Dear ToddCohen.com Sales Community, It’s time to really rant again! Three weeks ago today, I was given a proposal for services by a local company. Do you know what? Not only was the proposal poorly done, but also the vendor has yet to call me and see if I have received said “proposal” and if […]
Where Is the Follow Up? Read More »
I want to start a new conversation right now. I am always talking about and being asked my opinion on what makes a great sales culture. This is an important and critical topic for the sales community.
Dear ToddCohen.com Sales Community, Forgive me, friends, for I am about to rant a little bit again. I am trying to understand why, when given a personal referral, sales professionals wait to call that warm lead? Please help me understand this one! Anyone? Hello? What am I missing? OK, I admit this is a pet
WHAT Are You Waiting for? Read More »
Hello 2008! I want to welcome the Toddcohen.com sales community to a new sales year! It has been a few weeks since you have returned to work. Hopefully you have done what you need to to do to get organized to get off to a fast start. I talked with you a few times last
Do You Have Your Sales Mojo? Read More »
Dear Todd Cohen Sales Community, Those of you who know me know I am not big on sports analogies – mainly because, well, I am just not that versed in sports and all of the rules and intricacies. However, in a recent conversation with Ray Jackson, a leading expert on innovative leadership and a former
Play Your Best Game! 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 »