http://blog.profitbuilders.com Keith Rosen, The Executive Sales Coach advises on Sales Coaching, Executive Coaching, Time Management, Business Coaching, Career Coaching, Cold Calling, Management training, sales training Wed, 01 Jul 2009 10:24:23 +0000 http://backend.userland.com/rss092 en “Are salespeople asking their prospects the wrong questions?” As I mentioned in my last post, this was a conversation that came up while being interviewed by Geoffrey James for an article he was writing for Selling Power magazine on what managers need to do to effectively coach their sales ... http://blog.profitbuilders.com/archives/786 While being interviewed by Geoffrey James for an article he was writing for Selling Power magazine on what managers need to do to effectively coach their sales team when cold calling, a question regarding how effectively salespeople are qualifying their prospects surfaced during our conversation. (Geoffrey is also the author ... http://blog.profitbuilders.com/archives/782 Just got this email and thought I’d share it with you. Looks like a good resource. ____________________________________ Hi Keith! We just posted an article, “Top 100 Blogs to Boost Your Sales Skills." I thought I'd bring it to your attention in case you think your readers would find it interesting. I am happy ... http://blog.profitbuilders.com/archives/776 To complement my last blog where I shared some valuable tips on how to generate more referrals that were provided by my colleague Dr. Tony Alessandra, I felt we needed to get even more tactical by revisiting the positioning, language and the dialogue you need to be mindful of when ... http://blog.profitbuilders.com/archives/767 Last week on CanDoGo.com was Tony Alessandra week. While a little late on the draw this week, the good news is, you can still access all of Tony’s videos and tips on CanDoGo. This one in particular I felt was so relevant during a time where customer retention and ... http://blog.profitbuilders.com/archives/765 Download this ebook for free here. Our new marketplace requires new strategies and a new way of thinking in order to achieve more and thrive. Here, you can access these new resources I developed specifically for salespeople and sales managers to attract more prospects, boost your sales faster and ... http://blog.profitbuilders.com/archives/762 [caption id="attachment_757" align="aligncenter" width="300" caption="Zig Ziglar and Keith Rosen "][/caption] About 25 years ago, I read my first book on selling. It was, The Secrets of Closing the Sale. Like many sales and business professionals, this was the first book that I was ever exposed to which focused on the subject ... http://blog.profitbuilders.com/archives/755 Here's one of the photos that was taken at Ziglar headquarters in Plano, Texas in the studio after my conversation with Zig last week that I'm fortunate to say we captured on video. So, keep your eyes out for those clips which I hope to post soon! [caption id="attachment_750" align="alignnone" width="300" ... http://blog.profitbuilders.com/archives/749 Listen to the full podcast here. Companies are running so fast in an attempt to catch up on their sales numbers that they aren’t aware of the blinders they’ve developed which are obstructing their view of the fuller picture when it comes to selling and driving the right sales activity, especially ... http://blog.profitbuilders.com/archives/740 Listen to the full podcast here. Sure, we can’t control many of the things going on in the economy. However, what managers and business owners can control is how they go about realigning their thinking and efforts around how they are continually developing their people, which begins with how these ... http://blog.profitbuilders.com/archives/738