The Executive Sales Coach: Keith Rosen’s Sales Blog and Business Blog On Selling, Leadership, Managing Your Team, Business and Life » 2006 » April

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You are currently browsing the The Executive Sales Coach: Keith Rosen’s Sales Blog and Business Blog On Selling, Leadership, Managing Your Team, Business and Life weblog archives for April, 2006.

Recent Posts

Why Your Hiring, Coaching and Retention Programs Suck

Embrace Full Accountability - For Everything and Everyone

Can A Blind Manager See? Uncover Your Blind Spots

You Got Scammed! The Greatest Scams Salespeople Engage In That Managers Buy Into

The Top Paradoxes of Prospecting

Managers Continue to Teach Their People How To Avoid Full Accountability

Hoover’s Webinar: Over-Responding To Your Customers with Better Questions Creates More Selling Opportunities

Debunking the Law of Attraction – Where’s the Personal Accountability?

Are Your People Lying To You? Become A Clairvoyant Manager To Get to The Real Truth

Business Expert Webinars Delivers Their 100th For-Fee Webinar

“Oh, So This Is Somehow My Fault?” Managers, Time To Get Real. Use This 27 Point Assessment To Look in The Mirror And Identify Your Toxic Leadership Behavior

So, You Think You’re Coaching Your People? Take This Executive Sales Coaching Assessment and See How You Measure Up Against a Master Coach

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Embrace Full Accountability - For Everything and Everyone

There was always an interesting conversation that transpired when it came to discussing what factors determine the success and failure of a salesperson. That is, if a salesperson that you are managing fails, whose fault is it?

Can A Blind Manager See? Uncover Your Blind Spots

After posting my blog the other day entitled, You Got Scammed! The Greatest Scams Salespeople Engage In That Managers Buy Into, I was hit with a few questions from readers, (which I certainly love to receive, so please keep sending them!) This particular blog must have struck a chord with many people, especially managers and executives. The question was, "Why do we continually fall into the trap of believing our own stories, fables, and illusions when we know that, from a logical perspective, ...

You Got Scammed! The Greatest Scams Salespeople Engage In That Managers Fall Victim To

Salespeople are a creative bunch, especially when it comes to the stories they tell themselves. These also happen to be the same stories that managers find themselves to be the unfortunate recipients of during many meetings, conversations or performance reviews. Unfortunately, rather than removing themselves from the story, managers find they are getting sucked into it, wasting valuable time and resources on a well fabricated issue that has no real resolution. I refer to these illusions as S.C.A.

The Top Paradoxes of Selling and Prospecting

Many of the strategies that we engage in today, whether in our thinking as well as in our actions, are often counterintuitive to what we may believe would be the solution to achieving our goals and objectives; especially as it relates to cold calling and prospecting for new business.

Managers: Are You Teaching Your Staff to Avoid Full Accountability?

"What is that guy doing now?" It was just an odd maneuver. Something out of the ordinary from what would have typically been an everyday experience at the drive through of a Burger King. (Hey, my kids love it and no, they don't eat this ever day; just a treat!) I was on my way back home after spending the day with the family, unaware that within the next several minutes I'd be having a breakthrough which led to the development of many of the concepts and strategies you're going to read about in ...

Hoover's Webinar: Over-Responding To Your Customers With Better Questions Creates More Selling Opportunities

Do you remember like it was yesterday where you could get away with connecting with your key accounts on a less frequent basis? Today, you must over-respond and over-communicate to the needs of your customers or risk losing them to your competition. Here's a list of powerful, timely questions that will help you understand how the current economic crisis has affected the way they do business and make purchasing decisions.

Debunking the Law of Attraction – Where's the Personal Accountability?

While the Laws of Attraction can have a profound impact on your life as it relates to how you can manage your mindset to achieve your most precious goals and attract that which matters most to you, there is a loophole. If not managed correctly, the Attraction Principles can quickly evolve into a list of excuses, justifications and reasons for not taking action instead of assuming full accountability for your life and everything in it. In other words, attraction without the action to support what ...

Are Your People Lying to You? Become a Clairvoyant Manager

When talking with someone such as one of your salespeople (or customers), did you ever get the feeling that they were not being one hundred percent honest and upfront with you?

Business Expert Webinars Delivers Their 100th For-Fee 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: ...

Time to Get Real: Identify Your Toxic Management Behavior

Maybe it's time for you to abandon your role as Chief Problem Solver. Or maybe you're just being clueless about the role you're playing in any of this.

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