I had an interesting email the other day from a member of our sales community. She asked me if it is “normal” to not leave brochures with a client. Now, apart from the general fact that I don’t think we can decide what is normal, I responded that I have several schools of thought on […]
Brochure Selling?! Read More »
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
One of the many topics that I hear the sales community discussing is how to pay salespeople and what the ratio of base salary to commissions should be to create the on-target earnings (OTE). What then is the motivational impact of a lower base salary base vs. a higher base salary for the candidate? I
The “Great Salary Debate” Read More »
I was just reading an email from a gentleman who is changing his profession and becoming a member of the sales community. He is a police officer and has just committed himself to a new career as an insurance salesperson! Wow! So, I want to offer my congratulations to him. I applaud not only his
New Starts and New Salespeople Read More »
I was talking with a change agent/guru this morning, and we started to talk about the politics behind a sale and getting the deal closed. I started to reminisce with him about some of the deals in my early career where I believed that I had done everything right and met the prospects’ expectations. I
The Politics of a Sale Read More »
I recently attended a networking seminar (actually an informal gathering of bright people) that was inspired by the Seth Godin book “Purple Cow.” It was a fun and interesting event punctuated by excited folks sharing their entrepreneurial ideas and…you guessed it – great networking! What struck me the most was the amazing cross-section of people,
Networking at Work! Read More »
Dear Todd Cohen Sales Community members, I have been asked several times to share my thoughts on the intersection of the practice of law and the ART of sales! Wow…anyone who has ever met me or has read my stuff knows that I passionately believe that we are ALL in Sales, so my initial “answer”
Can Lawyers Be a Part of a Community of Sales Professionals? Read More »
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
The Secret of Sales Is… Read More »
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
Building a True Community of Sales Professionals. Read More »
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
Excellent Sales Management Means to Communicate Obessively!! Read More »
