Dear ToddCohen.com Sales Community, Sales is precise. We have talked in the past that what we do is an art and a science. It is a skill, and it takes time to hone it to perfection. Sales is not about the “if.” Let me explain. I have been listening to different sales people lately and […]
Sales Is Not an “If” Read More »
Dear ToddCohen.com Sales Community, Recently, I have been asked to comment on the viability of a virtual sales team. In other words, a sales team that is contracted to work on behalf of a company to sell their products and services. These virtual teams are, in essence, hired guns or outsourced sales teams. They are hired to do
Outsourcing Sales? Do They Work? Read More »
Dear ToddCohen.com Sales Community, You are in a big company, and most likely there is a hierarchy that exists. You need help. What can you do? Well, the first thing you should be doing is building your virtual team to deliver the client solution. Your Sales Culture demands it! You need to ask people to help and lend their
Respect the Hierarchy; Work the Matrix Read More »
“What is your Funniest Sales Story?” Share it with my listeners on the next episode of my Radio Show “Let’s Talk Sales Culture” on BlogTalk Radio. My guest will be Eric David, President of Team-David Associates. We air at 4 p.m. EDT on April 16th. To listen, visit BlogTalkRadio/ToddCohen To call in with your funniest
What Is Your Funniest Sales Story? April 16th at 4 p.m. EDT Read More »
Dear ToddCohen.com Sales Community, Once in a while, our efforts are noticed and recognized. I wanted to share this note I received as the result of a speech I gave this past weekend to people in career transition. The title is “Everyone Is in Sales; Using Smart Sales Techniques in Career Transition”. “Dear Todd, I stopped
Why We Do What We Do Read More »
Dear ToddCohen.com Sales Community, Hey…what gives? Where is the core understanding that we as sales professionals live and die by our ability to proactively share and refer our trusted colleagues to people we know? Hello? Are you listening? Creating a sales community and a sales culture depends on many things, and high on that list is understanding the
The Joy of Referrals Read More »
Everyone is in sales. What does this mean? You may work in research and development, or in finance, or in technology, or perhaps in human resources. Your job title might even refer to serving the customer. The real fact of today’s complex and turbulent world of products and services, solutions, and continuous change is that all
Everyone Is in Sales: Creating Sales Culture Read More »
By Geoff Rhine The current economy is a perfect time to get the rest of your organization on board with Sales Culture and in touch with the Voice of the Customer. With the recession, the pie is getting smaller. You can gain market share by maintaining your sales volume or achieving modest increases, while your
Voice of the Customer (VoC) in a Recession Read More »
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,
Are You in Control? Read More »
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
The Most Valuable Component Read More »