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Todd Cohen, Sales Leader
Dear <<First Name>>,

Discovering Quality Business

In this Issue:

Are you Bringing Quality Business to the Table?

Coaching vs. Telling

New Podcast! "Communicating Obsessively"

The Innovators Club

Final Thoughts

Creating Quality Business!

<<First Name>>, are you prospecting and creating quality business? In other words, are you bringing business to the table that is profitable, actionable and is a win-win for both parties? Let me suggest that as we go forth and prospect and develop business, always ask yourself, Is this good business? Does it make business make sense? Can my company deliver it and make a profit? Will it stand out as business that the company can act on and deliver? These are all good questions that constantly challenge great sales professionals. It is true that we can get caught between bringing any business to the table and knowing when to bring forth the right business. The pressure to make numbers is intense. Use that focus and energy you bring as sales professionals to ensure that you are surfacing the best business you can. In the end, you will be the winner!

Coaching vs. Telling

Are you in a position to be a coach to someone? The answer is "YES"! It does not matter if you are a sales manager or an individual contributor. You can always find an opportunity to coach and offer counsel to other sales professionals in your real and virtual world. I am often asked about the best way to coach sales professionals. The first thing that comes to mind is to know the difference between coaching and telling someone something. A key difference is in delivery and how you "set up" the coaching session. Always begin a coaching session -- or as I like to call them "coaching moments" -- by asking if you may coach them at that time. If you try and lend some coaching when someone is not ready to listen, then you are just telling them something -- and it will not be received in the same way! Coaching is a two-way conversation and telling is directive. Start your coaching sessions the right way and you will see a better result!

New Podcast "Communicating Obsessively"

It's time for another podcast in the ongoing series. The latest one is called Communicating Obsessively . In this podcast, I talk about the need to make sure that as a great sales professional you are taking the time to communicate with your team, peers and clients as often as possible. The podcast is located on Apple iTunes and in the Media Center at I have also written an article on this important topic. I hope you enjoy!

March 4 saw the second meeting of The Innovators Club in Philadelphia! Our speaker was Wil Reynolds of SEER Interactive. We had a record turnout and the room was filled with engaged web entrepreneurs listening, learning and networking! Our next meeting will be May 6 at the Great American Pub in Conshohocken, Pa! Our speaker will be Daniel Endy of Endy Technology Associates and the topic is Web 3.0 and the Next Generation of the Web! To find out more and to RSVP go to The Innovators Club blog.

Final Thoughts

I usually end my newsletters by asking, "How I can help you sell more?" In the spirit of coaching,
<<First Name>> , I would like to ask "How can I coach you in 2008?"

Good Coaching, Selling and Closing Quality Business!


Todd's Tip:

Have you thought about leveraging your companies vendors to develop new quality business opportunities? Who does your company do business with? Who do you do business with? Have you developed a relationship and a strategy where you can turn your vendors into clients?

There is nothing wrong with asking if you can have a meeting with the people you or your company do business with. Don't demand and don't expect. Seek a good dialog and develop quality business!

In Memoriam, Patrick Brandt

One of our very own members of the Todd Sales Community passed away recently. Pat Brandt lost his battle with cancer on March 2nd, 2008. Pat was a star sales professional who used his intellect, his law degree and his amazing interpersonal skills to motivate his clients.

Pat was a very inspiring person. He had fought and won many battles on the personal front and his courage never ceased to amaze me. I feel deeply fortunate to have known and learned from Pat. Our thoughts and condolences go out to his wife Jessie, and his two boys Wes and Charlie. Pat, you will be missed but never forgotten. Thank you for motivating me to do better.

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