This past week during one of my Sales Culture Workshops a client asked me, “How can I fix a bad sales relationship?” That’s a great question—and it has a very simple four-part solution: Just ask. It’s not complicated, and it’s not mysterious. One thing I see salespeople doing incorrectly is assuming that they know what […]
Fall on Your Sword – 4 Steps to Fixing a Bad Sales Relationship Read More »
Dear ToddCohen.com Sales Community, Forgive me, for I am about to rant a bit again. I am trying to understand why, when given a personal referral, sales professionals wait to call that warm lead? Please help me understand this one! Anyone? Hello? What am I missing? When we are given a lead, this is a
WHAT Are You Waiting for? Read More »
How much time do you spend texting clients versus talking with them or meeting face-to-face? This month, I share five reasons why I believe texting isn’t an effective strategy for selling today. Texting Is Just Plain Anti-Social Okay, I have a rant coming on…I’m not crazy about texting. I think it’s nuts how people endanger
5 Reasons Why Selling and Texting Don’t Mix Read More »
Ok, hot on the heels of my rant on “texting and selling” is this follow-up rant on another scourge of the selling professional. I refer to the never-ending dependence and reliance on visual aids and other such tools that are grossly overused in the course of selling and sales presentations! Have we forgotten how to
Can You Sell Without PowerPoint? Read More »
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
How to Build a Powerful Sales Culture – Part II Read More »
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
How to Build a Powerful Sales Culture – Part I Read More »
Can you see revenue? Can you see profits? Seriously – regardless of what job you do – you must be able to be able to specifically and absolutely trace what you do to the client saying “yes” and signing a deal. This is the true essence of building a Sales Culture and creating amazing virtual
Recently, I was teaching one of my Sales Culture workshops and a student asked me “What is the worst thing a sales professional can do”? The answer in my mind was an easy one and did not require much contemplation on my part. The worst thing a sales professional can do is act entitled. It’s that simple.
You Are Not Entitled Read More »
If you have a great relationship portability index (RPi), your network and your virtual team grows and grows. Another way to think of this is: Your relationships are “platform neutral.” The ultimate question is: Can you leverage your existing relationships to act as a part of your virtual sales team? Can they be part of your
Increase Your RPi (Relationship Portability Index) Read More »
Download the Full Press Release Philadelphia (March 24, 2010) – Todd Cohen, principal of SalesLeader LLC and an accomplished and sought-after public speaker, has been named Sales Executive in Residence at the Innovation and Entrepreneurship Institute (IEI) of the Fox School of Business, Temple University, through the 2011 academic year.Cohen was selected for this role,
Todd Cohen Named Sales Executive in Residence at Temple University Read More »