Do Natural Born Salespeople Exist?

Dear Todd Cohen Sales Community Members, Time for the age-old question of whether or whether not salespeople are naturally born or are created? I have written this week’s column on this topic, but I really want to know what you think – the opinions on this one vary from end to end! Here is a

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Humility Counts

Hello ToddCohen.com Sales Community… I am back after a week of dealing with the typical change-of-season cold…and thank you to those of you who wrote to me and asked when the blogging would continue! Your kindness touched me and I am grateful. On another note, my colleague Dr. Janice Presser and I both had articles

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More Sales Through More Referrals!

As a sales professional, you own your business – this is your territory, your area, your vertical market, or whatever patch of earth you call your area to get out there and sell! As a sales professional, you (hopefully) are spending a great deal of time prospecting and developing clients and then CLOSING them! That

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Time to Focus on the BIG CLOSE!

Good Morning Sales Community, Greetings from Philadelphia at 4:34 am! Let me ask you a question: Are you FOCUSED on CLOSING DEALS as we rush to the end of Q3 and the beginning Q4 of 2007? In other words, are you focusing your talents and efforts on the highest value clients and the ones most

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Great Clients

What makes a great client? What makes a client great? (Did I just ask the same thing?) What drives the sales community to go the extra mile for a client? I am sure that we as sales professionals have had enough client interaction to have formed plenty of opinions on the best and worst traits

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Be on TIME!

OK…I need to have a small “rant” for a moment or two. I think the one thing that could earn ejection from the sales community is not having a healthy respect for time! Time is respect. Period. If you make an appointment, be on time. Plan it well and think about the things that will

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Networking at Work!

I recently attended a networking seminar (actually an informal gathering of bright people) that was inspired by the Seth Godin book “Purple Cow.” It was a fun and interesting event punctuated by excited folks sharing their entrepreneurial ideas and…you guessed it – great networking! What struck me the most was the amazing cross-section of people,

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