Dear ToddCohen.com Sales Community – As we close in on the end of the year, it’s important to revisit one one the most important, simple, (at times) terrifying, and most often neglected component of a sales campaign. Do you know of what I speak? You do…I know it! It’s so simple – we need to make sure that we […]
If You Don’t ASK, You Won’t GET Read More »
Dear ToddCohen.com Sales Community, Delegation is a skill and one that we all need to be very good at if we are to be great sales leaders and build sales culture. We all know that our business is well…busy, and one of the many things we can learn to do better is to delegate and empower people. Effective delegation is
ToddCohen.com Sales Community, I am pleased to announce the availability of a new workshop “Essential Selling Skills“ to be held December 12th, 2008 in Philadelphia. Workshop Description “Essential Selling Skills” This workshop describes a set of essential skills to ensure a successful sales organization. These skills are personal, relational, and business-focused. When mastered, they enable
Learn Essential Selling Skills Read More »
ToddCohen.com Sales Community: Here is a question to think about as we enter the last quarter of 2009: How do you leverage the value of your customer relationships, both for yourself and for your customer? You are in this business relationship together and so you are both actually selling to each other, since both will benefit from the
The Most Valuable Component Read More »
Dear Todd Cohen.com Sales Community, As a sales leader, you know that your most important role is to develop, coach and mentor your sales team. Right? Right. You will succeed by having well-trained and developed sales professionals who deliver revenue. Now, the question I want you to think about is this: Do you know what motivates your people? Have you taken the time and really thought about each
What Motivates Your Sales People? Read More »
Dear ToddCohen.com Sales Community: Q3 is here…yes, it has snuck up on us, and now we have to keep the momentum strong. It is now more important than ever that we each hold ourselves accountable for keeping up the momentum. If we are to leverage what we have started and finish the year at or
Dear ToddCohen.com Sales Community- It’s time for “Todd’s List of Annoying Sales Talk”…or something like that. I actually just invented this today after hearing a speech where the presenter answered every question the same way by starting with “I want to be frank with you” or “I want to be honest here.” Seriously, folks, how many times have we as sales
“Can I Be Honest With You?” 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 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 »