Voicemail. Email. More voicemail. A few more emails. Wondering what is going on. Making excuses in your mind why the prospect is not calling you back. Talking with your manager about all the possible scenarios as to why the deal you have been working on (and forecasting) has not closed. More email. Maybe another voicemail. […]
FIRE Your Prospect! Read More »
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
Becoming a Thought Leader Read More »
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
How to Get People to Use Their CRM Systems Read More »
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
“…But It Feels So Good…” Read More »
Passion is perhaps the best and purest tool in a salesperson’s bag. It’s better than product knowledge, great pricing, or awesome features. Passion can carry the day and produce a closed order. Really! That’s why in this month’s feature I talk about how you can use passion to get the edge in sales. I think
Passion Can Give You the Edge in Sales Read More »
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
Intuitive Curiosity? – A Sales Professional Skill! Read More »
I am a Lucky Man. I have my health and amazing friends. I am dedicating this blog entry to one of my best friends, Michael. I have known Mike for 28 years – we met in college and have been buds ever since. Mike is also a great sales professional and sometimes he doesn’t even
The Essence of True Selling- and Why I Am a Lucky Man Read More »
This past week during one of my Sales Culture Workshops a client asked me, “How can I fix a bad sales relationship?” That’s a great question—and it has a very simple four-part solution: Just ask. It’s not complicated, and it’s not mysterious. One thing I see salespeople doing incorrectly is assuming that they know what
Fall on Your Sword – 4 Steps to Fixing a Bad Sales Relationship Read More »
Dear ToddCohen.com Sales Community, Forgive me, for I am about to rant a 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? When we are given a lead, this is a
WHAT Are You Waiting for? Read More »
The 5 Essential Skills Needed by Sales Reps and Sales Professionals. In last month’s newsletter feature, we discussed how developing a sales culture in which everyone in an organization becomes part of the virtual sales team can help create overwhelming success. We also introduced the two basic types of team roles – sales representatives and
How to Build a Powerful Sales Culture – Part II Read More »