Behind the Boardroom - Extreme Leadership with Keith Rosen

While "Closing a sale" is common vernacular to describe winning the business of a customer, as a wordsmith (occupational hazard ;-) it's the wrong phrasing to use. If you think about the literal meaning of "Closing a sale" it sounds like you're closing down an opportunity to deliver value and create a new customer. Now, consider that when you're selling, you're not closing down anything. Instead,...

We are all creatures of habit. We like to do things that produce a degree of certainty in the results, even when those activities may not serve us best. At the same time, we want better results, but resist anything new so we recoil back into what is safe and comfortable. The paradox is, change is the only constant. To grow and evolve, we must change and stretch beyond our comfort zone. Consider th...

Zig Ziglar Interview The Secret To A Successful Marriage Part Two by Keith Rosen

It was a privilege and honor to spend a day with Zig Ziglar, one on one at his corporate office in Dallas. We did this series of interviews back in 2009. We are forever grateful for Zig’s wisdom and the gifts he has given to all of us over the years. His words and inspiration will continue to impact us today and for many generations to come.

How to CRUSH Cold Calling. Think about the initial objective of your prospecting efforts. If you think the goal is to close a sale, deliver a presentation, submit a proposal or schedule an appointment, think again. While it may sound counterintuitive, concentrating your efforts on any of these outcomes is actually the very thing that contributes to call reluctance, #prospecting failure and ultimat...

We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.” And yet, according to recent research by the Sandler Research Center: *43% of sales mana...

Australia was incredible and, my 6th continent! While the experience itself was an adventure, you'll be surprised that, after flying a plane, going whale watching, seeing shows at the Opera House, enjoying the beaches, and touring the wine country, it was this one experience that, while seemingly insignificant, left an impression on me that I'll never forget. How memorable are you in the eyes of y...

Lose This One Thing, and You Can Kiss Your Customers, Employees and Trust Goodbye Are you a patient leader, salesperson and communicator? Do you shift from coaching to telling and become frustrated when the person isn’t “getting it” fast enough? When you’re not getting your way in a conversation, do you shift from collaboration to interrogation, steamrolling people with your agenda? Patience BUILD...

How Top Sales Leaders Ensure Their Sales Team Consistently Achieves Sales Goals - COACH THE WIN Managers miss out on many opportunities to coach people around a WIN or the positive behavior they’ve observed that needs to be reinforced. Conversely, they focus more time on what their people need to do differently or better. While the manager’s intentions may be to help, herein lies a powerful coachi...

Do you have a daily routine you ALWAYS follow that details every activity you need to engage in from the time you wake up, until the time you end your day that moves you closer to achieving your goals, while maintaining the balance, joy, health and harmony you want in your life? While the answer is typically, "No," this is your opportunity to design the life you want. It's really this simple: If Y...

Are You Listening in the C-Lounge? I Need Help We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.” And yet, according to recent research by...

If TIME is MONEY Then Your Daily ROUTINE Is Priceless. How to WIN the Race Against Time by Keith Rosen

If You're Struggling to Achieve Goals, They're The Wrong Goals. Create Value-Based Goals Instead by Keith Rosen

WHAT? WHY? HOW? Whether you think you're coaching or not, when your employees look for help, you ALWAYS need to uncover baseline facts about the situation (WHAT), the Gap or root cause (WHY), the new possibility that can be created, and HOW they're going to achieve the outcome they want. What would that SOUND like? Here are the questions you ALWAYS need to ask. Let me know what you think! Thanks f...

Why are employees SCARED of their BOSS and DO NOT Want to Be COACHED? Why are people reluctant to open up and be honest and transparent? You Never Set Positive Intent in every conversation you have. And the only way to set positive intent is by learning the skill and the Art of ENROLLMENT. If people do not understand your good intentions, the human condition is - people will always default to FEAR...

The One Question To Determine If You Are Making Your Employees Your Top Priority by Keith Rosen

YOU'RE BEING SEDUCED BY THE POTENTIAL you see in your sales team. If you have an underperformer (attitude/performance/behavior) on your team for more than 30 days, you have been SEDUCED! What's missing is CERTAINTY and EVIDENCE of POSITIVE CHANGE. We all want our people to succeed. And no manager likes to fire anyone. But sometimes we want more for others than they want for themselves, and you can...

WHAT'S YOUR WHY? A question most people struggle with answering. Do you know WHY? ;-) It's the WRONG QUESTION to ask! You don't start with WHY. You start with WHO. So - WHAT'S your WHO? How can you determine your WHY if you haven't identified WHO YOU ARE, first? That is, your: 1. CORE VALUES 2. INTEGRITY POINT/MORAL COMPASS 3. PRIORITIES AND PASSIONS 4. NATURAL STRENGTHS AND TALENTS 5. A DETAILED...

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How to Get Your Team Aligned Around Change, Sales Goals and Business Objectives by Keith Rosen

Why Stop Running The Race When You're About To Win? Cross The Coaching Finish Line to Success by Keith Rosen

Managers Give Up Your Role As Chief Problem Solver and Coach Anyone In 60 Seconds by Keith Rosen

Coaching Conversations and Sales Team Meetings Effective, Engaging and Collaboratively Drive Sales by Keith Rosen

UNCOVER THE ONLY 3 GAPS When Coaching that Improve Sales and Sales Team Performance by Keith Rosen

How to Observe Behavior and Deliver Feedback That Creates Immediate Positive Change by Keith Rosen