When it comes to goal attainment, you probably heard the expression, “Keep your eyes on the prize” and “Begin with the end in mind.” But what if this is exactly the very advice to avoid that will prevent you from achieving the goals you want? A young man wanted to become the most famous martial …
Keith Rosen · Interview at the Salesforce VIP Event for Sales Executives During this VIP event hosted by Salesforce, I discuss with a group of senior sales leaders what top companies are doing to transform their sales organization to sell the way customers want to buy today.
Did you just SELL your SOUL for a SALE? Have you ever wanted a sale so badly that you were willing to make compromises in pursuit of that sale? I’m not just talking about discounting or sweetening the deal, but compromising your personal values and integrity by taking on a customer who you know simply …
Qualifying a prospect to determine if your product is a fit is one thing but how do you qualify their MINDSET to ensure what they say is also what they think? Here are 13 questions that help you get into your prospect’s head to assess their attitude and thinking, uncover any costly assumptions they’re making …
When I ask senior leaders if they have a companywide adopted, universal definition of coaching, the answer is typically, “NO.” That’s why, when managers say they don’t have time to coach, it’s because most companies don’t define what great coaching looks and sounds like. Here’s what this conversation sounds like, and my universal definition of …
Keith Rosen · Capital One Interview – How to Sell and Succeed as a Remote Salesperson The New Sales Strategy – CARE. Regardless of industry, every company and sales team have been impacted by the shift in the marketplace. The best companies and salespeople aren’t doing more of what didn’t work yesterday. Instead, they’re giving …
Read this with an open mind and an open heart, and you’ll see how very blessed you truly are. Download Keith’s new book here! Every Blessing Counts I wasn’t going to share this as an article but for my own exercise in self-reflection. However, once I wrote it, I felt compelled to share this with …
Believing is Seeing or Seeing is Believing? How many times have you heard someone say, “I’ll believe it when I see it?” You decide. There was a postmaster who knew everyone in the small town where he lived. A new family moved into the town and asked the postmaster what kind of people live here. …
