The Executive Sales Coach: Keith Rosen’s Sales Blog and Business Blog On Selling, Leadership, Managing Your Team, Business and Life » seminars

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 eLearning Training Session!

October 28, 2008, Minneapolis, MN – Business Expert Webinars (BEW), the leading provider of business eLearning, achieved a major milestone today when they delivered their 100th for-fee webinar.

“I am proud of this significant BEW accomplishment. I’m not aware of any other program that has delivered 100 for-fee webinars in this short period of time. BEW has clearly demonstrated that people are willing to invest in business eLearning as a way to enhance the skill development of themselves and their employees. As the economy has tightened, companies and business professionals have been forced to find alternative strategies for skill development. BEW offers an affordable way to increase business aptitude on a limited budget,” said Lee B. Salz, President and CEO of Business Expert Webinars.

“The BEW platform is incredible,” says Jeb Blount, BEW speaker and CEO of SalesGravy.com. “It has provided professional business speakers with a venue to reach a global audience. Participants learn relevant information that they can immediately use in their business career.”

Business Expert Webinars began delivering for-fee webinars in May 2008 and has built a portfolio of over 150 business speakers, with a schedule of over 750 live business eLearning seminars on a wide array of subjects.

About Business Expert Webinars
Business Expert Webinars (BEW) is the leading provider of business eLearning. BEW has an international community of business speakers that comprises best-selling authors, award-winning speakers, and business gurus delivering training for business professionals. For more information, visit BusinessExpertWebinars.com.

Tuesday, October 14, 2008, 6:00PM
LOCATION
The Penn Club
30 West 44th Street (between 5th and 6th Avenues)
New York, NY 10036
Register here.

If there’s ever an event worth noting and more so worth attending, I’m going to let you know. And here’s one that you can’t afford to miss.

The need for companies to over-respond quickly and efficiently to current market conditions has never been more apparent. Organizations must adjust their sales and leadership model with minimal collateral damage while doing so.

As more and more companies are selling to fewer and fewer large, corporate accounts, sales teams at companies of all sizes struggle to consistently hit ever-increasing targets quarter-after-quarter. It’s the question that keeps every sales leader up at night: How can you accelerate your deal flow? How can you close more revenue, faster?

In today’s hyper-competitive, ‘always on but never available’ selling environment, sales reps and sales managers face equally hard challenges.

Sales reps have to deal with prospects who don’t answer phones, all calls are routed to voice mail and no one ever calls back. Even when sales reps do manage to get prospects engaged, the likelihood that the deal would close is anybody’s guess.

Yet, both sales executives and their managers’ careers depend on forecasting and delivering results accurately.

Spend an evening with leading experts on the critical strategies and proven tools your teams can use right away to:

These strategies may go against conventional wisdom, but that’s why they work.

Moderated by Nigel Edelshain, CEO Sales 2.0, the conversation participants include Jill Konrath, sales expert and renowned author of Selling to Big Companies, and Razi Imam, CEO of Landslide Technologies, an award-winning company recognized for offering an innovative sales management system that goes beyond just technology.

Together with Nigel, they will discuss the key elements of building effective sales teams – from the new selling skills to the new Sales 2.0 technologies that help salespeople win corporate accounts consistently.

Register now for this timely session – seats are limited.

AGENDA
6.00PM – 6:45PM Networking and Hors d’oeuvres
6:45PM – 7:45PM Presentation and Interactive Discussion
7:45PM – 8:00PM Wrap-up & Networking

Tuesday, October 14, 2008, 6:00PM
LOCATION
The Penn Club
30 West 44th Street (between 5th and 6th Avenues)
New York, NY 10036

Register Today here.

First 20 registrants will also receive an autographed copy of Jill Konrath’s best-selling book, Selling to Big Companies.

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 the Four Seasons, Chicago. Below is the agenda. Click here for more information.

Agenda
7:30 AM REGISTRATION AND CONTINENTAL BREAKFAST

8:30 AM WELCOME KEYNOTE

9:15 AM TOTAL LEADERSHIP: BE A BETTER LEADER, HAVE A RICHER LIFE

Total Leadership is a proven method for producing sustainable change in all parts of life that can be learned and practiced by individuals, groups, or organizations. It is informed by decades of research and practical application by Stew Friedman, a veteran Wharton School faculty member.

Speaker: Stewart Friedman, Founding Director, Wharton Leadership Program

10:25 AM MORNING BREAK

10:45 AM HOW TO BUILD AN EXECUTION-ORIENTED SALES CULTURE

A sales-driven organization is one where the activities of the sales force are aligned with a company’s mission, vision and values and where salespeople deliver value every day with every customer. Each of the panelists has excelled in managing a sales-driven organization. Learn the winning strategies and tactics from these experts so you can get your entire executive team to support your guiding vision.

Moderator: Gerhard Gschwandtner, Founder and Publisher, Selling Power
Panelists: Sanford Brown, CSO, Heartland Payment Systems

12:15 PM LUNCHEON

1:15 PM HOW TO SKYROCKET YOUR SALES TEAMS’ PERFORMANCE - CASE STUDY: DHL

Sales force success is driven by a continuous management system that links business objectives, benchmarking, focused planning, individual assessment, and hands-on coaching. In this in-depth case study, you will learn exactly how DHL uses a scientific Sales Improvement Process to maintain peak levels of sales performance. This approach was pioneered with DHL’s 1,500-person sales force in the Asia-Pacific region; however, it can be easily tailored to sales forces in any industry, of any size, and with missions ranging from making small ticket, transactional sales to much larger, relationship-based sales. At DHL, this Sales Improvement Process was employed with a 150-person sales force in China, as well as the 15-person sales force in the Philippines.

Speaker: Malcolm Rees, Global Head of Sales, DHL Express Global Management

2:30 PM BREAKOUT SESSIONS

Breakout A: Coaching Salespeople into Champions
Technology has not only changed the way companies sell but the way managers build and advance their team. There’s less face to face time between your customers and your salespeople. To maintain your competitive edge, sales leaders must know how to quickly and efficiently coach, develop, motivate and retain their top performers in order to drive positive, measurable change. You can create a world class team by developing your own coaching skills; the missing discipline among today’s leaders. Learn how a tactical coaching system can empower your sales force to realize their fullest potential.

Moderator: Mary Delaney, CSO, CareerBuilder.com
Panelists: Dave DiStefano, CEO, RIchardson

Breakout B: Reviving Sales with Creative Incentives During a Slow Economy
Many industries are suffering from a slowdown. To stimulate sales, sales leaders often resort to price-cutting, or offer special incentives to their customers and their sales force. What strategies work best when it comes to planning, promoting and executing a successful incentive program? What incentives motivate customers to buy and what incentives motivate salespeople to deploy the extra effort needed to drive up sales? Learn how industry leaders deploy Incentives to achieve a strategic competitive advantage.

Moderator: Matt Harris, Vice President, Marketing, American Express Incentive Services
Panelists: Richard Blabolil, President, Marketing Innovators

3:30 PM AFTERNOON BREAK

3:50 PM THE FUTURE OF THE SALES PROFESSION

With many baby boomers retiring, US companies are beginning to suffer from a shortage of sales talent. Every year over 1.5 million College graduates enter the field of sales, starting their careers with inadequate training, burdening their employers with a high business ramp up investment. There is a silver lining on the horizon with 35 visionary Colleges that offer a complete sales curriculum. Every year, these colleges graduate 1,600 sales professionals who know how to cold call, write a sales letter, handle objections, close a sale and ask for referrals. Engage in this session to help advance your profession. Together we can transform selling into a respectable and predictable science.

Speaker: Howard P. Stevens, Chairman and CEO, The HR Chally Group
Panelists: Pete Peterson, Director, Program for Sales Excellence, University of Connecticut

4:50 PM CONCLUDING REMARKS

Speaker: Gerhard Gschwandtner, Founder and Publisher, Selling Power

5:00 PM NETWORKING COCKTAIL RECEPTION

Post-Conference Workshop – Tuesday, October 7, 2008
This optional workshop will run from 8:00 a.m. to 12:00 noon in Ballroom A (8th floor) of the Four Seasons Chicago Hotel.

8:00 AM MANAGING THROUGH CURIOSITY

Click here for more information.

Now here’s an example of a presentation that grabs attention. It has all the elements of success. The right person, (Tom Ziglar, CEO of Ziglar, Inc.), the right intention, focus, the visuals and measurable results.

Take a look and watch him, um, strip? And for the record, Tom lost, what, 71 lbs! No kidding.

Here’s the link to watch the video presentation!

And congratulations again, Tom, on an extraordinary achievement.

I’ll be speaking at the National Speakers Assocation’s 2008 Annual Convention this Saturday.

Here’s the description:

Learn from those who have combined training and speaking with coaching to maximize their business growth, and how you can do the same. By attending this session, you will be able to: *Learn the steps to add coaching to your speaking/training business, including developing your credentials as a coach * Uncover the process to sell a package of coaching and speaking/training services * Understand how a portfolio of services enhances your clients

You can find out more here:
www.nsaspeaker.org/

EVENT: FREE WEBINAR – LIVE Q AND A!

DATE: Thursday, June 26, 2008
TIME:
12:00 PM Eastern
11:00 AM Central
9:00 AM Pacific

Duration of Webinar:
30 Minutes

REGISTER: Click here to register

Last week, I delivered a webinar for Hoover’s and their new site, bizmazing.com entitled, What Recession? How Top Managers Keep Their Salespeople Motivated and Productive During Good and Bad Times
Over 500 people registered and the positive feedback was overwhelming. Participants walked away with practical solutions and strategies to:

<li>Eliminate toxic, reactionary tactics business owners and sales managers are tempted to engage in when the numbers start slipping and how to avoid these pitfalls.</li>

<li>Handle the underperformers and determine when to let them go without collateral damage or being held hostage by your people.</li>

<li>Make the shift from a fear based, survival culture to a coaching culture.</li>

<li>Avoid the seduction of potential which can erode your team from the inside out. </li>

<li>A solution to micro-managing that will eliminate the heavy burden of dependency that traditional management styles create.</li>

Many small business owners rank weak sales as one of their top challenges. When sales start slipping, managers are often quick to react by micromanaging and pushing for results. While there’s always an opportunity to refine your selling strategy in response to certain market conditions, companies are missing the mark, not focusing on and recognizing what the core issue truly is that will ultimately determine success or failure. That is, how they manage, motivate and develop their people, especially during times of uncertainly.

In this second webinar of a two part series, I will be delivering an exclusive, timely and information packed Participant Driven Webinar™. This will be an interactive forum; your chance to address and discuss your specific goals and challenges as it relates to what you can do to motivate your salespeople and bring in more sales, even during tough economic times.

Whether you’re a sales manager, executive or business owner, get your specific questions answered and find out what it’s going to take for you to manage, motivate and coach your sales team to achieve their production goals during this challenging economic time. This isn’t about what you can do tomorrow but what you need to start doing today to impact positive change.

This is Participant Driven. So when you register for this free event, all you need to do is send us your most pressing question that you want answered during this event.

And if this isn’t enough, we’ve put together a special package so that you can get my Sales Mojo ebook, as well as the Art of Enrollment and other chapter excerpts from my book, Coaching Salespeople into Sales Champions absolutely free.

So, I hope to hear you on the call this Thursday!

EVENT: FREE WEBINAR THURSDAY – LIVE Q AND A!

DATE: Thursday, June 26, 2008
TIME:
12:00 PM Eastern
11:00 AM Central
9:00 AM Pacific

Duration of Webinar:
30 Minutes

REGISTER: Click here to register

One of the first sales books I’ve ever read was Tom Hopkins, How to Master the Art of Selling. Now, it’s my pleasure to share with you an exclusive event that happens only once a year.

Tom Hopkins is the nation’s number one how-to sales trainer and author of fourteen books on the subjects of selling and success. He has helped over four million salespeople on five continents to increase their selling skills and their sales volumes.

BOOT CAMP SALES MASTERY is Tom’s premiere sales training event—offered only once a year in Tom’s hometown of Scottsdale, Arizona. In challenging times, it’s critical that you continue to sharpen your skills. Come learn the strategies you need to become one of today’s top producers from Tom and his incredible guest speakers. Click here for details.

This year’s program is at the fabulous Fairmont Scottsdale Princess Resort on August 21, 22 & 23.

In addition to Tom’s powerful sales training, you’ll learn from specially selected experts in the arenas of professional telephone communication, relationship selling and how to make the most of self-promotion. This year’s guest speakers include Jim Cathcart, author of Relationship Selling, and The Eight Competencies of Relationship Selling; and other well known experts. All are phenomenal presenters with incredible ideas and strategies to help you succeed.

EXCHANGE IDEAS WITH YOUR PEERS

In addition to our amazing guest speakers, you’ll benefit from the knowledge of your peers. Picture it—hundreds of sales professionals from around the world in one place for three days. Exciting new connections are there, waiting to be made. The person sitting next to you might be your next best client or be in your same industry with incredible ideas to share. Those you meet at lunch might have fabulous products that your company needs to stay competitive.

More information.

Here’s an event that’s happening tonight that I wanted to share with you and the copy describing this event. Hope you can make it as I’ve gotten special permission to invite all of my guests, including you to this exclusive event today.

Let Keith Rosen show you how to build sales and profits by becoming a master sales coach

Wednesday, June 11, 2008
7:00 PM to 8:00 PM EST
404-920-6610
PIN 192304#

On the next Guerrilla Marketing Association expert interview call, hosted by Roger C. Parker, our guest will be Keith Rosen, author of Coaching Sales People Into Sales Champions: A Tactical Playbook for Managers and Executives. Whether you are your firm’s entire sales force, you manage a dedicated sales staff, or you work with a group of affiliates, you’ll want to learn about Keith Rosen’s proven, systematic process to create a world class team by developing your own coaching skills.

Master the missing discipline

For many, coaching skills are the missing discipline among today’s leaders. But, during this interview, Keith will describe an easy-to-deploy tactical coaching system that makes it easy for you to empower your sales force to realize their fullest potential.

This interview is a “must” event for marketing and sales managers, as well as those who supervise them, as well as owners of sales-oriented businesses of all types.

The story behind the book

In addition, during this interview, Keith and I will be discussing how he planned, wrote, promoted, and is profiting from Coaching Sales People Into Sales Champions. You’ll hear what it was like to conceive and create a book published by John Wiley & Sons, one of the world’s foremost publishers.

If you’ve ever thought about writing a book for a major New York publisher, you’ll want to attend this call and hear, firsthand, what the process was like. The call takes place:

Wednesday, June 11, 2008
7:00 PM to 8:00 PM EST
404-920-6610
PIN 192304#

For more information, visit this page here.

For more information or to register, click here.

I’m delivering my last public tele-seminar on Prospecting and Cold Calling this Thursday, entitled, Permission Based Prospecting. I say it’s my ‘last’ one on this subject for 2008, as my new book for managers, executives and business owners on how to transition from managing to coaching salespeople will be my focus for the rest of this year. Here’s the course description as well as the agenda for this 1 hour and 30 minute seminar:

Permission Based Prospecting™

Does this sound familiar? ‘If I could get in front of the prospect, the rest of the selling process becomes easier. It’s just getting in front of them that’s the challenge.’ The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results. With more business conducted virtually and more sales being closed over the telephone, strengthening your telephone communication skills becomes essential to leveraging your competitive edge – or be left behind.

If you are prospecting the same way you have been for the last several years (including the ‘calling to check in, touch base or follow-up’ approach) or haven’t been prospecting at all, you’re simply making it easier for your competition to take away the new business you are working so hard to earn.

So, if you love to sell but hate (or don’t like) to prospect, then learn from best selling author and renowned executive sales coach Keith Rosen how to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.

Agenda

I will be delivering a special free webinar that you can register for today. The date is approaching fast and details are below.

Date: August 1, 2007
Time: 10:00am PDT,

More Information or To Register Click Here

Permission Based Prospecting
Attract More Qualified Prospects – Close More Sales

Does this sound familiar? “If I could get in front of the prospect, the rest of the selling process becomes easier. It’s just getting in front of them that’s the challenge.” The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results.

If you are prospecting the same way you have been for the last several years (including the, “calling to check in, touch base or follow-up” approach) or haven’t been prospecting at all, you’re simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don’t like) to prospect, this program is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.

In this session, Razi Imam CEO of Landslide Technologies will host this special event as I show you how to:

Strengthen your telephone communication skills.