Are You in Control?

Dear ToddCohen.com Sales Community, I was having an interesting conversation with (an overwhelmed) client recently. He was struggling with how to balance the many demands on his schedule and feeling anxious and stressed out. No kidding! We are getting busier and being asked to do more with the same or fewer resources. This is the way things are now,

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The Most Valuable Component

ToddCohen.com Sales Community: Here is a question to think about as we enter the last quarter of 2009: How do you leverage the value of your customer relationships, both for yourself and for your customer?   You are in this business relationship together and so you are both actually selling to each other, since both will benefit from the

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Coaching vs. Telling

Hello ToddCohen.com Sales Community,  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

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Prospecting for Quality Business

Dear ToddCohen.com Sales Community, Are you prospecting and creating quality business? In other words, are you bringing business to the able 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

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