keithrosen.com/tag/supporting/)
- [effective meetings](https://keithrosen.com/tag/effective-meetings/)
- [running meetings](https://keithrosen.com/tag/running-meetings/)
- [conferences](https://keithrosen.com/tag/conferences/)
- [deal review](https://keithrosen.com/tag/deal-review/)
- [forecasting reviews](https://keithrosen.com/tag/forecasting-reviews/)
- [kickoff](https://keithrosen.com/tag/kickoff/)
- [managing your team](https://keithrosen.com/tag/managing-your-team/)
- [meetings](https://keithrosen.com/tag/meetings/)
- [pipeline reviews](https://keithrosen.com/tag/pipeline-reviews/)
- [productive meetings](https://keithrosen.com/tag/productive-meetings/)
- [team meetings](https://keithrosen.com/tag/team-meetings/)
- [fire](https://keithrosen.com/tag/fire/)
- [fire salespeople](https://keithrosen.com/tag/fire-salespeople/)
- [mis-hire](https://keithrosen.com/tag/mis-hire/)
- [misire](https://keithrosen.com/tag/misire/)
- [podcast](https://keithrosen.com/tag/podcast/)
- [sales teams](https://keithrosen.com/tag/sales-teams/)
- [careers](https://keithrosen.com/tag/careers/)
- [collaboration](https://keithrosen.com/tag/collaboration/)
- [job](https://keithrosen.com/tag/job/)
- [mobility](https://keithrosen.com/tag/mobility/)
- [promotion](https://keithrosen.com/tag/promotion/)
- [promotions](https://keithrosen.com/tag/promotions/)
- [chanukah](https://keithrosen.com/tag/chanukah/)
- [christmas](https://keithrosen.com/tag/christmas/)
- [entertainment](https://keithrosen.com/tag/entertainment/)
- [friends](https://keithrosen.com/tag/friends/)
- [holiday](https://keithrosen.com/tag/holiday/)
- [holidays](https://keithrosen.com/tag/holidays/)
- [managing stress](https://keithrosen.com/tag/managing-stress/)
- [new year](https://keithrosen.com/tag/new-year/)
- [new year's day](https://keithrosen.com/tag/new-years-day/)
- [parties](https://keithrosen.com/tag/parties/)
- [stress](https://keithrosen.com/tag/stress/)
- [vacation](https://keithrosen.com/tag/vacation/)
- [business plan](https://keithrosen.com/tag/business-plan/)
- [business strategy](https://keithrosen.com/tag/business-strategy/)
- [getting goals](https://keithrosen.com/tag/getting-goals/)
- [sales strategy](https://keithrosen.com/tag/sales-strategy/)
- [management traning](https://keithrosen.com/tag/management-traning/)
- [pesonal transformation](https://keithrosen.com/tag/pesonal-transformation/)
- [training sales managers](https://keithrosen.com/tag/training-sales-managers/)
- [corporate culture](https://keithrosen.com/tag/corporate-culture/)
- [leadership parable](https://keithrosen.com/tag/leadership-parable/)
- [management fable](https://keithrosen.com/tag/management-fable/)
- [organizational transformation](https://keithrosen.com/tag/organizational-transformation/)
- [personal productivity](https://keithrosen.com/tag/personal-productivity/)
- [leads](https://keithrosen.com/tag/leads/)
- [mediocrity](https://keithrosen.com/tag/mediocrity/)
- [nuts](https://keithrosen.com/tag/nuts/)
- [squirrels](https://keithrosen.com/tag/squirrels/)
- [business objectives](https://keithrosen.com/tag/business-objectives/)
- [low performers](https://keithrosen.com/tag/low-performers/)
- [sales quota](https://keithrosen.com/tag/sales-quota/)
- [teamwork](https://keithrosen.com/tag/teamwork/)
- [bad attitude](https://keithrosen.com/tag/bad-attitude/)
- [coaching attitude](https://keithrosen.com/tag/coaching-attitude/)
- [team player](https://keithrosen.com/tag/team-player/)
- [underperformer](https://keithrosen.com/tag/underperformer/)
- [active listening](https://keithrosen.com/tag/active-listening/)
- [assumptive listening](https://keithrosen.com/tag/assumptive-listening/)
- [filtered listening](https://keithrosen.com/tag/filtered-listening/)
- [managers](https://keithrosen.com/tag/managers/)
- [comunication](https://keithrosen.com/tag/comunication/)
- [goal attainment](https://keithrosen.com/tag/goal-attainment/)
- [how to set a goal](https://keithrosen.com/tag/how-to-set-a-goal/)
- [key performance indicators](https://keithrosen.com/tag/key-performance-indicators/)
- [scorecards](https://keithrosen.com/tag/scorecards/)
- [client retention](https://keithrosen.com/tag/client-retention/)
- [cost per sale](https://keithrosen.com/tag/cost-per-sale/)
- [customer service](https://keithrosen.com/tag/customer-service/)
- [lifetime customer value](https://keithrosen.com/tag/lifetime-customer-value/)
- [profitability](https://keithrosen.com/tag/profitability/)
- [business](https://keithrosen.com/tag/business/)
- [employee development](https://keithrosen.com/tag/employee-development/)
- [coach your clients](https://keithrosen.com/tag/coach-your-clients/)
- [coaching customers](https://keithrosen.com/tag/coaching-customers/)
- [coaching salespeole](https://keithrosen.com/tag/coaching-salespeole/)
- [coaching the coach](https://keithrosen.com/tag/coaching-the-coach/)
- [sales coaching for customers](https://keithrosen.com/tag/sales-coaching-for-customers/)
- [the consultative coach](https://keithrosen.com/tag/the-consultative-coach/)
- [the seller coach](https://keithrosen.com/tag/the-seller-coach/)
- [coach your customers](https://keithrosen.com/tag/coach-your-customers/)
- [coaching sales](https://keithrosen.com/tag/coaching-sales/)
- [consultatative coaching](https://keithrosen.com/tag/consultatative-coaching/)
- [sales coach training](https://keithrosen.com/tag/sales-coach-training/)
- [self management](https://keithrosen.com/tag/self-management/)
- [selling coach](https://keithrosen.com/tag/selling-coach/)
- [training for salespeople](https://keithrosen.com/tag/training-for-salespeople/)
- [being thankful](https://keithrosen.com/tag/being-thankful/)
- [health](https://keithrosen.com/tag/health/)
- [joy](https://keithrosen.com/tag/joy/)
- [love](https://keithrosen.com/tag/love/)
- [peace of mind](https://keithrosen.com/tag/peace-of-mind/)
- [self-care](https://keithrosen.com/tag/self-care/)
- [career counceling](https://keithrosen.com/tag/career-counceling/)
- [find a job](https://keithrosen.com/tag/find-a-job/)
- [interview skills](https://keithrosen.com/tag/interview-skills/)
- [job security](https://keithrosen.com/tag/job-security/)
- [personal brand](https://keithrosen.com/tag/personal-brand/)
- [your fired](https://keithrosen.com/tag/your-fired/)
- [disappointment](https://keithrosen.com/tag/disappointment/)
- [peace](https://keithrosen.com/tag/peace/)
- [positive](https://keithrosen.com/tag/positive/)
- [resolutions](https://keithrosen.com/tag/resolutions/)
- [consultative selling](https://keithrosen.com/tag/consultative-selling/)
- [fulfillment](https://keithrosen.com/tag/fulfillment/)
- [job satisfaction](https://keithrosen.com/tag/job-satisfaction/)
- [life lesson](https://keithrosen.com/tag/life-lesson/)
- [mental health](https://keithrosen.com/tag/mental-health/)
- [parables](https://keithrosen.com/tag/parables/)
- [achieving goals](https://keithrosen.com/tag/achieving-goals/)
- [champions](https://keithrosen.com/tag/champions/)
- [execution](https://keithrosen.com/tag/execution/)
- [how to set goals](https://keithrosen.com/tag/how-to-set-goals/)
- [lifestyle](https://keithrosen.com/tag/lifestyle/)
- [objectives](https://keithrosen.com/tag/objectives/)
- [anger management](https://keithrosen.com/tag/anger-management/)
- [buddha](https://keithrosen.com/tag/buddha/)
- [buddhism](https://keithrosen.com/tag/buddhism/)
- [inner peace](https://keithrosen.com/tag/inner-peace/)
- [inner strength](https://keithrosen.com/tag/inner-strength/)
- [zen](https://keithrosen.com/tag/zen/)
- [new business development](https://keithrosen.com/tag/new-business-development/)
- [prspecting](https://keithrosen.com/tag/prspecting/)
- [strategy](https://keithrosen.com/tag/strategy/)
- [mindshift](https://keithrosen.com/tag/mindshift/)
- [webcast](https://keithrosen.com/tag/webcast/)
- [new book](https://keithrosen.com/tag/new-book/)
- [performance review](https://keithrosen.com/tag/performance-review/)
- [pipeline review](https://keithrosen.com/tag/pipeline-review/)
- [sales enablement](https://keithrosen.com/tag/sales-enablement/)
- [sales engagement](https://keithrosen.com/tag/sales-engagement/)
- [sales numbers](https://keithrosen.com/tag/sales-numbers/)
- [adolescent](https://keithrosen.com/tag/adolescent/)
- [coaching moments](https://keithrosen.com/tag/coaching-moments/)
- [coworkers](https://keithrosen.com/tag/coworkers/)
- [peers](https://keithrosen.com/tag/peers/)
- [salesforce](https://keithrosen.com/tag/salesforce/)
- [coach the gap](https://keithrosen.com/tag/coach-the-gap/)
- [coaching framework](https://keithrosen.com/tag/coaching-framework/)
- [coaching habit](https://keithrosen.com/tag/coaching-habit/)
- [coaching managers](https://keithrosen.com/tag/coaching-managers/)
- [keith rosen](https://keithrosen.com/tag/keith-rosen/)
- [careeer](https://keithrosen.com/tag/careeer/)
- [manipulation](https://keithrosen.com/tag/manipulation/)
- [choice](https://keithrosen.com/tag/choice/)
- [self-worth](https://keithrosen.com/tag/self-worth/)
- [selfworth](https://keithrosen.com/tag/selfworth/)
- [sales force](https://keithrosen.com/tag/sales-force/)
- [salesleadership](https://keithrosen.com/tag/salesleadership/)
- [sales team](https://keithrosen.com/tag/sales-team/)
- [jonathan farrington](https://keithrosen.com/tag/jonathan-farrington/)
- [top sales world](https://keithrosen.com/tag/top-sales-world/)
- [statistics](https://keithrosen.com/tag/statistics/)
- [goal setting training for managers](https://keithrosen.com/tag/goal-setting-training-for-managers/)
- [Company ecosystem](https://keithrosen.com/tag/company-ecosystem/)
- [culture](https://keithrosen.com/tag/culture/)
- [resume](https://keithrosen.com/tag/resume/)
- [workplace](https://keithrosen.com/tag/workplace/)
- [bad managers](https://keithrosen.com/tag/bad-managers/)
- [remote office](https://keithrosen.com/tag/remote-office/)
- [remote team](https://keithrosen.com/tag/remote-team/)
- [remote workplace](https://keithrosen.com/tag/remote-workplace/)
- [bad coaching](https://keithrosen.com/tag/bad-coaching/)
- [company vision](https://keithrosen.com/tag/company-vision/)
- [impatience](https://keithrosen.com/tag/impatience/)
- [patience](https://keithrosen.com/tag/patience/)
- [customers](https://keithrosen.com/tag/customers/)
- [language](https://keithrosen.com/tag/language/)
- [phraseology](https://keithrosen.com/tag/phraseology/)
- [sales technology](https://keithrosen.com/tag/sales-technology/)
- [listen](https://keithrosen.com/tag/listen/)
- [parenting](https://keithrosen.com/tag/parenting/)
- [parents](https://keithrosen.com/tag/parents/)
- [be kind](https://keithrosen.com/tag/be-kind/)
- [brand](https://keithrosen.com/tag/brand/)
- [entitlement](https://keithrosen.com/tag/entitlement/)
- [kind](https://keithrosen.com/tag/kind/)
- [legacy](https://keithrosen.com/tag/legacy/)
- [mission](https://keithrosen.com/tag/mission/)
- [respect](https://keithrosen.com/tag/respect/)
- [instagram](https://keithrosen.com/tag/instagram/)
- [prospect](https://keithrosen.com/tag/prospect/)
- [corona virus](https://keithrosen.com/tag/corona-virus/)
- [coronavirus](https://keithrosen.com/tag/coronavirus/)
- [distance coaching](https://keithrosen.com/tag/distance-coaching/)
- [distance learning](https://keithrosen.com/tag/distance-learning/)
- [economy](https://keithrosen.com/tag/economy/)
- [fear](https://keithrosen.com/tag/fear/)
- [market](https://keithrosen.com/tag/market/)
- [marketplace](https://keithrosen.com/tag/marketplace/)
- [remote learning](https://keithrosen.com/tag/remote-learning/)
- [remote workforce](https://keithrosen.com/tag/remote-workforce/)
- [remote working](https://keithrosen.com/tag/remote-working/)
- [virus](https://keithrosen.com/tag/virus/)
- [remote work](https://keithrosen.com/tag/remote-work/)
- [working remotely](https://keithrosen.com/tag/working-remotely/)
- [clients](https://keithrosen.com/tag/clients/)
- [corona](https://keithrosen.com/tag/corona/)
- [online courses](https://keithrosen.com/tag/online-courses/)
- [remote training](https://keithrosen.com/tag/remote-training/)
- [working from home](https://keithrosen.com/tag/working-from-home/)
- [life balnce](https://keithrosen.com/tag/life-balnce/)
- [remote management](https://keithrosen.com/tag/remote-management/)
- [National Basketball Association](https://keithrosen.com/tag/national-basketball-association/)
- [TMBO](https://keithrosen.com/tag/tmbo/)
- [WNBA](https://keithrosen.com/tag/wnba/)
- [Womens National Basketball Association](https://keithrosen.com/tag/womens-national-basketball-association/)
- [coaching questions](https://keithrosen.com/tag/coaching-questions/)
- [critical thinking](https://keithrosen.com/tag/critical-thinking/)
- [capital one](https://keithrosen.com/tag/capital-one/)
- [organizational culture](https://keithrosen.com/tag/organizational-culture/)
- [mindful](https://keithrosen.com/tag/mindful/)
- [2020](https://keithrosen.com/tag/2020/)
- [2021](https://keithrosen.com/tag/2021/)
- [presentation](https://keithrosen.com/tag/presentation/)
- [client relationships](https://keithrosen.com/tag/client-relationships/)
- [retention](https://keithrosen.com/tag/retention/)
- [customer acquisition](https://keithrosen.com/tag/customer-acquisition/)
- [commmunication](https://keithrosen.com/tag/commmunication/)
- [follow up](https://keithrosen.com/tag/follow-up/)
- [connection](https://keithrosen.com/tag/connection/)
- [children](https://keithrosen.com/tag/children/)
- [inner game](https://keithrosen.com/tag/inner-game/)
- [conversations](https://keithrosen.com/tag/conversations/)
- [priority management](https://keithrosen.com/tag/priority-management/)
- [boundaries](https://keithrosen.com/tag/boundaries/)
- [saying no](https://keithrosen.com/tag/saying-no/)
- [personal vision](https://keithrosen.com/tag/personal-vision/)
- [ego](https://keithrosen.com/tag/ego/)
- [individuality](https://keithrosen.com/tag/individuality/)
- [goal](https://keithrosen.com/tag/goal/)
- [resolution](https://keithrosen.com/tag/resolution/)
- [turnover](https://keithrosen.com/tag/turnover/)
- [sale coaching](https://keithrosen.com/tag/sale-coaching/)
- [inspire](https://keithrosen.com/tag/inspire/)
- [rocky](https://keithrosen.com/tag/rocky/)
- [rocky balboa](https://keithrosen.com/tag/rocky-balboa/)
- [creed](https://keithrosen.com/tag/creed/)
- [leadershp development](https://keithrosen.com/tag/leadershp-development/)
- [teambuilding](https://keithrosen.com/tag/teambuilding/)
- [departmental silos](https://keithrosen.com/tag/departmental-silos/)
- [silos](https://keithrosen.com/tag/silos/)
- [department silo](https://keithrosen.com/tag/department-silo/)
- [bring present](https://keithrosen.com/tag/bring-present/)
- [presence](https://keithrosen.com/tag/presence/)
- [living in moment](https://keithrosen.com/tag/living-in-moment/)
- [distractions](https://keithrosen.com/tag/distractions/)
- [multitasking](https://keithrosen.com/tag/multitasking/)
- [joke](https://keithrosen.com/tag/joke/)
- [kindness](https://keithrosen.com/tag/kindness/)
- [human connection](https://keithrosen.com/tag/human-connection/)
- [selfless](https://keithrosen.com/tag/selfless/)
- [self care](https://keithrosen.com/tag/self-care-2/)
- [hospice](https://keithrosen.com/tag/hospice/)
- [homeless](https://keithrosen.com/tag/homeless/)
- [philanthropy](https://keithrosen.com/tag/philanthropy/)
- [volunteer](https://keithrosen.com/tag/volunteer/)
- [helping others](https://keithrosen.com/tag/helping-others/)
- [compassion](https://keithrosen.com/tag/compassion/)
- [contribution](https://keithrosen.com/tag/contribution/)
- [care](https://keithrosen.com/tag/care/)
- [servant leadership](https://keithrosen.com/tag/servant-leadership/)
- [self worth](https://keithrosen.com/tag/self-worth-2/)
- [be positive](https://keithrosen.com/tag/be-positive/)
- [human](https://keithrosen.com/tag/human/)
- [epic leadership](https://keithrosen.com/tag/epic-leadership/)
- [communication skills](https://keithrosen.com/tag/communication-skills/)
- [company visiion](https://keithrosen.com/tag/company-visiion/)
- [incentive](https://keithrosen.com/tag/incentive/)
- [life](https://keithrosen.com/tag/life/)
- [secret shopper](https://keithrosen.com/tag/secret-shopper/)
- [sunshine beach](https://keithrosen.com/tag/sunshine-beach/)
- [beach](https://keithrosen.com/tag/beach/)
- [mission statement](https://keithrosen.com/tag/mission-statement/)
- [vision statement](https://keithrosen.com/tag/vision-statement/)
- [company brand](https://keithrosen.com/tag/company-brand/)
- [company reviews](https://keithrosen.com/tag/company-reviews/)
- [executive sales coaching](https://keithrosen.com/tag/executive-sales-coaching/)
- [forecast review](https://keithrosen.com/tag/forecast-review/)
- [grit](https://keithrosen.com/tag/grit/)
- [sales career](https://keithrosen.com/tag/sales-career/)
- [management career](https://keithrosen.com/tag/management-career/)
- [executive presence](https://keithrosen.com/tag/executive-presence/)

## Product categories

- [Uncategorized](https://keithrosen.com/product-category/uncategorized/)