. . . 30 years of managing hundreds of salespeople & thousands of clients, I've read all sorts of books on selling & marketing, and they inevitably boil down to one thing: closing tactics. This book is different. . . . "entrepreneurial conversation" . . .
Edward Rogoff
Dr. Edward G. Rogoff: Professor, Author, Entrepreneur
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Edward Rogoff
Biography
Edward G. Rogoff, Ph.D. is a Professor in the Department of Management
of the Zicklin School of Business at Baruch College, The City University
of New York and co-author of The Entrepreneurial Conversation
Dr. Rogoff serves as the Academic Director of the Lawrence N. Field Center for Entrepreneurship at Baruch College where he has helped hundreds of entrepreneurs develop their business plans, trained business counselors, and organized conferences. Under his stewardship, in September 2006 the Baruch entrepreneurship program was ranked 18th in the country by The Princeton Review and Entrepreneur Magazine. He has taught and continues to teach the full spectrum of entrepreneurship courses at both the graduate and undergraduate level and has been awarded for excellence in teaching.
He is the author of Bankable Business Plans (Texere, 2003), to which
Jeff Bezos, the founder and CEO of Amazon.com, wrote the foreword. In
2004, Dr. Rogoff founded Newton Business Programs, which provides
training in business and workplace performance based on proven entrepreneurial principles to audiences ranging from enterprising individuals to the largest Fortune 500 companies.
Dr. Rogoff has published in The Journal of Business and Entrepreneurship, The Journal of Developmental Entrepreneurship, Family Business Review, and Journal of Small Business Management. Dr. Rogoff was a 2003 Guest Co-Editor of the Journal of Business Venturing. He has written articles for The New York Times, Forbes, and Newsday, as well as a being a frequent guest on CNN and CNNfn.
Dr. Rogoff also founded and was CEO of two media companies that owned
23 radio stations throughout the United States. He received a B.A.,
M.B.A., M.A. and Ph.D. from Columbia University.
Edward Rogoff
Featured Keynote Programs
How to Think, Listen and Speak Like an Entrepreneur
Learn how to achieve business success through entrepreneurial principles.
Business is a team sport. Success comes from collaborating with colleagues,
partners, investors, and clients. Because business relationships are based on knowledge and information, conversations have increasingly become the foundation of all successful business interactions. Learn:
• How to harness the power of the entrepreneurial conversation
• Why conversations remain the most effective means of communication
• What makes an entrepreneurial conversation so powerful
• What is the opposite of an entrepreneurial conversation and why it is
prone to failure
• Who can benefit from entrepreneurial conversations
The Entrepreneurial Salesperson
How to instill an entrepreneurial spirit among sales staff.
When working in sales, the focus is geared toward very specific and often
measurable goals, but sales managers who want to instill an entrepreneurial spirit among their staff should look to the principles of the entrepreneurial conversation. Discover:
• Way to encourage sales staff members to become more entrepreneurial
• Why old school selling techniques are no longer effective
• The major myths of old-school selling
The Entrepreneurial Manager
How managers can create entrepreneurial organizations.
Mangers can use entrepreneurial conversations not only to be more effective bosses, but also to create entrepreneurial organizations. While successful entrepreneurs use entrepreneurial conversations primarily with their external community, such as customers and investors, these dialogs
can produce equally effective results when used with an internal community
of employees and colleagues. Dr. Rogoff explains:
• How to encourage staff members to create innovative solutions to old
problems
• The benefits of using entrepreneurial conversations in everyday interactions
• How new managers can use entrepreneurial conversations to establish
good relationships with their employees
• Six principles to follow in developing entrepreneurial-minded employees
• Real life examples of large companies benefiting from entrepreneurial
principles
• Keys to creating an environment that fosters positive employee interactions
Business Success Starts with Being a Good Listener
Learn to develop listening skills to increase success in any endeavor.
Most successful entrepreneurs are thoughtful and attentive listeners.
Through this skill, entrepreneurs allow the other person to feel comfortable
about sharing information openly. This enables them to uncover the real issues of an entrepreneurial conversation quickly and to respond to them productively. Dr. Rogoff explains:
• How to discipline yourself to focus on listening
• Why silence represents a great opportunity
• What body language is and what it isn’t
• How to create what you hear into an opportunity for sales
Edward Rogoff
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