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

Building a True Community of Sales Professionals.

For many years now, the concept of an online community has grown from dreams to reality. Many different organizations and groups have formed some really amazing communities. I was once part of a great company called Pensare, where the mission was to build communities of MBA candidates getting their degrees online! That was a fun

Read more

Excellent Sales Management Means to Communicate Obessively!!

Leadership and communication are intertwined and dependent on each other. This is not news nor is it a revelation, just my observation! Good leaders communicate well, and good communication skills are essential to be a good leader. In my sales career, I have never stopped thinking about what a great leader is, and I want

Read more