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Todd Cohen - Building Sales Culture
Dear <<First Name>>,

Q4 is Here!

Fall is here and that means that we are in the final stretch of the year to  achieve and EXCEED our goals.  What is your "Sales Plan" for the next 90 days?   In this issue of the Newsletter  I am going to explore this topic a bit more with you and help you think about your critical activity and the sales culture you create. We will also continue to explore a question for us all " Am I a sales rep or a sales professional?"  Finally, there is some news about my upcoming courses and registration updates.   I hope you enjoy this edition of the Newsletter and as always, let me know what you think.

Thanks for reading!

Good Selling!


Your 90 Day Plan!

Can you see the Finish Line?

It does not matter what  business you are in - we all have goals and we are all selling!  Now is the time to make sure that your plans to make the numbers are in place.  The fourth quarter is here and we have a small number of days to sell.   It does not matter if you are an attorney, consultant, or an accountant - we all have to ASK for the order, and close the business!  I often get asked "What can I do to make sure that I have a strong finish?"  The one answer I always give is "ASK now for the business".  Sounds difficult?  Its not!  

Great sales professionals know what they have to do and are in the execution phase of their plans.  Here are some tips from the best sales professionals I know:

1- Make sure you are focused on the part of your pipeline where the best prospects are primed for closure.  You have been working them and now is the time to CLOSE!

2- Make sure your virtual team is present and available to help you get the deal closed.  Is everyone on your virtual team engaged and aware of what is needed of them?

3- Have you communicated everything the client will need to the people on your virtual team?  Take the time to call people - we are all overloaded with email.

4- Don't stop prospecting.  You need to have a strong start in 2009, therefore your pipeline must be full.

Sales Reps and Sales Professionals
Hear what members of the Sales Community are Saying!

In the last Newsletter I spoke with you about the difference between being a "sales rep" and a "sales professional".  I want to share with you some of the feedback I have gotten from the Sales Community:

" A rep is limited in his view of the the opportunity - a professional sees the bigger picture"

" ....A sales professional is focused on relationships and building a long term commitment...."

"..the sales professional looks for good business....."

"..successful sales professionals are patient and understand how to solve deep challenges for the client"

"..a sales rep can grow into a sales professional with time and education"

"good sales reps are dependable and steady"

<<First Name>> what do you think?  Are you a sales rep or a sales professional?  Let us know and post your thoughts on my blog!

Time to Learn!
"Essential Selling Skills" is Here.

In the last Newsletter I let the Sales Community know about the work we have been doing to bring new and different sales culture education to you!  The first course - "Essential Selling Skills" is ready and I am running a pilot class on October 16th in Philadelphia.

Would you like to take part?  I currently have 6 seats available for sales professionals looking to experience this course.  If you are interested, please let me know directly by emailing me at:

Upcoming Events

Upcoming Events

10/3/08 - Keynote Speech at the Delaware Valley Human Resource Summit
Philadelphia Marriott @ 2:45 pm
My topic will be " The Collaborative Role of HR in Creating Revenue and Profit" 

10/8/08 - Greater Philadelphia Senior Executive Group
Desmond Hotel, Malvern Pa. 7:30 am
Sales and Marketing Sub Group Meeting. 

10/16/08 - "Essential Selling Skills"
Philadelphia 8:30 am to 5:00 pm
Pilot Class of the first in a series of courses on Sales Culture!  If you are interested in attending this exciting new course, please contact me directly.

10/28/08  - Linked In Live Philadelphia Networking Event
Location TBD - 6:00 pm-9:00 pm
Watch this space for our Fall Networking event for members of Linked In Philadelphia

11/11/08 - The Innovators Club
The Great American Pub, Conshohocken, Pa. 6:00 pm - 8:30 pm.
"Meet the Innovators" - come and meet some of the coolest Innovators and Entrepreneurs in the area!

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