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The Winner's Path

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How to Overcome Selling and Cold Calling Reluctance Permanently

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How to Overcome Selling and Cold Calling Reluctance PermanentlyAll About Selling, Cold Calling Tips

by Keith Rosen on September 12, 2008 with 7 comments

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 …

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How to Avoid a Cold Calling Injury

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How to Avoid a Cold Calling InjuryAll About Selling, Cold Calling Tips

by Keith Rosen on September 10, 2008 with 0 comment

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 …

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What Do You Coach When Coaching Salespeople? Coach the Gap

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What Do You Coach When Coaching Salespeople? Coach the Gapcoaching salespeople, Sales Management

by Keith Rosen on March 14, 2008 with 0 comment

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 …

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The Difference Between Sales Training and Sales Coaching

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The Difference Between Sales Training and Sales CoachingAll About Selling, articles on leadership

by Keith Rosen on March 13, 2008 with 0 comment

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 …

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How to Boost Your Close Ratios

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How to Boost Your Close Ratiosclosing the sale

by Keith Rosen on February 28, 2008 with 0 comment

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 …

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How to Distinguish Between Coaching and Mentoring

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How to Distinguish Between Coaching and Mentoringarticles on leadership, Executive Coaching

by Keith Rosen on February 15, 2008 with 0 comment

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 …

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13 Radical Resolutions to Create Your Best Year Yet

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13 Radical Resolutions to Create Your Best Year YetGoal Setting

by Keith Rosen on January 3, 2008 with 0 comment

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?” …

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When Selling, Listen for the Gap

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When Selling, Listen for the GapHow To Close The Sale, How To Sell and Sales Tips

by Keith Rosen on December 20, 2006 with 0 comment

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 …

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