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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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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Old School and Proud of It

Dear Todd Cohen Sales Community, Earlier today, I received an out-of-office notice that ended with the following phrase “and here is my number if anyone actually still uses a phone.” I laughed hard, and then I stopped to think about the irony of that. With the advent – wait, the ONSLAUGHT – of social media and

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Everyone Is in Sales: Creating Sales Culture

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

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Are You Mentorvating?

Dear ToddCohen.com Sales Community, I am hereby pleased to announce a brand new word to the international lexicon of sales vernacular! Ready? The word is “mentorvate.” OK, I admit it – I talk too fast sometimes. The other day I was engaged with a client, and we were talking about the main job of a sales leader. 

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Are You in Control?

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,

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The Most Valuable Component

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

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Coaching vs. Telling

Hello ToddCohen.com Sales Community,  Are you in a position to be a coach to someone? The answer is “YES”! It does not matter if you are a  sales manager or an individual contributor.  You can always find an opportunity to coach and offer counsel to other sales professionals in your real and virtual world. I

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