The Internet and Digital Referrals

Howard Yermish Facebook | Twitter | LinkedIn The Internet is connecting people to other people, to information, to ideas, to things, in amazingly powerful new ways. It isn’t changing the fact that we are still human. And we humans like to do business with people we know and trust, even in a world where the Internet seems

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Are You Relevant?

The dictionary defines relevant as “having direct bearing on the matter in hand.” In my work with my clients, I always have people ask themselves that question – and it’s a tough one. In the environment we live and work in, our ability to create relevancy in the minds and hearts of our clients and

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Are You “Present”?

This question has an esoteric feel to it, but I assure you it’s totally real. Are you present? I don’t mean are you physically present; rather, are you truly engaged with the people around you? Your ability to be present has all the power to make a huge difference between success and failure. Your ability

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How Will You Deliver Value to Your Prospects?

By Brian D. Wiggins Director of Circulation, Philadelphia Business Journal If you’ve attended sales seminars, then you’ve likely noticed a common key point conveyed in many of them: Sales professionals must deliver value to their prospective customers. How will you deliver value to your prospects? In this article, I talk about how you can nurture

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Becoming a Thought Leader

Thought leaders earn respect. Sales professionals who distinguish themselves as being thought leaders are more likely to earn respect and get the deal closed. I believe this passionately and completely. Sales professionals as thought leaders? Is that an oxymoron? No! You heard it here first! I think that it is common for people to think

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How to Get People to Use Their CRM Systems

By Gene Marks, The Marks Group Customer Relationship Management (CRM) implementations continue to fail at a rate almost as alarming as Hollywood divorce rates. Don’t believe me? As recently as 2009, Forrester Research showed a 47% failure rate on new CRM projects. People just don’t use them like they should. Many wind up not using

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“…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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