How strong are your business relationships? Do your business relationships extend beyond the sales transactions you complete every day? If you changed careers would you ever hear from those people in your database again? The real question is this: Do you have RP – Relationship Portability? RP is a key differentiating factor that separates sales […]
An excerpt from the upcoming Sales Culture book “Everyone’s in Sales” I see examples of effective virtual teams and sales cultures everywhere I go. I see a lot of examples, but still not enough to think that the sales culture practices are commonplace and clearly understood by sales organizations. When the sales professionals thoroughly understand
An Effective Virtual Team and Sales Culture Read More »
Dear ToddCohen.com Sales Community, I was having breakfast with my friend Dr. Richard Marcus today, and he had the most amazing thing to say. Richard is a consulting psychologist and is highly regarded in his field – and after our conversation, I am again reminded why. We were talking about networking and how that is truly the lifeblood of how business moves. Richard
The 5 Most Important Words Read More »
Happy New Year Everyone! I have been a little slow to get my blogging back online because I have been working on my book. But I have to share this story of some amazing sales professionals I encountered yesterday! Are you ready? I was in the supermarket and as I was leaving, I was treated to one
Cool Sales Professionals! Read More »
Peace on Earth, Goodwill to All, Sales Culture for the Masses, and Plenty of Closed Deals in 2010! In some ways, this is my favorite newsletter to write. It’s the one where I put my Sales Culture work aside and express a few simple thoughts to you. 2009 has been a challenging year. It can
Dear ToddCohen.com Sales Community, I am exhausted! I have heard enough excuses this past week why people are not closing deals! I think that the time of year makes sales reps and some sales professionals a bit crazy, and this year is not an exception! We are all in the mode to work to do everything
Just Do It (Right) the First Time Read More »
Dave and Janice are both successful sales professionals selling complex IT products and services. Both have had good long runs of meeting and exceeding quotas and expectations. Both have made very good money and enjoyed all of the kudos and benefits of their success. But now, things have changed. The economy is bad, clients are pulling
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
Sales Is NOT a 5-Letter Word! Read More »
Dear Todd Cohen.com Sales Community, Do you remember the person who hired you for your first job? I do, and today I had the very great pleasure of having lunch and a wonderful time with my first manager, Joel Mickelberg. I have not seen Joel in 15 years, and it was amazing to reconnect with him and
Dear ToddCohen.com Sales Community, Lately, much of my speaking and training has been focused on the (vast) differences between sales reps and sales professionals. They have two different modes of operation and styles of work. Sales reps are focused on the present, the here and now of a specific sale. They are fully engaged in providing product
Sales Professional Versus Sales Representative: the Culture Differences Read More »