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- If It's Not Scheduled, Don't Do It
- Time management exercises are to life management what weight training sessions are to an athlete, or scale practices are to a musician. The more adept you become at applying individual time skills, the greater the harmony between your expectations and your real life experience. Practicing these time management exercises will...
- White papers 2005-01-01
- Plan For The Unplanned
- When something new comes up, whether it's a request from someone or a new project or idea, before saying "Yes" to yourself or others, look at the schedule and ask yourself, "Can I take this on right now?" If it's not scheduled into the routine then chances are you don't...
- White papers 2005-01-01
- Schedule Time Blocks
- There are essentially three reasons why it so challenging to adhere to the schedule or complete the to-do list. The externalities or things that we don't necessarily plan for often go unnoticed and fly under our radar screen when attempting to map out our week. They have tendency to eat...
- White papers 2005-01-01
- Top Ten Steps To Effective Delegation
- Executives and managers are often left feeling frustrated when their staff doesn't perform a task the way they expected. This can be eliminated by sharpening your communication and filling in the gaps that are often left open for interpretation. This paper gives you the top ten steps to effective delegation.
- White papers 2009-01-01
- And The Goal Of Prospecting Is
- Realize that when you cold call, one of your objectives is to open up your prospect's thinking to the possibility of working with you in order to provide them with a better solution or eliminate a recurring problem. As such, if you are looking to change the perception or mindset...
- White papers 2009-01-01
- Overcoming Cold Calling Reluctance
- If you're like many salespeople, the idea of prospecting or cold calling to generate new business, although effective, may not be the primary revenue generating activity that excites you. When salespeople resist cold calling, sales managers often respond by providing additional training, role playing, a revised presentation, or more qualified...
- White papers 2009-01-01
- Why Should I Talk To You?
- If you are attempting to prospect without sharing the right reasons as to why a prospect needs to listen to you, then it's no wonder why you are finding prospecting to be such a challenging and frustrating experience. What are the "Right reasons?" Probably the reasons that are several layers...
- White papers 2009-01-01
Additional Resources
- Advice for the Novice Sales Manager
- This morning's post, "The Seven Myths of Sales Management" discussed the difficult job of being a sales manager. I thought it would be helpful to round out that discussion with this truly fabulous video where a top sales coach and author, Keith Rosen of ProfitBuilders, actually coaches a real-life beginning...
- Blog posts 2008-09-02
- How to Make Your Cold Calls More Effective
- The coach is Keith Rosen, CEO of Profitbuilders.com. I've spoken with Keith on several occasions and he definitely has his head screwed on straight. In particular, I like the way that he positions the cold call as a way to pre-qualify the lead, so that you don't end up making...
- Blog posts 2008-09-30
- Why Are You Making that Cold Call?
- This morning's post "7 Steps to a Perfect Cold Call" described a fairly mainstream approach to the subject from Andrea Sittig-Rolf. To provide a contrast, here's the management coach Keith Rosen of Profitbuilders.com providing a completely different view of what a cold call is all about. ...
- Blog posts 2009-01-19
- Set the Expectation of Your Conversation!
- I just ran across a short video that provides a sales tip that incredibly important to nearly every successful sales interaction. In the video video Keith Rosen of ProfitBuilders.com explains why you must NEVER go into "sales pitch" mode at the beginning of a conversation. (And I'd question whether it's...
- Blog posts 2009-05-11
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