http://blog.profitbuilders.com Insights from the Executive Sales Coach on Sales Coaching, Leadership, Executive Coaching, Time Management, Business Coaching and Living Powerfully Thu, 20 Nov 2008 22:13:59 +0000 http://backend.userland.com/rss092 en Now, when sharing the notion of full accountability with my clients, I expect some pushback from managers and executives around taking on this position. I hear things like, “C’mon Keith, 100%. Don’t managers get a little bit of a break here? How can we be fully accountable when I'm already ... http://blog.profitbuilders.com/archives/404 Dr. Marvin Jolson was very dear mentor of mine and a true business leader; a trailblazing pioneer and innovator when it came to the areas of sales and marketing. Here was the guy who practically invented the way encyclopedias were sold door to door and the force and genius that ... http://blog.profitbuilders.com/archives/399 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 ... http://blog.profitbuilders.com/archives/395 Oh, The Stories Managers Believe Their Salespeople Tell 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 ... http://blog.profitbuilders.com/archives/392 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. Here's a ... http://blog.profitbuilders.com/archives/390 "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!) ... http://blog.profitbuilders.com/archives/386 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. If you're in the transactional selling business or ... http://blog.profitbuilders.com/archives/382 A client of mine recently emailed me an audio file to listen to. It was another coach sharing their perspective around the Law of Attraction and the role it plays in our lives. After listening to this audio clip, my reaction was, from the five story view, I'd say that ... http://blog.profitbuilders.com/archives/376 The “I'm Sensing That” Statement When talking with someone, such as one of your employees (or customers), did you ever get the feeling that they were not being one hundred percent honest and upfront with you? I'm often told that managers really don't have a foolproof approach to extracting the truth, ... http://blog.profitbuilders.com/archives/372 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 ... http://blog.profitbuilders.com/archives/367