Steven Rosen

SEPTEMBER 20, 2022

BOLD Sales Leaders will perform best in a rapidly changing environment. It is not the most competent or the smartest sales leader that will survive, but rather the sales leader that is BOLD and can adapt to change will thrive. I don’t care if you are the head of sales or a front-line sales manager.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

No More Cold Calling

JULY 27, 2020

When will sales leadership wake up? They still measure the number of dials and emails sent in a day, when the return on these sales activities is dismal. Perhaps it takes so many touches because salespeople use cold calling scripts, talk about themselves, and ask dumb questions like: Are you the person responsible for…?

Sales Leadership 366

Sales Leadership Cold Calling Referrals Lead Qualification 366

Understanding the Sales Force

APRIL 11, 2024

You should not either. Pick up the phone and call the person you need to be talking with. The data shows it may require you to make up to fifteen attempts before you reach that person but most salespeople give up after four attempts. When it disappeared into the closet, I thought about it a lot! Call again.

Coaching 203

Coaching Decision Maker Scale Hiring 203

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. I asked him what they were doing to sustain their excellent training.

Survey 358

Survey Coaching Training Sales Management 358

Steven Rosen

AUGUST 12, 2021

At the core, what an executive coach does is simple: asks questions, many of them. The type of questions that drive a process of self-discovery and awareness of yourself as an executive and as a human being. Why Would You Need Executive Coaching? There’s something else you may find of worth.

Coaching 374

Coaching Guarantee Travel ROI 374

Understanding the Sales Force

AUGUST 21, 2023

Maybe you have a similar storage story, although the years of accumulation may be different. To move away from prospects asking for better pricing and facing pressure to lower your prices, read articles on selling value. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

AUGUST 21, 2023

Maybe you have a similar storage story, although the years of accumulation may be different. To move away from prospects asking for better pricing and facing pressure to lower your prices, read articles on selling value. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Steven Rosen

DECEMBER 5, 2022

Even if you have exceeded your sales numbers this year, chances are your sales team is still not performing at peak levels. Coaching is the number one sales management activity that drives sales performance. Take the Q9 Sales Leadership Assessment and see how your leadership stacks up.

Coaching 194

Coaching Sales Coaching eBook Account 194

Steven Rosen

JANUARY 15, 2024

David Hennessy , the VP of Sales at Kite Pharma, delves into his transformative moment as a sales leader, stressing the significance of active listening and strategic questioning. He underscores the necessity for a well-defined and compelling strategy that is effectively communicated to the sales team.

Sales Leadership 156

Sales Leadership Strategy Motivation Sales 156

The Pipeline

MARCH 12, 2021

Sales like most tribes being a bit more civil than antelopes, prefers the 80/20 rule, over herd mentality. I have always been fascinated by how willing sales types are to accept the 80/20. One has to ask how that 80/20 is working? The rise of sales disablement, the corroborators of data abuse. A Crisis In Leadership.

Data 386

Data Sales Leadership Quota Sports 386

Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the role of a sales leader as not just bringing in the numbers but developing their salespeople into self-managing individuals. ” – Steven Rosen “Unbelievably talented sales leaders still fall into that trap of rescuing their salespeople versus developing their salespeople.”

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Bernadette McClelland

SEPTEMBER 5, 2022

So, why this story and what relevance does it have for you? On one hand I was concerned about spoiling an experience for others and on the other hand I was concerned about my own health. This Saturday just gone I went hiking with my friend and walking buddy, Liz and three of her friends. I was determined to keep going and complete this 2.5

Everest 370

Everest Call-back Sales Leadership Exercises 370

The Pipeline

SEPTEMBER 7, 2020

Sales Scrum Episode #19 – Guest David Masover. David Masover and I take on an often asked question in the trade, “is there such a thing as a natural-born salesperson?” David is the president David Masover Sales Consulting and shares how he leverages the sales process to drive success.

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

Steven Rosen

APRIL 15, 2021

Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. The Head office should prepare any sales report or dashboard. Keep the Process Simple. The VP reviews the RSD’s.

Territories 336

Territories Quota Coaching Sales 336

Understanding the Sales Force

FEBRUARY 6, 2024

I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters. You don’t need to be a fan or follower to appreciate the sales lessons I introduced and today’s article fits the genre of a celebrity-based analogy.

Scale 261

Scale Hiring Coaching Promotion 261

No More Cold Calling

APRIL 16, 2020

Why do you trust some people and not others? That’s a tough question to answer, because it depends on the person, and sometimes it depends on the times. Right now, in the midst of a global health emergency and a global financial crisis , we’re all asking ourselves who to trust. Who do we trust for political leadership?

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Janek Performance Group

FEBRUARY 13, 2024

Every company looks for specific characteristics when seeking candidates for leadership roles. For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

SalesFuel

APRIL 23, 2024

Do you consider yourself to be a good team leader? This is a question all managers should ask. In addition to assisting individual employees, you should also be focused on team success. If you feel uncomfortable about managing conflict on your team, ask for training to improve your skills.

Hiring 113

Hiring Policies Negotiation Motivation 113

Steven Rosen

JANUARY 9, 2024

In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. ” – Steven Rosen “Good leaders, sales leaders, they’re hyper-responsible.” You can bring a horse to water, but you can’t make them drink.

Account 156

Account Coaching Sales Leadership Resources 156

Steven Rosen

JANUARY 9, 2024

In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. ” – Steven Rosen “Good leaders, sales leaders, they’re hyper-responsible.” You can bring a horse to water, but you can’t make them drink.

Account 156

Account Video Coaching Sales Leadership 156

Bernadette McClelland

DECEMBER 27, 2018

Maybe we raise a glass or two and valiantly declare to those around us how we are going to solve the world’s problems, shove the job, write a book, pop the question or that this will be the year we’ll own our own metaphorical mountain. You see, we cherry pick. You give them away not even realizing the value you have just lost.

Comparison 363

Comparison Discount Conference Lead Generation 363

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. Sound familiar?

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Talk to any software vendor, and they can’t wait to show you their cool software. How do you ensure that your sales team gets in the door before your competitors?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount.

Channels 137

Channels Revenue How To Case Study 137

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. If you have direct reports, an executive coach can be a career catalyst, improving both your leadership and coaching/people management capabilities. Traditionally, CEOs, presidents and business owners were the group that benefited the most from executive sales coaching.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Steven Rosen

JULY 15, 2020

If you want to close the gap you need to act now! Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal. This is a call to action for all sales leaders! Focused Leadership.

Closing 306

Closing Territories Guarantee eBook 306

Steven Rosen

AUGUST 4, 2022

Welcome the focus sales leadership framework. The framework is based on three fundamental principles of effective leadership, focusing on leadership and culture. Today I want to talk to you about an important step you can take this week to improve your team’s performance in the second half of the year.

Objections 156

Objections Call-back Sales Leadership Meeting 156

Understanding the Sales Force

FEBRUARY 6, 2024

I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their leading characters. You don’t need to be a fan or follower to appreciate the sales lessons I introduced and today’s article fits the genre of a celebrity-based analogy.

Scale 182

Scale Hiring Coaching Promotion 182

Steven Rosen

APRIL 13, 2020

Sales Leadership Roundtable – Part II. This is the second post from the sales leadership roundtable. Keep track of how many of these tips you are doing and what was the best new idea you got from the list. Rather than attempting to sell something, we need to reach out and say, “how can we help you?

Sales Leadership 298

Sales Leadership How To Journal Conference 298

Pipeliner

FEBRUARY 15, 2024

I’m John, your host, and today I’m excited to share with you a fascinating conversation I had with Matt Phillips , a leadership coach and host of the Matt Phillips podcast. Our discussion revolved around sales archetypes and the challenges of transitioning from a salesperson to a sales leader.

Scale 64

Scale Coaching Advertising Advertising 64

Sales Gravy

OCTOBER 25, 2023

The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. It's about giving your best in everything you do.

Face-to-face 93

Face-to-face Influencer Follow-up Motivation 93

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

The Sales Hunter

OCTOBER 4, 2019

When leading, you have to get people to do things that they might not otherwise do. When prospecting, you have to make people see things that they might not otherwise see. Great leaders don’t hesitate to ask tough questions or have engaging conversations, if they know it’s necessary. Sales Motivation Blog.

Leads 217

Leads Marketing Qualified Lead Prospecting Conversion 217

Steven Rosen

DECEMBER 10, 2018

I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. Here is the question you need to ask yourself. Where does your region fall in terms of sales to quota this year?

Sales Management 291

Sales Management Exercises Quota Coaching 291

Sales Gravy

SEPTEMBER 8, 2023

Finally, they touch on the rebirth of field sales and the importance of building strong relationships with leadership. Ask provocative questions that create awareness of potential problems or opportunities within the organization. Modern sellers must also have an ownership, or entrepreneur, mindset.

Territories 94

Territories Field Sales Course Opportunity 94

Steven Rosen

JUNE 20, 2018

What is Leadership Coaching? Leadership coaching is the fastest growing phenomenon today! Leadership coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Does this Sound Like You? Chicago Tribune. Fortune Magazine. “

Coaching 232

Coaching Lead Rank Face-to-face Sports 232

Pipeliner

NOVEMBER 2, 2023

Promoting the Best Salesperson: A Recipe for Disaster Have you ever witnessed the scenario where the best salesperson in your team. It’s swiftly promoted to a sales leader without proper training, only to struggle in their new role? In our conversation, Vaughn illuminated the significance of coaching in sales leadership.

Sales Leadership 111

Sales Leadership Hiring How To Promotion 111