I was giving a speech recently on one of my favorite topics “Everyone Is in Sales”, when Oliver Picher, a local marketing and PR guru made the comment to me that “Everyone is also in communications.” He is so correct about that! Great sales professionals not only are great listeners, but they also communicate well. […]
Everyone Is in Communications! Read More »
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
Do Natural Born Salespeople Exist? Read More »
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
More Sales Through More Referrals! Read More »
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
Time to Focus on the BIG CLOSE! Read More »
When does “No” mean “No”? Is “No” always the end of your sales campaign? When you hear “No,” should you pack up and just move to the next client or prospect? Has your network failed you? I have been thinking about this because lately I have been fielding some interesting calls from the sales community
Does “No” Always Mean “No”? Read More »
Do you believe in good “sales karma”? I do. I am a firm believer in the old adage “What goes around comes around.” I am writing this blog to the sales community today as a bit of a wake-up call for us all. I just had an interesting conversation with a former colleague who was
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
Cheesy title – granted, but it was what just came to mind when I was reading some responses to my earlier blog on Great Sales Leaders. One of our sales community members was remarking about managing a team of people when none of that team actually report to him. This is one version of the
Holy Matrix, Batman! Read More »
I had an interesting email the other day from a member of our sales community. She asked me if it is “normal” to not leave brochures with a client. Now, apart from the general fact that I don’t think we can decide what is normal, I responded that I have several schools of thought on
Brochure Selling?! Read More »
I was finishing my morning walk and stopped in to the local Starbucks and saw some people having a heated discussion where one person was obviously trying to convince the other to adopt his view on whatever it was they were talking about. The discussion was very emotional (and quite passionate), and it started me