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Keith Rosen

About Keith Rosen

A globally recognized authority on sales and leadership and the pioneer of executive sales coaching and management coach training, Keith is the CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies worldwide for the last four consecutive years.

Since 1989, Keith has delivered his programs to hundreds of thousands of salespeople and managers in practically every industry worldwide; on six continents and in over 75 countries. Keith has written several best-sellers, including the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management book on Amazon.com since 2009. His recent book, Sales Leadership, was named the 2018 Sales Leadership Book of the Year by Top Sales World and one of the Best Sales and Leadership Books of 2018 by Amazon.

[Video] Your Product is YOU!

22 July 2014 by Keith Rosen

Are you excited about what you sell? At some point, have you noticed your enthusiasm fade over time, whether due to the repetition of your job, changes in your marketplace or the results you were generating? Chances are, this has less to do with the product itself and everything to do with you. Here’s an… Read More

Filed Under: General Sales, Video

10 Best Questions to Ask When Coaching Your Team

19 June 2014 by Keith Rosen

When coaching, finding the right question at the most appropriate time is both a skill, as well as an art. Even with the daily pressures and tight schedules, there are still some baseline facts you need to know in any situation.  Here are 10 questions you can use in practically every conversation. After coaching thousands… Read More

Filed Under: Article, Sales Coaching

10 Coaching Questions Managers Use That Work In Any Conversation

7 December 2011 by Keith Rosen

Whether you’re a seasoned manager or just starting your career in management, one thing is for certain. When it comes to coaching, and more specifically, guiding a conversation with the artful and strategic use of well crafted questions, managers, regardless of age, location or experience, struggle with the right questions to ask when coaching. After… Read More

Filed Under: Article, Sales Coaching

10 Coaching Questions That Work in Every Conversation

23 December 2018 by Keith Rosen

When coaching, finding the right question at the most appropriate time is a skill, mindset and an art, which often makes the coaching process difficult. Even with daily pressures and tight schedules, when supporting others, there are always baseline facts you need to know in every situation to ensure the coaching and advice you offer… Read More

Filed Under: Article, Sales, Sales Coaching

11 Questions to Assess Your Coaching Effectiveness

6 October 2013 by Keith Rosen

I’ve certainly run across my share of amazing managers that actually coach well and coach consistently. Unfortunately they are still the minority. Until companies truly make coaching as much of a priority as hitting their sales targets, most managers are left on their own to figure out the secret formula for effective coaching and how… Read More

Filed Under: Article, Sales Coaching

12 Coaching Questions That Fuel Momentum & Change

15 June 2014 by Keith Rosen

Here are 12 action-oriented questions that instill accountability, fuel momentum and inspire people to create their own solutions. We’re all looking for results today – fast. But standing at the podium preaching to your team about change and needing to work harder gets real old and tiring for both you and your team. Moreover, it… Read More

Filed Under: Article, Sales Coaching

15 Questions to Ask Your Employees and Yourself to Embrace the New Normal and Create a Healthy, Happy Lifestyle and Productive Remote Workplace

27 May 2020 by Keith Rosen

Managers and their teams who have been trained on how to work, coach and sell remotely around this unprecedented change and transition are experiencing breakthrough results. These 15 questions will help you and your remote team increase personal productivity while maintaining a healthy, balanced life. With the exponentially explosive and sudden global shift around how… Read More

Filed Under: Article, Sales, Sales Training, Sales Trends, Self-Improvement

15 Questions to Ask Your Employees and Yourself to Embrace the New Normal and Create a Healthy, Happy Lifestyle and Productive Remote Workplace

28 September 2020 by Keith Rosen

With the exponentially explosive and sudden global shift around how companies, teams, and customers operate, sell, communicate and collaborate, especially when it comes to managing your team remotely, many managers question how proficient they can be at managing, motivating, coaching and holding their team accountable at a distance, especially if the manager has never managed… Read More

Filed Under: Article, Leadership, Leadership Coaching, Leadership Skills, Leading Remotely

3 Steps to Kicking Your Adrenaline Addiction

19 May 2014 by Keith Rosen

You may have a drug problem. Many sales managers today are hooked on a commonly abused, yet elusive drug whose widespread use seems to be flying under our radar. That drug of choice is adrenaline. Especially in today’s society, with the constant push to produce more, an overwhelming to-do list, tight deadlines, intense competition in… Read More

Filed Under: Article, Sales Management, Self-Improvement

4 Questions to Assess Your Impact As a Leader (Part 2)

21 August 2014 by Keith Rosen

Managers are smart. But that doesn’t mean they are aware of their own blind spots when coaching their team. Here are four self-reflective questions and common traps to avoid that can sabotage your coaching efforts. Are you focused on their agenda or yours? While shocking for some managers, coaching isn’t about you! And no, it’s… Read More

Filed Under: Article, Leadership, Sales Coaching

5 Questions to Assess Your Impact As a Leader

20 July 2014 by Keith Rosen

When it comes to self-assessing your coaching acumen, it’s essential for every manager to look in a mirror, instead of looking out a window and be honest about where you stand in your journey to becoming a world class coach and leader. Here are some foundational best practices that are always worth reviewing regardless of… Read More

Filed Under: Article, Leadership, Sales Management

A Journey Back to Your-Self

14 July 2018 by Keith Rosen

As someone committed to lifelong learning, I embrace the lessons the universe teaches me. Some are more elusive than others, and most of the time, you don’t see them coming, or the people who show up in your life that are your greatest teachers. Everything, and everyone are significant. Here’s a powerful lesson about life… Read More

Filed Under: Article, Professional & Self-Development, Self-Improvement

Are Your Goals the Wrong Goals?

26 October 2014 by Keith Rosen

Do you focus your energy, efforts and goals on what you want to achieve or what you want to avoid? If your goals are motivated by fear, then you may be making decisions based on factors that aren’t even real. Although we want to better our lives and achieve more both personally and professionally, many… Read More

Filed Under: Article, Sales Coaching, Self-Improvement

Change Your Questions – Change the Outcome

27 November 2014 by Keith Rosen

If most managers have the best of intentions when supporting their salespeople, then why do they keep asking them questions that result in lost sales? Do You Emphasize Results Over People? It’s not uncommon to hear that companies are developing KPI’s and measurable objectives around coaching. While encouraging, sadly, it is doomed from the start… Read More

Filed Under: Article, Sales Coaching, Sales Management, Sales Training

CRMs Need Data – People Need Coaching

31 July 2014 by Keith Rosen

Do you really know the difference between your superstars and your underperformers? They received the same training and support. When you look at the reports, CRM and activity, it appears they’re all doing the same thing; so where’s the disconnect? Identifying the unique, developmental opportunities for each of your directs requires a human touch and… Read More

Filed Under: Sales Coaching, Sales Management, Video

Detach From the Outcome

8 August 2012 by Keith Rosen

If you were ever in a situation where you’ve walked away from a conversation feeling drained or exhausted, chances are there was something you were attached to in the conversation. An attachment is: How a person relates with a behavior or another person that gives them some sense of self worth or purpose. A way… Read More

Filed Under: Article, Sales Coaching, Sales Training

Get Your Head Out of Your Assumptions

6 December 2013 by Keith Rosen

Have you ever done something that you know is not in your best interest? Have you ever avoided doing something that is in your best interest? Have you ever crafted such a well justified excuse that you actually wound up believing it yourself? Allow me to introduce to you my definition for the global phenomenon… Read More

Filed Under: Article, Sales Training, Self-Improvement

How Great Managers Recognize the Right Opportunities for Coaching

6 September 2013 by Keith Rosen

Where do you look for and uncover that ‘perfect’ coaching moment? How do you recognize where your direct reports need coaching and could benefit from the coaching most? Actually, uncovering what you can coach someone on, from a tactical perspective, is actually the easy part. Managers are pretty good at recognizing problems, needed strategies and… Read More

Filed Under: Article, Sales Coaching, Sales Management

Improve Forecast Accuracy by Getting Prospects to Opt-In

8 September 2014 by Keith Rosen

Woudn’t it be great if every prospect became a customer around your timeline? Okay, maybe that’s a pipedream, since some of the prospects you call on will not be ready to take that next step with you. Here’s how to safely stay in touch with those promising prospects until they’re ready to buy, while insulating… Read More

Filed Under: Article, Lead Generation, Sales Forecasts

Learn to Let It Go Or Lose The Sale

7 November 2011 by Keith Rosen

Denise and I were getting ready to wrap up our weekly coaching call. She’s been a salesperson for about 18 years and recently took a new position in media sales. I sensed there was something going on with Denise that was getting in her way; some limiting or dangerous thinking that was sabotaging her selling… Read More

Filed Under: Article, Sales Coaching

LinkedOut – How to Teach Millennials the Right Way to Prospect

5 September 2016 by Keith Rosen

Do you have millennial salespeople on your team? Do they refuse to do anything except use social media and LinkedIn for business development? Here’s how to help them execute a comprehensive prospecting strategy—both offline and online. Millennials Don’t Cold Call I’ve heard this from many frustrated sales managers. “I hired this new salesperson with great… Read More

Filed Under: Article, Sales Coaching, Sales Management, Sales Prospecting

Nine Barriers to Coaching a Sales Team

14 November 2014 by Keith Rosen

For any executive sales coaching initiative to be effective and long-lasting, there are important obstacles that a manager or internal sales coach needs to address. Barrier One: No Coach the Coach Program One of my clients recently called me with questions about building an internal coaching program. It seems the person who was spearheading the… Read More

Filed Under: Article, Sales Coaching

Own Your Day – How to Manage the Expected Interruption

5 October 2015 by Keith Rosen

Are you constantly being interrupted due to the nature and demands of your position? Your co-workers and customers aren’t going anywhere. Here’s how to best manage their demands. Excerpt from Keith Rosen’s upcoming book, Own Your Day. Interruptions are a part of our day. Whether they take the form of an impromptu meeting, a client… Read More

Filed Under: Article, Sales Management, Time & Personal Management

Peer-to-Peer Coaching: Your New Secret Weapon

31 July 2015 by Keith Rosen

During any coaching workshop I facilitate, the managers who care the most and who are truly coachable—the ones who take responsibility for creating coaching cultures in their organizations so they can most effectively develop future leaders—are the managers who inevitably ask this critical question. “Okay, Keith, now that you have taught us how to coach… Read More

Filed Under: Article, Sales Coaching, Sales Management

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