“…But It Feels So Good…”

Dear ToddCohen.com Sales Community, As a sales professionals, we are all accountable to drive the correct activities that produce results. We all know this. When you are thinking about your pipeline or are in a discussion about your pipeline, do you find yourself saying “Well, I feel really good about my pipeline,” or “I have

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Intuitive Curiosity? – A Sales Professional Skill!

Lately, I’ve been thinking about what makes certain sales professionals better than others. More specifically, what gives some sales professionals that “edge”? Do elements just exist naturally within the DNA of great sales professionals that you can’t teach? There are many factors that set certain sales professionals apart from the rest, and today I’m declaring

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Increase Your RPi (Relationship Portability Index)

If you have a great relationship portability index (RPi), your network and your virtual team grows and grows. Another way to think of this is: Your relationships are “platform neutral.” The ultimate question is: Can you leverage your existing relationships to act as a part of your virtual sales team? Can they be part of your

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Do You Have RP?

How strong are your business relationships? Do your business relationships extend beyond the sales transactions you complete every day? If you changed careers would you ever hear from those people in your database again? The real question is this: Do you have RP – Relationship Portability? RP is a key differentiating factor that separates sales

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An Effective Virtual Team and Sales Culture

An excerpt from the upcoming Sales Culture book “Everyone’s in Sales” I see examples of effective virtual teams and sales cultures everywhere I go. I see a lot of examples, but still not enough to think that the sales culture practices are commonplace and clearly understood by sales organizations. When the sales professionals thoroughly understand

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Sales Is NOT a 5-Letter Word!

Dear ToddCohen.com Sales Community, Shhhh, don’t let anyone hear me tell you this, but you are IN sales! It’s OK, don’t panic. Take a few deep breaths. It’s true. It does not matter what you do, whether you are employed or in a career transition. Intriguing to me is when people think that sales is a “5-letter

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Sales Professional Versus Sales Representative: the Culture Differences

Dear ToddCohen.com Sales Community, Lately, much of my speaking and training has been focused on the (vast) differences between sales reps and sales professionals. They have two different modes of operation and styles of work. Sales reps are focused on the present, the here and now of a specific sale. They are fully engaged in providing product

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Second Excerpt from my Upcoming Book on Sales Culture

Dear Todd Cohen.com Sales Community, Here is a small excerpt from my 5th chapter from my book on Sales Culture. Here I am beginning to set the stage for the Virtual Team. “…Specifically, the sales professional is responsible for understanding the needs of the client and translating those needs to the virtual team in his/her

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