Sales Rehab Podcast (business)


social selling








March 2017
      1 2 3 4
5 6 7 8 9 10 11
12 13 14 15 16 17 18
19 20 21 22 23 24 25
26 27 28 29 30 31


In this episode, author of "Own Your Day", Keith Rosen, joins the show to share life tips and time management advice for everyone, including salespeople and managers. Key takeaways include:

  • How to better manage your time (routine)
  • "Living with intention"
  • Biggest challenge for people in better managing their lives
  • Dangers of "diversionary tactics" - especially in selling
  • How unhealthy adrenaline is the antithesis of routine and "momentum"
  • How "life balance" is a pipe dream and how its definition has changed today
  • Importance of having a PNS - "Personal Navigation System"
  • Advice on "to-do" lists
  • Importance of scheduling self-care into your routine

About Keith Rosen, MCC

A globally recognized authority on sales and leadership and the pioneer of executive sales coaching by transforming managers into world-class leaders and coaches, Keith Rosen is the CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. Over the last 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 50 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. Keith has written several best sellers on leadership, time management and selling, including, 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 for six consecutive years.

Keith was inducted in the inaugural group of the Top Sales Hall of Fame in recognition for his outstanding contributions to professional selling and sales leadership along with other legends in the field including Zig Ziglar, Earl Nightingale and Brian Tracy. Keith has been featured in Entrepreneur, Inc., Fortune, The New York Times, Selling Power, and The Wall Street Journal. Keith was also featured on the award winning television show, Mad Men. He was honored as one of the top 25 Sales and Leadership Blogs for the last 5 years.

Direct download: Keith-Rosen_-_22817_11.55_PM.mp3
Category:business -- posted at: 12:49am EDT

Episode 26: Ken Allred Talks Buyer Needs

Ken Allred, CEO of Primary Intelligence, talks with Frank about the central importance of Buyer Needs in Sales today and how his organization helps companies discover where their sellers have gone wrong in understanding and aligning with those needs.

Ken also discusses:

  • #1 challenge for sellers today
  • Most common mistake companies make with obtaining loss reports
  • Where companies should look for root causes in losses
  • The KEY that companies who WIN possess and understand, that their competitors do not
Direct download: Ken-Allred_-_42616_5.21_PM.mp3
Category:business -- posted at: 5:37pm EDT

Episode 25: Steve Tobak Joins Sales Rehab

Author of "Real Leaders Don't Follow" and Fox Business columnist, Steve Tobak, joins Frank in this provocative episode where they discuss:

  • Current trends (and fads) in entrepreneurship/business
  • Could we be on the verge of another tech bubble?
  • How failure can be used as a very useful learning tool, especially for millenials
  • The challenge for millenial sellers today who aren't as socialized as previous generations of salespeople ("clicking isn't selling")
  • Why communications is one of the best degrees today's graduates can have, for both business and life
  • The concept of salespeople as corporate entrepreneurs, to connect with people, understand their needs and fulfill them
  • How the role of Marketing has changed over the years where it is (and should be) the front-end of the sales process
    • Why Marketing should break silos and be tied to the hip with Sales and Product Development for organizations to be truly successful
  • And Steve shares his secret for what he considers the single most important thing to do in order to be successful today

Steve is a former senior executive, author and columnist for Fox Business, CBS News and Entrepreneur. Visit for more information or to get in touch with him.

Direct download: Steve-Tobak_-_31516_3.42_PM.mp3
Category:business -- posted at: 3:54pm EDT

Episode 24: Best of 2015 Sales Rehab

We've compiled the best clips from our wonderful guests of 2015, including:

  • Tom Ziglar
  • Geoffrey Moore
  • Rita McGrath
  • Jill Konrath
  • Jill Rowley
  • Guy Kawasaki
  • Dave Kurlan

Thank you to these special guests!

Direct download: 2015-Best-of-Sales-Rehab-Highlights.mp3
Category:business -- posted at: 7:24pm EDT

Episode 23: Dave Kurlan

Dave Kurlan from the Objective Management Group joins Sales Rehab to discuss what has and hasn't changed in Sales, what really motivates salespeople, hiring the wrong salespeople, and tools that can help make sure organizations are hiring smarter sellers that can perform.

Direct download: Dave-Kurlan-OMG-podcast.mp3
Category:business -- posted at: 9:59pm EDT

Episode 22: [REPLAY] How Sales Teams Can Win More Opportunities

According to recent research from Primary Intelligence, less than half of all sellers understand buyer needs. Listen to this Webinar replay, "How Sales Teams Can Win More Deals"

Direct download: 2015-11-18_09.00_How_Sales_Teams_Can_Win_More_Deals.mp4
Category:business -- posted at: 4:50pm EDT

Listen to this episode with special guest Guy Kawasaki, former Chief Evangelist of Apple/MacIntosh along side visionary Steve Jobs and current Chief Evangelist of Canva, as he shares his social media best practices, how much posting is too much (or not enough), marketing/sales today, his "NPR model" and content marketing, and thoughts behind his mantra "Keep Calm and Keep Posting."

Direct download: Guy-Kawasaki-FINAL_102715_5.34_PM.mp3
Category:business -- posted at: 5:54pm EDT

Episode 20: Jill Rowley, Social Selling Evangelist

Listen to Episode 20 to hear special guest and Social Selling guru, Jill Rowley, speak with Frank about:

  • The complexity and multiple nuances of Social Selling that require solid social skills
  • Social Selling as an additional toolset for sellers as part of a bigger sales process, that can be used as a communication tool to find and converse with buyers
  • How Social Selling can be used as a research tool for sellers to get informed about their buyers
  • Why sellers should not only read their own content that Marketing is providing, but to share it with their social networks
  • Marketing’s role and the changing role of Sales Enablement, bordering a blurry line between Sales and Marketing as a result of today’s modern buyer
  • The importance for sellers to engage earlier in stages of awareness with buyers to educate and help shape the solution vision with buyers
  • Social Selling as a relationship building tool, if used with good judgment
  • Why Social Selling is NOT random and should be embraced on an organizational level, top-down starting with the Board of Directors and executives
  • Impact of social networking on your digital reputation and the dangers of being “social slutty” or “social stupid”
  • How video can be a part of a Social Selling strategy if done smart and with good judgment 
Direct download: Jill-Rowley-Sales-Rehab-2015.mp3
Category:business -- posted at: 1:26pm EDT

Episode 19: Rita Gunther McGrath

Sales Rehab welcomes special guest, Rita Gunther McGrath to the show as she talks about the concept behind her popular book, The End of the Competitive Advantage, as well as several other topical issues:

  • Another Silicon Valley bubble
  • How salespeople should take a broader view of their roles within a company to take more ownership
  • Gold standard of company positioning within the market
  • The muddled space of “thought leadership” and the confusion it creates for buyers
Direct download: Rita-McGrath-podcast.mp3
Category:business -- posted at: 2:24pm EDT

Episode 18: [Part 2] Roundtable Discussion with Dr. Geoffrey Moore

Listen to our second segment with special guest, Geoffrey Moore as he talks about high tech selling and other current trends in Sales. This is Part 2 of 2 in our conversation with Geoffrey.

Direct download: Geoffrey-Moore-PART-2.mp3
Category:business -- posted at: 2:11pm EDT