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

Read more

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

Read more

Does “No” Always Mean “No”?

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

Read more

Time to Build the Pipe. Time to Build the Pipe. Time to Build the Pipe.

As sales professionals, do you ever feel like the guy from the Dunkin’ Donuts commercials? Do you get up every morning, bleary eyed and weary from the day before and think to yourself “got to build the pipeline”…? I think we all do and it’s completely normal. Perhaps the most essential element of what we

Read more

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

Read more

Emotional Selling

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

Read more

The Secret of Sales Is…

Dear Todd Cohen Sales Community members, What do you think the secrets of sales success are? Is it a vast well of closely held, deep, dark secrets that only a few master, or is it there right in front of you?I have talked, held sales coaching classes, and lectured on this for years, and I’ve thought

Read more