Dear ToddCohen.com Sales Community, Sales Culture and the work we are doing to create and sustain Sales Culture is now going to be heard at 30,000 feet! I have been invited to be a part of a “Business Leaders Forum” that will be featured on the business audio channel that will be on every American […]
“…As Heard on American Airlines….” Read More »
Dear ToddCohen.com Sales Community, Hey…what gives? Where is the core understanding that we as sales professionals live and die by our ability to proactively share and refer our trusted colleagues to people we know? Hello? Are you listening? Creating a sales community and a sales culture depends on many things, and high on that list is understanding the
The Joy of Referrals Read More »
Philadelphia-based wealth management sales expert Jerry Block, vice president and sales director with Bank of New York-Mellon (BNY-Mellon), will be the guest on the March 3 episode of “Let’s Talk Sales Culture,” the Internet based live call-in radio show hosted by Todd Cohen, the Philadelphia-based president of Sales Leader LLC. Block, a veteran sales and
Upselling in a Down Market Read More »
Dear ToddCohen.com Sales Community, Today I am reminded of the way in which I learned to sell. It was by spending countless hours listening to my father sell his services as a wedding photographer to prospective brides and grooms all over the Pittsburgh area. He was passionate, engaged, and caring. He spent as much time as he
Happy Birthday, Dad Read More »
Dear ToddCohen.com Sales Community, Recently I hosted a panel of experts on the topic of career transition and as the panel discussion was winding up, I asked this final question of the panel: “If you had one main point you want to leave us with, what would that be?” After a moment of thought, the
Be Yourself. Know Yourself. Be Passionate. Read More »
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
Everyone Is in Sales: Creating Sales Culture Read More »
By Geoff Rhine The current economy is a perfect time to get the rest of your organization on board with Sales Culture and in touch with the Voice of the Customer. With the recession, the pie is getting smaller. You can gain market share by maintaining your sales volume or achieving modest increases, while your
Voice of the Customer (VoC) in a Recession Read More »
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.
Are You Mentorvating? Read More »
Dear ToddCohen.com Sales Community, Does Marketing feel more like “overhead” than a true enabler of sales? Is Sales struggling to penetrate new accounts or to gain greater wallet share from existing customers? And why does it seem as if your sales and marketing organizations are on two different planets? Join me as I welcome marketing expert
Five Things You Should Know to Bridge the “Sales and Marketing Divide” Read More »
Dear ToddCohen.com Sales Community, Welcome back from the holiday and welcome to the New Year. I trust you all had a restful and happy holiday. 2009 is here, and we are jointly accountable for a fast and aggressive start. Later this morning, you will most likely see my January newsletter, and in it I speak about a “Call to Action” for
Your Call to Action! Read More »