Sales Techniques

5 Laws for CRM Success

1. One individual stepped up to the plate. Every project needs an internal champion. The projects that succeeded had one. I’m not talking about a Microsoft-Trained-Dungeons-and-Dragons-IT-Propeller-Head either. They’re good only for backups and security. I’m talking about a really good administrative person. Someone who has a brain and isn’t afraid to use it – or

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Todd Cohen’s Secret to Sales

I was thinking about the proliferation of articles by sales experts of all sorts who profess to have the secret of sales and how to be the best! I have written before about this phenomenon, and it always makes me smile. So, here is my secret to sales…in my shortest-ever blog. Without further delay – Todd Cohen’s Secret

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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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Fall on Your Sword – 4 Steps to Fixing a Bad Sales Relationship

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

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