Steven Rosen

NOVEMBER 7, 2022

The beautiful thing is when the process is done, you can get back to business. I remember learning that sales results are a multiplier of how good the plan is multiplied by how good the execution is. Strategy and Strategy Execution. Many companies are going through their annual planning process. Then it’s showtime.

Strategy 380

Strategy Call-back Objections Forecasting 380

Steven Rosen

JANUARY 14, 2024

Discover how to reframe the difficulty of execution as a competitive advantage. Steven Rosen and Colleen Stanley discuss the importance of execution in sales and provide a simple framework for achieving it. What if we could make it sexier, more exciting, and ultimately more effective? But why is execution so difficult?

Video 156

Video Competition Coaching Strategy 156

Partners in Excellence

APRIL 18, 2024

But the conversation related to the post was even more shocking, from too many perspectives. But the conversation related to the post was even more shocking, from too many perspectives. One gets the sense it’s par for the course in today’s sales world. Andy Paul called my attention to a discussion in LinkedIn.

Lead Rank 107

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Gen 107

Steven Rosen

JANUARY 15, 2024

Keith Rzucidlo , Vice President of Sales at Miller Electric, joins the Sales Leadership Awakening podcast to discuss how to turn visions into actions in sales leadership. This episode explores how the Vice President of Sales at Miller Electric, Keith Rzucidlo, finds innovative ways to overcome this challenge.

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

Steven Rosen

JANUARY 18, 2021

Are You Focused on Results Generating Activities? How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? These skills become even more relevant during the COVID crisis. Being hyper-focused.

Face-to-face 379

Face-to-face Sports Energy Objections 379

Smooth Sale

APRIL 3, 2024

Photo by Alexas Photos via Pixabay Attract the Right Job Or Clientele: Business Began, But Now How Do I Scale? ? You hoped you would have enough clients to stay afloat a while back, but now you are hoping for only a few more at a time. How Do I Scale My Business? It’s easy to get lost in the daily grind.

Scale 159

Scale Outsourcing Services Hiring Social Media 159

The Pipeline

MARCH 9, 2021

It has been said that a manager should know how their year will go by the end of Q1. Well, Q1 is almost over, how is it going? Part of your answer may come down to your role, but for the most part it will come down to how well you prospect in Q1 and year-round. More than ever you need to be a subject matter expert.

How To 293

How To Face-to-face Maximizer ACT 293

Steven Rosen

SEPTEMBER 19, 2023

Achieving sales success is often perceived as a complex puzzle. It’s a formula that revolves around the core concept of Quantity x Quality , and when combined with Focused Activity Management (QXQ+FAM) , it becomes the ultimate recipe for sales success. This applies to both sales reps and leaders , albeit slightly differently.

Construction 156

Construction Coaching Sales Conversion 156

Steven Rosen

FEBRUARY 11, 2024

They share insights on how sales leaders can manage both effectively, creating a culture of ongoing learning. If we keep learning goals as relevant as we keep sales targets, we’ll get reps who can say that their managers helped them get better in at least one or two areas at the end of the year.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Understanding the Sales Force

FEBRUARY 9, 2024

Despite how important new salespeople are to the future of a company, Sales Leadership attempts to get recruiting over with as quickly as possible, often prioritizing speed to hire over cost to hire, talent and capabilities. Our process out performs what most companies achieve by 84%. For HR, that’s part of their job.

Hiring 193

Hiring How To Decision Maker Guarantee 193

Steven Rosen

OCTOBER 8, 2021

How to Motivate Your Sales Team. So one would naturally ask the question, “how do I motivate and engage my salesforce?” Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? Tap into the WHY! External Factors.

Motivation 379

Motivation Incentives Incentive Commission 379

Steven Rosen

JUNE 3, 2020

Now is the time to get sales on track. You must ask yourself the following questions: How have you/your frontline sales managers adapted to selling virtually? How do you know how your sales team is doing selling virtually? How do you know if they are on message? Unleash the 10X Factor to Close the Sales Gap.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

Partners in Excellence

MARCH 25, 2024

We know buying cycles are getting longer. It’s easy to chalk it up to buyers, blaming them for not focusing, getting distracted, not prioritizing the project, or all sorts of other things. And then there is always VUCA, a great yet abstract excuse around why things are getting more difficult.

Customer 100

Customer Buying Cycle Buyer Sales Cycle 100

Steven Rosen

AUGUST 26, 2021

How can you assess if you are on track? Go through the checklist below and see how many items you have completed ensuring that you are on track. Otherwise, get it done NOW! To get a jump-start on the year, reps should have developed their annual business plans. It is far too early to look at sales early.

Compensation 386

Compensation Lead Rank Lead Scoring Quota 386

SalesLoft

APRIL 8, 2024

We met up with him recently at Saleslove on Tour in London to get his take on the top issues his revenue team faced before implementing our revenue workflow platform , as well as learning what was ultimately the tipping point for why OpenText adopted Salesloft. Let’s get into the pain points first. But something felt off.

Inside Sales 86

Inside Sales Face-to-face Campaigns Exact 86

Partners in Excellence

MARCH 6, 2024

It’s probably much more efficient for them to learn about our products through those resources. More importantly, they have probably done their homework and talked to people they trust, who may have experience with our products. They probably don’t need a demo–at least now, they have more pressing issues to address.

Buyer 119

Buyer Incentives Incentive Discount 119

Partners in Excellence

APRIL 22, 2024

But what does this really mean, particularly when we have so much competing for our attention, and when we invest so much in getting the attention of others? Too often, it seems we focus more on the mechanics of what we do. Too often, it seems we focus more on the mechanics of what we do. Attentiveness is a form of empowerment.

ACT 96

ACT Motivation Groups Closing 96

Partners in Excellence

DECEMBER 4, 2023

We were talking, loosely, around the advantages of being customer focused and what that means. His research showed those being customer focused outperformed those being more product focused by more than 2-1. The customer/problem focused sellers always out perform the product focused sellers—enormously!

Customer 105

Customer Scale Buying Cycle Discount 105

Smooth Sale

APRIL 23, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Attract Investors to Your Business Excitement is yours as you announce your business; you’re excited about the future, and now you’re thinking, “Maybe it’s time to bring in the investors.” Getting investors on board is like turbo-charging your business.

How To 119

How To Hiring Networking Infusion 119

Partners in Excellence

JANUARY 12, 2024

As I look at selling, today, it requires far too much effort—far more than I’m willing to do. It’s harder and harder to get a response. 5 years ago, it took 200-400 touches to get a response. It’s harder and harder to get a response. 5 years ago, it took 200-400 touches to get a response.

Face-to-face 107

Face-to-face Commission Up-Sell Discount 107

Partners in Excellence

DECEMBER 21, 2023

As our conversations often go, we were talking about the state of selling and how we improve. The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? And if we do, do we know how to provide that help? You already know that.

Customer 112

Customer Face-to-face Buying Cycle Loyalty 112

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? How do we shift that in our favor?” Focus on the top of the funnel and everything else will work out.

Top of Funnel 77

Top of Funnel Funnel Sales Qualified Lead Leads 77

Partners in Excellence

JANUARY 18, 2024

As we spoke, it struck me how we revel in these questions. These are the discussions we strive to get since it is all about us and what we sell. When we look at the data on No Decision Made and Buyer Regret, we know how much our customers struggle with complex B2B change and buying initiatives. They don’t know how to buy.

Customer 119

Customer Revelation Buying Cycle Lead Rank 119

Smooth Sale

APRIL 16, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How To Overcome Anxiety for Better Outcomes Each day presents us with new challenges, opportunities for personal growth, and empowerment. My Story A Positive Mindset Will Get You to Goal and Beyond Live Life Without Regret. ’ can exacerbate this anxiety.

How To 116

How To Hiring Face-to-face Networking 116

Partners in Excellence

FEBRUARY 1, 2024

We get more “No’s” than “Yes’s.” Finally, while we sell change, the rate at which we have to change to achieve our goals can be overwhelming. Recently, I read one of Paul Graham’s pieces on “ How To Do Great Work. We have aggressive goals we must meet.

Face-to-face 77

Face-to-face Competition Conversion Quota 77

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. They are focused on our success. But, ironically, by focusing on these things, we are increasingly unsuccessful.

Commission 125

Commission Face-to-face Quota Negotiation 125

Smooth Sale

FEBRUARY 12, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Reduce Human Error In Your Business When you run a business, you must plan for everything ahead. Consider reviewing studies pertaining to how to run a business. Consider reviewing studies pertaining to how to run a business. among other reasons).

How To 164

How To Hiring Policies Lead Rank 164

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We’ve got to be customer focused. Sadly, we make more money from people and organizations that dream of changing but are, unintentionally, committed to not changing.

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Partners in Excellence

DECEMBER 26, 2023

We have endless tools and technologies, increasingly assisted by AI, enabling us to accomplish more in each hour. ” In a few hours or a day, I would get a typed draft of my prospecting letter. I’d get the final copies, I’d sign them, stuff them in envelopes and mail them. Time is a problem.

Retention 126

Retention Maximizer Buying Cycle Social Media 126

Partners in Excellence

JANUARY 3, 2024

Then we put it away for next year’s exercise and get on with our work. We don’t understand what they are focused on and trying to achieve. We cannot “connect the dots,” understanding how the priorities of top management impact the functions and departments we work with.

Account 77

Account Exercises Enterprise Enterprise 77

Smooth Sale

APRIL 17, 2024

Various industries realize they need at least five or more people on the team at any given time. How Much Time Do You Have? Worse, what happens if you get sick? That’s where the more profound challenges may begin. You will be on your own from establishment to growth periods and the slow seasons in between!

Outsourcing Services 119

Outsourcing Services Real Estate Hiring Policies 119

Partners in Excellence

JANUARY 23, 2024

For more detail feel free to reach out. We never develop deep understanding of what it takes to achieve our priorities, learn and improve. Time management has always been an important concept. I can remember reading all sorts of books on effective time management, even back to college days. We live in a quickly changing world.

Face-to-face 102

Face-to-face Coaching Strategy Consumer 102

Partners in Excellence

APRIL 17, 2024

We are trying to get our customers to change from the current products or services they are using, to our products and services. We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. Without some sort of change, we never get a purchase order.

Lead Rank 109

Lead Rank Analysis Incentives Incentive 109

Partners in Excellence

OCTOBER 3, 2023

The sellers simply respond to the customers’ questions, trying to prove the superiority of their offerings, getting the customer to buy. What if we helped incite the customer to change, to realize there might be a different and better way of achieving their goals? Imagine engaging the customer much earlier. Why should we do this?

Buying Cycle 117

Buying Cycle Up-Sell Opportunity Google 117

Smooth Sale

MARCH 25, 2024

But more money means more problems. It might be time to level up your accounting software or get some financial pros on your team, but either way, it’s well worth the investment. Law Landmines: Don’t Step On Them Are you entering new markets, adding incredible products, or hiring more people?

Small Business 116

Small Business Small Business Outsourcing Services Hiring 116

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. I continue to imagine, “Wouldn’t it be great if I could achieve my desired level of fitness, without having to go to the gym for an hour every day! ” (I did get a lot of value from the book.)

Discount 119

Discount Pipeline Opportunity Tools 119