Keith Rosen is the CEO of Profit Builders and founder of Profit Builders, (www.ProfitBuilders.com), named one of the Best Sales Training and Coaching Companies Worldwide. Over three decades, Keith has delivered his transformational programs to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. Keith has written several best sellers including, Sales Leadership, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management coaching book on Amazon since 2009.
He’s been featured in Entrepreneur, Inc., Fortune, The New York Times and The Wall Street Journal. Keith was also featured on the award-winning television show, Mad Men. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos.
How Managers Coach Remote Salespeople Through a Pandemic
Managers, if you're still managing and having the same conversations you had back in 2019, you're setting your team, and yourself, up for failure.
More than ever, it's essential for managers to learn how to coach their team through difficult times of fear and uncertainty. To do so requires mastering the new, critical conversations managers have never had before. How effective are you when it comes to coaching fear, confidence, attitude and ensuring that your team feels connected and supported, not alone?
World Class managers realize the importance of developing their coaching skillset and mindset so they can successfully lead their team in a remote environment. In this podcast, you'll learn what top managers are doing to build a remote team of happy, engaged sales champions, and the conversations you need to have with your team, today.
Pitch Perfect - How Top Salespeople Make the Perfect Presentation that Wins More Sales
Customers have less time and patience than ever. For you to stand out, especially when delivering a presentation remotely, it's not about refining your presentation, but reinventing it, and the language you use to connect with your prospects and customers in a deeper, more meaningful way. Learn the critical conversations every salesperson needs to master in order to deliver the perfect presentation that wins more sales. Some of the questions I'll be answering are:
1. In a remote pitch environment, how can you come across as authentic, trustworthy and genuine, when investors can no longer take cues from body language?
2. Given the inherent distractions associated with a virtual setting, how can I make sure I maintain a structure, maintain engagement and, keep the attention of my audience for the entirety of my presentation even if I have to adjust in the moment? (i.e. combatting Zoom fatigue)?
4. How can I tailor my presentation to meet the needs of both quantitative and qualitative audiences, without losing the attention of one group? 5. How can you gauge the prospect's interest at the end of the meeting? Are there additional things we need to do to ensure we’re aligning our selling process with their timeline, due diligence, and investment process?
6. Is it overwhelming if too many individuals from my firm speak during the presentation, or is it better for the allocators to meet more people from my firm?
7. How do you advise handling virtual transitions and handoffs between speakers?
8. How should you handle responding to a question from a prospect that you don’t know the answer to?
9. How can I create a feeling of trust and reassure prospects, given my limited track record?
10. Given the length of manager presentations (35-40 minutes), what is the best way to maintain a structure such that the audience can easily follow along?
Expert Talk Sales - The Coaching Imperative To Drive Revenue and Sales
Watch my first live LinkedIn event in 2021! Managers, learn how to make coaching your 2021 selling superpower to develop a remote team of top-performing, engaged, and accountable sales champions! Be prepared for your mind to be blown 🧠!
Sales Enablement Book Club Interview - How to Use the Language of Coaching to Drive Sales
You can't sell and manage effectively if you're still doing what you did last year. Learn what top managers and salespeople are doing to align their sales process with the way your customers are making buying decisions today. It's all about mastering the new sales conversations that win more sales.
Also, I'm humbled and deeply appreciative that my book, Sales Leadership, was just named one of the 100 Best Sales Books of All Time! Thank you for allowing me to honor my core value of making an impact and contributing to your success. I'm eternally grateful.
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.
Sales Futurists Roundtable: Sales Leadership & The Coaching Imperative. Too Late or Just In Time?
Even if salespeople have undergone progressive sales training, there's no guarantee that they will be successful. It is common knowledge that skills grow rusty over time and salespeople are prone to pick-up bad habits along the way, or to simply skip steps and take shortcuts that can lead to long-term trouble.
Perhaps even more important these days, is the fact that markets, competition, technologies, and customer preferences are all in a constant and accelerating state of change. This fact requires that salespeople are able and willing to rethink their sales strategy and approach frequently and receive a regular top-up of skills and motivational coaching.
For sales managers, developing others’ abilities is even more important – indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counseling hinges on empathy and the ability to focus on our own feelings and share them.
Sadly, of all the skills and traits required to become a successful sales manager, one who is able to maintain their team performing at optimum levels, coaching is the one that is often lacking.
Enjoy this roundtable, as we discuss how companies today can still thrive when managers learn how to coach consistently and effectively. Listen to what today's companies and leaders need to do and learn in order to create and maintain their competitive edge today and tomorrow while maintaining and continuing to build their corporate confidence and the confidence, trust, and performance among their remote teams.