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

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.

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

For those managers, business owners and executives who still haven’t registered, here’s the link to register and program description for today’s event brought to you by Hoover’s and Bizmazing.com.

To register, click here.

DATE: TODAY! June 19, 2008
TIME: 12PM EASTERN STANDARD TIME
LOCATION: Your Computer

What Recession?
How Top Managers Keep Their Salespeople Motivated and Productive During Good and Bad Times

When sales start slipping, managers are often quick to re-evaluate their sales process. Compound that with challenges in the economy and the tightening of budgetary spending within some organizations, leaders are quick to go into a reactionary, fear based survival mentality that can have detrimental consequences on team morale, even with their best intentions. While there’s always an opportunity to refine current systems and 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 motivate and develop their people; especially during uncertain and challenging economic times. Rather than blaming lackluster results on the economy, your salespeople, product or selling process, it is how you manage your team that is in desperate need of reinvention and an overhaul.

Keith Rosen, best selling author of Coaching Salespeople into Sales Champions, has reinvented the rules of engagement for managers and executives when it comes to attracting, retaining, motivating and building a world class team. During this exclusive one hour event, you will discover that traditional management is “dead” and why the majority of managers are simply doing it all wrong, creating the very problems they are desperately looking to avoid. Managers who want to shift from surviving to thriving need to develop an entirely new skill set and mindset, which is counterintuitive to how they currently do things.

Discover what the top companies and managers are doing to motivate their people, especially their salespeople, during tougher economic times.

LEARNING POINTS:
• Prevent your team and yourself from being a victim of the media which can poison a once healthy culture.
• Turn underperformers into super-achievers; fast.
• Handle difficult salespeople and determine when to let them go without collateral damage or being held hostage by your people.
• Stop micro-managing and eliminate the heavy burden of dependency that traditional management styles create.
• Get people into action without resistance.
• Make the shift from a fear based, toxic culture to a coaching culture.
• Avoid the seduction of potential which can erode your team from the inside out.
• Determine who the players are on your team that would benefit from your support and coaching, rather than the uncoachable which simply wastes your precious and limited time.

To register, click here.

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.

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 & Vice President, The Forum Corporation
Razi Imam, CEO, Landslide Technologies Inc.

Please join Razi Imam, CEO, Landslide Technologies Inc. and his guest Tom Atkinson Director of Customer Research at The Forum Corporation as they discuss the findings of Forum’s groundbreaking research conducted with 111 executives from 96 of the world’s leading companies. Using this research with some of the top sales organizations in existence, look at ways how sales organizations like your own can thrive in an uncertain business environment.

In this webinar you will:

<li>Get an in-depth look at Forum's sales effectiveness research.</li>


<li>Uncover the pressure points of sales and how they effect performance.</li>


<li>Use Forum's diagnostic tool to uncover pressure points in your own sales organization and discover ways to address these challenges and turn them into strengths.</li>

Attend and Win! 10 random attendees will win a complimentary copy of “The First 90 Days” published by Harvard Business School Press. “The First 90 Days” lays out a “standard framework” for leadership transitions. The book targets leaders at all levels that are making the transition from one rung of the ladder to the next. Also, all attendees will be given access to Forum’s brand new whitepaper on how to sell in a volatile economy.

Click here for more information or to register.

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 states that many of the software or web solutions that claim to help drive the growth of your company are simply not suited for a small business environment.

Here’s a brief excerpt:

“My life as a small business owner has been littered with stuff that doesn’t work as billed, particularly technology. We business owners are subjected to an endless array of tools that never fail to disappoint. We’re promised. We pay. And we’re let down. The list of overhyped and underwhelming technology changes constantly. So here’s a quick snapshot of 10, in no particular order, that don’t work. At least this week.

1. RSS Feeds

Bob, an electrical contractor, knows what RSS stands for, and I feel sorry for him. He had the misfortune of signing up for an RSS feed. This misnomer is designed to make us feel like we’re getting a “feed” of data just like all the really, really important media people do. When he first tried RSS, he thought, “Wow, I can get immediate updates on product and industry developments, important news from Yahoo! (YHOO), and even get a new joke from The Onion, all as soon as they’re published!” Instead, he was “fed” an endless stream of meaningless items displayed in an overly large browser window that winds up distracting more than informing. Like Bob, most of the business owners I know have abandoned RSS and gone back to controlling when they get their information. Still don’t know what RSS stands for? Trust me, it’s just not that important.

1. Spam Filters

I get this question at just about every presentation I give to business owners: “What spam filters do you recommend?” My answer: “None.” They all suck. Let’s face it: You’re not going to eliminate spam in your business. Instead you’re going to waste money on the latest filtering technology, which does nothing more than block that key e-mail you were awaiting from a prospective customer. Or you’ll require a sender to complete a Sudoku puzzle before “allowing” their e-mail to reach your in-box. In the end, it’s cheaper for your employees to just sort and delete spam as it comes in.

1. Antivirus Software

Betsy was looking for just the right technology to slow down her employees’ computers and significantly degrade the performance of her business applications. Well, she found it, and it’s called antivirus software. As an added bonus, this software prevents her from installing or upgrading applications without a team of NASA-trained IT consultants. Betsy’s spent more money with her IT firm trying to work around antivirus software than she probably would’ve spent if she received an actual virus. What should a business owner do to avoid viruses, worms, and other evil applications that can wreak havoc in our systems? Our tools are still too limited. Even telling your employees, for the 900th time, not to open up suspicious files doesn’t seem to work. I don’t have a very good answer for Betsy’s dilemma. But I do know the current group of antivirus software applications don’t do the job for small businesses.

1. Blogs

Jamie! You started a blog for your business? That’s dope! Now go out and get some accessories, like a pair of black-rimmed rectangular glasses and a Starbucks card. And oh, by the way, you’ll need to set aside about 17 hours each day to keep it fresh. Dude, it’ll be so viral. What’s that, Jamie? You’re not in the media business? You don’t work for a software company? You just own a hardware store? Dude, that’s a drag! If you don’t have something new to say each day, no one’s going to bother to stop by and check out your blog. It’ll be, like, so lame.

You can read the full article here.

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.