I think at this time of the year, it’s time to make sure that you are being persistent about closing business. Not that you should be less persistent any other time of the year, but now we have to make the plan, and there is little time left to do it! We have bonuses and […]
Persistence Pays Off Read More »
I heard a really great term this week: “Customer Intimacy.” Now, I know this is not an original term, nor is it new, so I did a quick Google search and of course I received about a million hits on the term, so allow me to share with the ToddCohen.com sales community my “in the
Dear Todd Cohen Sales Community Members, Time for the age-old question of whether or whether not salespeople are naturally born or are created? I have written this week’s column on this topic, but I really want to know what you think – the opinions on this one vary from end to end! Here is a
Do Natural Born Salespeople Exist? Read More »
Hello ToddCohen.com Sales Community… I am back after a week of dealing with the typical change-of-season cold…and thank you to those of you who wrote to me and asked when the blogging would continue! Your kindness touched me and I am grateful. On another note, my colleague Dr. Janice Presser and I both had articles
As a sales professional, you own your business – this is your territory, your area, your vertical market, or whatever patch of earth you call your area to get out there and sell! As a sales professional, you (hopefully) are spending a great deal of time prospecting and developing clients and then CLOSING them! That
More Sales Through More Referrals! Read More »
I was reading the local paper this morning, and there was a headline that read “Stock Market Soars to Record Close to Kick off the Fourth Quarter.” This made me think about the fact that we are now in the last 3 months of the year, and it’s make or break for us in the
5, 4, 3, 2, 1…Liftoff to a STRONG Q4 Close! Read More »
Yesterday was a fun day…I had a wonderful time speaking to the sales community – in this case, a group of consultants from Deloitte Consulting. I was graciously invited to speak at a staff meeting they were conducting; the topic was based on my recent white paper “Understanding Successful Sales Performance: The Sales Success Triad”
Speaking about Sales! Read More »
Good Morning Sales Community, Greetings from Philadelphia at 4:34 am! Let me ask you a question: Are you FOCUSED on CLOSING DEALS as we rush to the end of Q3 and the beginning Q4 of 2007? In other words, are you focusing your talents and efforts on the highest value clients and the ones most
Time to Focus on the BIG CLOSE! Read More »
When does “No” mean “No”? Is “No” always the end of your sales campaign? When you hear “No,” should you pack up and just move to the next client or prospect? Has your network failed you? I have been thinking about this because lately I have been fielding some interesting calls from the sales community
Does “No” Always Mean “No”? Read More »
As sales professionals, we have all experienced something like this… You conduct a great sales campaign, have multiple appointments, everyone loves what you are offering, and you are getting definite buying signals. Your network is strong in the account! You report this deal as looking awesome in your pipeline reviews with the boss. You may
The Deafening Sounds of Radio Silence! Read More »