New Facebook Page Launched – More Goodies and Pictures I’m Sharing With You
Sep 17, 2009 Books, Business Tools, Career Advice, Sales Management, Videos, career coaching, podcast, sales tools
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:
One thing this Facebook page already has that you can’t find anywhere else are all of the pictures I’m taking documenting my eight country tour, of which you can already find pictures from Ireland and Prague.
It’s been an incredible journey filled with new experiences which I can’t wait to write on. While I’ve certainly built in the additional time to explore the richness and culture each country has to offer, the primary objective is to deliver my management coach training program to CEO’s, Directors, VP’s and managers, especially sales managers; based on my last book, Coaching Salespeople into Sales Champions. (Currently we’re also doing a huge book event this week which you can find more about here and how you can get additional Bonus Gifts from The World’s Top Thought Leaders.)
The result so far? My peripheral vision has been expanded exponentially, as I continue to be fascinated by the subtleties and nuances in cultural differences, in management style and in organizations across the globe.
However, one thing has been consistent: People are people; wherever you go. People share the same core needs, same dreams; our core values still remain. And one thing is for sure; coaching is a UNIVERSAL language. (Maybe this can be a conduit to world peace? No, I haven’t lost my mind fully as of yet!)
Next stops, Dubai, Paris, Berlin, Madrid and Columbia! A few more countries to be added shortly. Looking forward to connecting and sharing this amazing and ongoing journey with you!
Tags: Books, coaching, facebook, podcasts, social media, training, Videos
Rethinking How To Determine a Person’s Coachability. Is it the Person Who’s Not Coachable or Is It More About the Ability of the Coach?
Sep 1, 2009 Executive Coaching, Sales Coaching, Sales Management, accountability, articles on leadership, coaching for managers, coaching tips, podcast, training for managers
In my last blog and podcast, I need to rethink a critical caveat to the last bullet in the blog which was:
How a manager can assess whether or not a person is, in fact coachable and when their coaching simply may not work.
Ahh, the ongoing joy of lifelong learning! 
That is, the more I train and coach, the more I learn. And one powerful insight has surfaced, especially as I continue to deliver more international training. This happened about three weeks ago, when delivering a management coach training program in Dublin.
But first, a recap. Read the rest of this entry »
Tags: coach the coach, coaching for managers, Executive Coaching, leadership coaching, management coach training, Sales Coaching, training for managers
Podcast: Managers, Coach Your Salespeople to Bring in More Sales by Relinquishing Your Role as Chief Problem Solver
Aug 30, 2009 Executive Coaching, How to Manage Your Team, Sales Management, coaching for managers, management tips, podcast, training for managers
Listen to the podcast here
In this podcast I did with eyesonsales.com, I share some more observations around my experiences in coaching salespeople and managers. The topics I cover in this podcast include:
Motivating your sales team by tapping into their individuality
Listen to the podcast here
Tags: career coaching, coach the coach, coaching, coaching for managers, executive coach, Executive Coaching, management coach training, management coaching, Sales Coaching, team coaching
PODCAST: Why Coaching Initiatives Fail Within Organizations
Jul 23, 2009 How to Manage Your Team, Sales Management, coaching for managers, coaching tips, podcast, training for managers
Listen to the podcast here.
There are several common themes I’ve noticed as to why coaching initiatives fail within organizations today. When companies attempt to upgrade their culture, generate more positive results and improve the attitude, performance and productivity of their people by launching a coaching initiative without truly recognizing the changes that must occur beforehand to ensure there’s a strong foundation that is ready to support it, their coaching efforts will be marginally successful, ineffective or short lived.
In this podcast, I highlight the top reasons why coaching initiatives fail within organizations and what needs to be present in order to ensure any coaching initiative generates the return on investment that companies are looking for.
Listen to the podcast here.
Tags: coach the coach, coach training, coaching managers, Executive Coaching, how to coach, how to coach salespeople, management tips, management training, podcast, sales management training, sales podcasts, sales tips
PODCAST: Coaching Mistakes Managers Make. What You Can Do To Improve Sales Performance and Drive Higher Sales Numbers Today
Jul 22, 2009 Executive Coaching, How to Manage Your Team, Sales Coaching, Sales Management, coaching for managers, coaching tips, management tips, podcast, training for managers
Listen to the podcast here.
In this podcast interview I did with eyesonsales.com, I share some very tactical insights regarding some of the inherent challenges that managers need to overcome when coaching their salespeople and what they can do to better coach their team to sell more today.
I also address how to best handle underperforming salespeople and the power of effective observation techniques when observing your people in the field or on the phone, whether they are delivering presentations or making cold calls. You’ll also learn what the masterful coaches do when it comes to coaching the gap through the use of powerful, well crafted questions, which is where the magic of coaching happens.
Discover what you can do to make the shift from just being a regular sales manager with an average performing team to becoming an effective sales coach and leader who becomes the driving force behind developing a high performance sales team.
Listen to the podcast here.
Tags: coaching, coaching for managers, coaching salespeople, Executive Coaching, how to coach salespeople, podcast, Sales Coaching, sales management coaching
PODCAST: Leadership Strategies That Motivate Your Team to Higher Performance
Jul 10, 2009 Executive Coaching, How to Manage Your Team, Leadership Academy, Sales Management, articles on leadership, coaching for managers, management tips, podcast, training for managers
Listen to this podcast here.
If you want your team to sell more, the driving question every manager needs to ask themselves is, “What am I doing each day to make my salespeople even more valuable and effective so that we can better retain and acquire new customers?”
So, what are you doing to develop the skills and competencies that would enable you to get your salespeople to become sales champions? What are you doing to better your best?
Now, the obvious solution would be to spend more time with your people but the question then is, what are you doing with that time?
Most managers resort to reactionary micro management simply because that’s all they know. As such, all they’re attempting to do is try to control more of the situations that surround them. Not the most effective strategy. This actually creates a more toxic environment, making matters even worse.
There are many things that a manager can do to boost your team’s performance. In this podcast, I’ve highlighted the ones that will result in an immediate positive change, which you can start engaging in today.
You can tune in and listen to this podcast here.
NOTE: Given this page is updated often, this podcast may not be listed as the most current one on the top of the list of podcasts.
Tags: coaching, Executive Coaching, leadership, management, management training, sales management coaching, tips for managers
PODCAST: Is Cold Calling Really Dead? A View into the Mind and the Day of a Salesperson
Jul 10, 2009 Cold Calling Tips, Prospecting, Cold Calling and Networking, Sales Coaching, cold calling, podcast, sales tips, tele-sales, telesales
Listen to this podcast here.
You get to your office, sit down at your desk and open up your calendar. A concerned look sweeps over your face. “Only one appointment this week.” You look at your pipeline and get that squirmy feeling inside your gut, as you realize your pipeline is not as full as it used to be. You’re wondering where you’re going to find your next prospect.
The uncertainty begins to sweep over you. The stress starts creeping into your body, for you realize you can’t keep procrastinating making the cold calls you need to in order to book more appointments with key decision makers. Read the rest of this entry »
Tags: cold call, cold calling, podcast, prospecting, selling tips, telesales
PODCAST: Crafting a Compelling Opening Statement When Cold Calling and Prospecting
Jul 10, 2009 Prospecting, Cold Calling and Networking, Sales Training, cold calling, podcast, sales tools, telesales
Listen to this podcast here.
Enough theory for a moment. People need answers; granular, tactical, “How do I do this the right way and what do I say when I finally connect with a prospect when cold calling?” type of answers.
Those proactive souls who happen to cold call me and reach me live in an attempt to generate another prospects to fill up their rapidly drying pipeline certainly deserve the acknowledgment for putting forth the effort. Read the rest of this entry »
Tags: cold calling, cold calling script, opening statement, podcast, prospecting, template, tips on cold calling
PODCAST: Want Full Accountability Within Your Team? Coaching People to Become More Accountable
Jun 8, 2009 American Entitlement, Executive Coaching, Sales Management, accountability, coaching for managers, coaching tips, management articles, management tips, podcast
Listen to the full podcast here.
Sure, we can’t control many of the things going on in the economy. However, what managers and business owners can control is how they go about realigning their thinking and efforts around how they are continually developing their people, which begins with how these managers develop themselves into the leaders they can be in this new age.
It’s evident that many organizations have lost sight of the primary objective of management and leadership, which is simply this: To make your people more valuable.
There are several issues at work that inhibit the manager’s ability to get their people to be more accountable around their goals.
Is there a consequence to their actions or non-actions? And that consequence can come from you (i.e. the affect on their salary, position, job, bonus, satisfaction, peace of mind and so on) or from a personal cost they would feel themselves by not changing.
Building off number one above, it’s all about how you position this conversation around accountability. This is always a tough job for managers, because most of the time, they get on their soapbox and preach the consequences to their team. This often sounds like: “You can be more successful if….” or “You can make more money if only you would …...” or “If you don’t turn this around you’re going to (be out of a job, get fired, fail, and so on).”
This falls on deaf ears because for someone to truly internalize this message and make it real for them, they must hear the consequence in their own words, through their own voice and arrive at the consequence on their own. They need to recognize it, say it and declare ownership around it.
And the only way to do this is by asking them better consequential questions. In this podcast, I’ll share with you the steps you can take to coach people to become more accountable around their job and their goals, and the questions you can use to achieve this critical objective. (Oh, and did I mention that by following this process, you no longer have to be positioned as the bad guy!)
Listen to the full podcast here.
Tags: conflict resolution, confrontation, deal with conflict, Executive Coaching, full accountability, management tips, Sales Coaching, sales management coaching
Podcast: The Danger of Pre-Judging Rather than Pre-Qualifying Your Prospects and Clients
May 1, 2009 Cold Calling Tips, Prospecting, Cold Calling and Networking, Sales Coaching, cold calling, podcast, sales articles, sales tips, tele-sales, telesales
Listen to the full podcast here
In this week’s podcast I discuss the difference between prequalifying and prejudging your prospects and clients. This is a critical distinction to get because if you’re prejudging them, you’re already creating a self imposed barrier to more sales and creating more 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 cold calling book, you know that I’m a strong advocate of pre-qualifying anyone before you invest your very limited and precious time in meeting with or speaking with them.
Conversely, pre-judging someone is something you do that shows up in the filter or barrier you have in your listening.
Here’s another way to distinguish between the two. When you are pre-qualifying someone you are arriving at a conclusion that determines whether or not there’s a fit worth pursuing based on a defined set of criteria you uncover through the use of well crafted questions.
Pre-judging said simply, is all about you. Here, you are relying on your faulty and costly assumptions, thoughts and beliefs to determine their needs and whether or not this prospect will potentially buy from you.
When you pre-judge someone you’re making assumptions about them before you ask any questions or uncover any facts.
When you pre-qualify someone, you’re asking questions to uncover their unique and specific needs without making any assumptions so that you can determine very quickly if there is in fact, an authentic fit worth pursuing.
Listen to the full podcast here.
Tags: cold calling, prospecting, sales, Sales Coaching, Sales Training, selling
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