How to Build a Powerful Sales Culture – Part II

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

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How to Build a Powerful Sales Culture – Part I

What Is Your Role Increasing Sales at Your Company? How can your organization sell more and sell smarter? By creating a powerful sales culture – an environment that inspires and engages everyone in the organization to become part of the virtual sales team and support the sales efforts. In this first article of our six-part

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An Effective Virtual Team and Sales Culture

An excerpt from the upcoming Sales Culture book “Everyone’s in Sales” I see examples of effective virtual teams and sales cultures everywhere I go. I see a lot of examples, but still not enough to think that the sales culture practices are commonplace and clearly understood by sales organizations. When the sales professionals thoroughly understand

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Sales Is NOT a 5-Letter Word!

Dear ToddCohen.com Sales Community, Shhhh, don’t let anyone hear me tell you this, but you are IN sales! It’s OK, don’t panic. Take a few deep breaths. It’s true. It does not matter what you do, whether you are employed or in a career transition. Intriguing to me is when people think that sales is a “5-letter

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Cadillac (Wo)man

Dear ToddCohen.com Sales Community, Yesterday was a scientific experiment for me. Here is what transpired. In a few months, my car lease expires. I need to think about a new car, and that is exciting for me. So many choices and so many ways to go! Yes, I love cars! I have been looking passively at many different models, and one

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Please! Gimme a Break!

Dear ToddCohen.com Sales Community, In the last few months, I have counted no less than 20 different sales gurus claiming they have THE answer to selling in this recession. The titles all start the same way – “The 10 things you need to know…”, or “The 5 new things you can do…” or, my favorite “The

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Sales Is Not an “If”

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

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Respect the Hierarchy; Work the Matrix

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

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