Sales Culture

Coaching vs. Telling

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 […]

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Sales Culture Part TWO!

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

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I Am Back!

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:

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Quality vs. Quantity

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

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The Difference Is Service

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

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Where Is the Follow Up?

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

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Sales Culture

I want to start a new conversation right now. I am always talking about and being asked my opinion on what makes a great sales culture. This is an important and critical topic for the sales community.

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WHAT Are You Waiting for?

Dear ToddCohen.com Sales Community, Forgive me, friends, for I am about to rant a little bit again. I am trying to understand why, when given a personal referral, sales professionals wait to call that warm lead? Please help me understand this one! Anyone? Hello? What am I missing? OK, I admit this is a pet

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