Live Event! Win More Prospects Today: How to Dramatically Increase Your Selling Opportunities to Boost Your Sales
Apr 17, 2009 Cold Calling Tips, How To Sell and Sales Tips, Prospecting, Cold Calling and Networking, Sales Coaching, cold calling, podcast, tele-sales, tele-workshop, telesales, webinar
Concerned about how to find new and profitable prospects to develop and maintain your customer base? Then stop stressing over how to do it and attend this live, 60-minute Audio Conference that I’m delivering in two weeks and learn how to cold call and prospect like a sales champion. Below are the details.
TITLE: Win More Prospects Today: Dramatically Increase Your Selling Opportunities to Boost Your Sales
DATE: Thursday, April 30, 2009
TIME: 1:00-2:00 p.m. EASTERN STANDARD TIME
LOCATION: Your Phone
PRESENTER: Keith Rosen
Click here for more information or to register now for this exciting event or call 800-964-6033.
SUMMARY
Prospecting in this tough economy can leave salespeople banging their heads against their desks. However, finding new and profitable business has never been so important. You must find new prospects and develop great relationships today so you and your company will be thriving and well positioned in your industry when the economy turns around.
Join us for this 60-minute conference where you and your colleagues will get the tools to:
• Learn lead generating ideas to keep your pipeline filled all year
• How to get past the toughest gatekeepers and straight to the decision maker
• Follow up strategies that grab attention without the pestering
• Ways to handle “I’m not Interested” – Overcome any objection
PROGRAM BENEFITS
This practical 60-minute, audio conference will provide you and your colleagues with the skills needed to prospect effectively and efficiently over the telephone to increase sales and boost revenue.
PROGRAM HIGHLIGHTS
How to Make the Gatekeeper & Voice Mails Your Ally
• Learn what to say to get you in the door – and get your calls returned
• How to build instant rapport with gatekeepers – get them on your side
• Must know fatal cold calling mistakes every salesperson makes
Heat up Your Cold Call & Pump Up Your Prospecting
• How to find customers who ARE buying and avoid ones who aren’t
• Learn opening statements that will keep prospects from hanging up
• Successfully overcome your fear of cold calling. (It doesn’t have to be painful!)
Understand Your Most Valuable Proposition
• Increase sales opportunities with crafted prospecting templates
• How to ask the right questions- get the prospect to reveal their pain
• Be aware of words that work & words that destroy selling opportunities
Click here for more information or to register now for this exciting event or call 800-964-6033.
Hosted by Progressive Business Publications, a leader in fast-read actionable advice on workplace issues, the audio conference gives you the opportunity to add immediate, impact to your prospecting efforts in a manner that is:
FAST - No wasted time here. Get right to the heart of the matter in a 1-hour block designed to easily fit into your busy schedule.
CONVENIENT - No airlines. No travel. No time out of the office. Listen from the comfort and convenience of your desk.
EASY - A telephone is all the equipment you need. Just dial in, punch in your access code, and you’re in. That’s it. Follow along with the audio conference handout that will be provided in advance.
ACTIONABLE - Our audio conferences provide money-saving tactics you can start using right when you hang up the phone.
IDEAL FOR MULTIPLE LISTENERS - Use a speakerphone and as many people as you want can listen in – at no extra cost to you. Many professionals use these sessions as a cost-efficient, time-efficient means of training supervisors, managers, and staff and reinforcing key issues in a fresh new manner that they will remember and act on.
AFFORDABLE - Priced at $199, it is a fraction of the cost of travel and attendance fees for other high-priced conferences or seminars.
Click here for more information or to register now for this exciting event or call 800-964-6033.
Tags: cold calling, cold calling training, get leads, prospecting, Sales Coaching, Sales Training, telesales
The Sales Leadership Imperative! Webinar for Sales Managers Who Need To Increase Sales Today
Apr 10, 2009 All About Selling, Career Advice, Sales Coaching, Sales Management, accountability, coaching for managers, management tips, podcast, tele-sales, tele-workshop, webinar
Important webinar below for any business owner, executive and sales manager who’s top priority is to retain customers and bring in more business and more sales today.
The Sales Leadership Imperative! Webinar for Sales Managers Who Need To Get Their Sales Team Selling More Today
DATE: Thursday, April 23, 2009
TIME: 1:00 PM - 1:45 PM Eastern Standard Time
LOCATION: Your Phone or Computer – Live Webinar!
Presented by: Jonathan Farrington & Keith Rosen
Space is limited. Reserve your Webinar seat now here.
For more information or to register click here.
FACT: There has never been a more critical time for sales managers to impact sales and lead from the front.
FACT: The majority of sales managers are simply not equipped with the right skills and tools to do so.
Most sales professionals, in practically every industry sector are struggling to meet sales quotas. And as some look ahead, there appears to be no light at the end of the tunnel. The reality is, there are still plenty of opportunities to better retain existing clients and acquire new ones but the rules of engagement have changed – possibly forever.
Sales leaders, who have recognized these changes, are re-educating themselves and their sales teams by adopting a totally new approach to selling as well as leading their team and as such, are forming a new type of sales culture. To drive positive, measurable change and keep their competitive edge, managers must learn how to quickly and effectively coach, motivate and retain their top producers while turning around the underperformers.
Join me and Jonathan Farrington, one of the foremost sales team development experts in the world – for this hard-hitting session. This event has been created specifically for sales leaders who have 100% commitment to doing whatever it takes to elevate their sales team to a whole new level so they can start selling more today.
We will highlight how you can:
• Leverage your personal strengths as well as the hidden talents of your team
• Utilize a proven coaching model to impact performance immediately.
• Engage in daily revenue-generating activities and stop doing the things you shouldn’t be doing in the first place
• Master the language of leaders, to get people into action without resistance
• Develop the infallible confidence of a true champion to model what you want your people to achieve
• Recruit, retain and motivate your top producers and turnaround underperformers
• Turnaround or terminate an underperformer in less than 30 days.
For more information or to register click here.
Space is limited. Reserve your Webinar seat now here.
Tags: leadership, sales, Sales Coaching, Sales Training, selling, webinar, webinars
Free Tele-Seminar: The Art of Enrollment – The New Language of Selling: A Live Event You Can’t Afford to Miss
Jan 14, 2009 All About Selling, Business Advice, Communication, How To Close The Sale, How To Sell and Sales Tips, Live Events, Prospecting, Cold Calling and Networking, Sales Training, coaching for managers, seminars, tele-workshop, webinar
Keith Rosen’s Free Seminar Series
-The Art of Enrollment – Turn More Conversations into Clients
Mark your Calendar! January 28. 2009
Participant dial in number and access code below. Attend this event as our guest for free.
“People don’t want to be sold. They want to be enrolled.”
If you’re a coach, trainer, consultant, or non-selling professional, this is one tele-workshop you can’t afford to miss on the evolution of selling.
How effective are you at converting conversations into clients? Do you find yourself struggling to find more clients? What do you do to be unique and make an impact in the very first conversation you have with a prospect? Masterful coaches and speakers leave not only a lasting impression – they also create one.
It’s no secret that most coaches, speakers and non-selling professionals don’t like to sell. The income of most coaches reflects that. As such, they unknowingly use ineffective selling strategies rather than develop healthy, winning relationships with clients. Relying on price as a competitive differentiator dilutes your true value offering.
Coaching and training is not something you “pitch and sell.” The next evolution in how you engage clients is through the Art of Enrollment. What has been initially perceived as an inherent ability in certain leaders, coaches and top achievers is now a documented, step by step process that allows anyone, especially non-selling professionals, to convert more prospects into clients. You can do so in a natural, conversational way that honors your personal strengths, talents, integrity, values and style of communicating.
In this program, I’ve taken my twenty years of coaching and million dollar enrollment process that enabled me to develop one of the most successful coaching practices in the country and I’m now sharing my system with you in this program, The Art of Enrollment; a proven process to build a highly profitable, rewarding and sustainable business.
Specifically designed for coaches, consultants and trainers to learn how to:
Date: January 28. 2009
Duration: 90 Minutes
Time: 12pm EST
Location: Your Phone
Cost: Free! Please attend as our guest.
Sponsored by: The International Coach Federation
Below is the access number and code to participate:
Approximately 5 minutes before the session begins, start to dial this U.S. based phone number: 212.457.9879
When prompted, enter their Participant Access Code: 124866#
For more information visit the course description page here. I look forward to ‘seeing’ your there!
Business Expert Webinars Delivers Their 100th For-Fee Webinar
Oct 29, 2008 All About Selling, Business Advice, Business Tools, Live Events, seminars, tele-workshop, 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 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.
A Cutting Edge Way to Increase Your Business Knowledge, Easily and Affordably!
Jul 29, 2008 Business Tools, Time Management Tips, Videos, tele-workshop, telesales, training for managers, webinar
Business Expert Webinars is an international community of business experts, comprising best-selling authors, award-winning speakers, and business gurus. With more than 200 speakers and about 1000 live business education webinars, they have a wide array of programs available which have already begun airing in May, 2008.
“We are using webinar technology to deliver business eLearning,” said Lee B. Salz, President and CEO of Business Expert Webinars. Topics include all genres of business –sales, networking, public relations, marketing, real estate, human resources, entrepreneurship, management and many others. Visitors interested in participating can view the extensive schedule and sign up for webinars at BusinessExpertWebinars.com. Each webinar is taught by a live presenter on the phone and is supported by a presentation delivered over the Internet.
“People are frustrated with the free webinar offerings where the price of admission is a sales and marketing pitch. Either the entire webinar is an infomercial or the content is delivered at a high-level in the session and concludes with, ‘if you really want to know how to do this, buy my CD, DVD, book, etc.’ Thus, they aren’t really free,” said Salz.
Business expert and author of “Selling to Big Companies,” Jill Konrath, said, “What attracted me to deliver content with Business Expert Webinars was that the experts pick very specific topics and go deep into the subject matter. This is strictly business education. Participants come away from BEW webinars with actionable information they can implement immediately. It is a great way for adults to learn valuable information inexpensively, without leaving the office.”
For more information, visit BusinessExpertWebinars.com.
TODAY! Listen Live – Keith Rosen on Guerrilla Marketing Association Call – Become a Master Sales Coach
Jun 12, 2008 Career Advice, Executive Coaching, Sales Coaching, Sales Management, Sales Training, coaching for managers, seminars, tele-workshop, training for managers, webinar
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.
Permission Based Prospecting Seminar: Last One for 2008! Thursday’s Tele-Seminar on Cold Calling, Prospecting and Finding More Customers
Feb 20, 2008 All About Selling, Cold Calling Tips, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Training, seminars, tele-sales, tele-workshop, telesales
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
Here’s the link for more information or to register.
Panel Discussion on Sales Coaching for IT and Service Providers: Coaching The Intangible
Oct 23, 2007 Business Advice, Executive Coaching, Sales Coaching, Sales Management, coaching for managers, tele-workshop
The radio show, Insight on Coaching contacted me to be one of four panelists for a discussion on coaching and the impact it can make within sales teams. More specifically, how do you coach a salesperson who is selling a service or an intangible rather than a product which you can see, feel and experience first hand. Below is the overview of this radio interview which you can now download on apple itunes for free.
To download or listen to this show:
Download Apple iTunes
Access the iTunes Store
Enter Insight on Coaching in the Search Field
Download this week’s show
Coaching the IT and Service Salesforce
Air Date: Monday October 15th, 2007
Air Time: 11am PT (2 pm ET)
Almost anyone can sell a product; in fact, if you’ve got a good product to sell, in some cases you don’t even need a salesperson to sell it.
But how do you sell an intangible?
What are the best methods and measures of success?
On this show, we speak to experts and coaches who can help your sales team position and sell intangibles and professional services.
According to the book, The Intellect Industry: Profiting and Learning from Professional Service Firms, the Professional Services industry is among the fastest growing industries, employing as much as 17% of the workforce in Western markets.
In a recent study by ITSMA, Support Services (maintenance services, technical and customer support services, managed services, etc.) are an important source of growth and profitability for many technology companies.
However for some companies, account teams struggle in positioning technology solutions, articulating the ROI of professional services, and moving toward a more consultative sales model.
Why is selling intangibles more difficult?
How are some organizations using sales coaches to help product and service account teams overcome hurdles in the sales process?
And how are some companies like Metropolitan Life Financial Services experiencing $3.2 million in measurable gains from implementing coaching programs?
Highlights of the show include:
The importance of selling to the right decision makers.
Why consultative sales methodologies are important.
How coaches can guide sales teams in understanding pain points and asking the right questions.
How coaches can help salespeople articulate attention-getting, compelling stories about their services.
The importance of facilitating dialogue between Sales Managers and Account Teams.
Why it’s important to position coaching as a perk versus a “fix it” solution.
SHOW HOST
Tom Floyd, founder and CEO of Insight Educational Consulting (IEC), is a dynamic business man and speaker, who has grown a multi-million dollar business guiding Fortune 500 companies in the implementation of change management, workforce performance, and learning solutions. The ultimate combination of a strategic visionary and project leader, Tom is cross trained in business strategy, focusing specifically on organizational change, human performance, and employee development.
GUEST BIOS
Dave Munn is President and CEO of the Information Technology Services Marketing Association. ITSMA serves over 100 companies, representing close to half of the total Technology and Telecom services revenues generated worldwide. Dave has played a central role in expanding the organization’s offerings to help companies improve marketing, sales, and business results.
Tony Parinello created his own brand of sales training called Selling to VITO, the Very Important Top Officer. Through his keynotes, seminars, books, and audio programs, he’s personally trained more than 1,000,000 salespeople, his six books have sold in excess of 500,000 copies and he has an Internet Talk-show, Selling Across America.
Keith Rosen is an executive sales coach and best selling author. Keith has written several books including, Time Management for Sales Professionals and his upcoming book, Coaching Salespeople Into Sales Champions. For his work as a pioneer in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential coaches in the country.
Gregg Steinberg is the President and Chief Operating Officer of International Profit Associates. He is widely quoted and published on issues relative to business in North America and is seen as an expert resource relative to small business and entrepreneurial issues. He is also a contributing author to Consulting Leadership Strategies, Industry Leaders on the New Benchmarks for Success.
SHOW HIGHLIGHTS:“…Revenues from support services can offer profit margins of 60 to 70% for software companies. Many companies dealing with commoditized products are looking at growing their support services as both a revenue source and a significant profit source.”
Dave Munn
“…Salespeople need to know it’s safe to ask coaches for help, and tell them where and how they’re screwing up. Providing a confidential safe outlet to have those conversations is critical, they have to know that big brother isn’t watching.”
Tony Parinello
“…If you’re buying a car, you’re going to be able to feel, touch, and drive that car firsthand. When you’re selling a service, there is no “try before you buy.” When I coach salespeople on selling services, it’s more about focusing on the types of questions they’re using to better qualify the prospect.”
Keith Rosen
“…While it is an intangible product they are buying, there’s still a tangible impact at the end of the day. Whether it’s an impact on efficiency, an impact on productivity or some other measure, there’s a way of putting a numerical value to the service that factors into a customer’s buying decision.”
Gregg Steinberg
To listen to the show
Download Apple iTunes
Access the iTunes Store
Enter Insight on Coaching in the Search Field
Download this week’s show
Free Webinar I’m Delivering with Landslide.com to Attract More Prospects and Close More Sales – Register Today!
Jul 25, 2007 All About Selling, Cold Calling Tips, How To Close The Sale, How To Sell and Sales Tips, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Training, closing the sale, seminars, tele-workshop, training for managers, webinar
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,
Duration: One Hour
Cost: FREE
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.
Date: August 1, 2007
Time: 10:00am PDT,
Duration: One Hour
Cost: FREE
More Information or To Register Click Here
RSS
