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 »
Dear Todd Cohen.com Sales Community, Here is a small excerpt from my 5th chapter from my book on Sales Culture. Here I am beginning to set the stage for the Virtual Team. “…Specifically, the sales professional is responsible for understanding the needs of the client and translating those needs to the virtual team in his/her
Second Excerpt from my Upcoming Book on Sales Culture Read More »
Dear ToddCohen.com Sales Community, Yesterday was a scientific experiment for me. Here is what transpired. In a few months, my car lease expires. I need to think about a new car, and that is exciting for me. So many choices and so many ways to go! Yes, I love cars! I have been looking passively at many different models, and one
Dear ToddCohen.com Sales Community, Are you using the vast array of social media tools to help you close business? No doubt that tools like Twitter and Facebook have changed the landscape of how we do business, and help get our value proposition “out there.” So that we are clear, I am not an “expert” in social
Tweeting to Closed Business?! Read More »
Dear ToddCohen.com Sales Community, In the last few months, I have counted no less than 20 different sales gurus claiming they have THE answer to selling in this recession. The titles all start the same way – “The 10 things you need to know…”, or “The 5 new things you can do…” or, my favorite “The
Please! Gimme a Break! Read More »