Dear ToddCohen.com Sales Community, I love my coffee (yes, I do actually drink decaffeinated). Yes, this post has virtually nothing to do with sales, and I don’t care. I was finishing my walk this morning and stopped into my regular Starbucks to get my large decaf coffee. I refuse to say the words “venti” or […]
Dear ToddCohen.com Sales Community, It’s amazing (well, at least to me)! On June 4th we will celebrate our first full year of building the ToddCohen.com Sales Community! How does a year go by so fast?…. Well, to that end, several new things are about to happen. First, you will be seeing the new and upgraded
Dear ToddCohen.com Sales Community, Finding great sales talent is always a challenge for companies. It’s hard to find the best! Sourcing and attracting sales talent takes time, skill, and the right focus and perspective. I have asked John Smith, Vice President and Partner from Kellen James in Phoenix, Arizona to comment on this for our
Finding Sales Talent Read More »
Hello ToddCohen.com Sales Community, Are you in a position to be a coach to someone? The answer is “YES”! It does not matter if you are a sales manager or an individual contributor. You can always find an opportunity to coach and offer counsel to other sales professionals in your real and virtual world. I
Coaching vs. Telling Read More »
Dear ToddCohen.com Sales Community, Are you prospecting and creating quality business? In other words, are you bringing business to the able that is profitable, actionable, and is a win-win for both parties? Let me suggest that as we go forth and prospect and develop business, always ask yourself, “Is this good business?” Does it make
Prospecting for Quality Business Read More »
Dear ToddCohen.com Sales Community, As many of you know, my work and passion is very much about helping companies build successful sales culture. I have been doing some formal and informal research the last few months and have been asking the question “What does sales culture mean to you?” Here are some more answers: “Sales
Sales Culture Part TWO! Read More »
Dear Todd Cohen Sales Community, Hello! I am back and ready to blog! Thanks to all of you in the ToddCohen.com Sales Community who were sending me emails and calling to see where I was! In short, I learned the hard way that moving and keeping up with your blogging is not easy! Some updates:
Dear Todd Cohen Sales Community, Which do you think is better? Quantity of sales calls or the quality of sales calls? As one who was raised (in sales) in a time when we were strictly measured against metrics, one might say that making many calls is the most important thing. Make as many calls as
Quality vs. Quantity Read More »
Good Morning ToddCohen.com Sales Community, Yesterday I was talking with some sales professionals who were concerned about their product being seen as a commodity. This is certainly not the first time I have heard this. It happens to all sales professionals at one time or another. I am often asked how I deal with that
The Difference Is Service Read More »
Dear ToddCohen.com Sales Community, It’s time to really rant again! Three weeks ago today, I was given a proposal for services by a local company. Do you know what? Not only was the proposal poorly done, but also the vendor has yet to call me and see if I have received said “proposal” and if
Where Is the Follow Up? Read More »