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 »
Lately, it seems to me that many people have been “debating” what is the right way to dress to see a client – especially a new client. I have always defaulted to what I have termed “full battle dress”…or simply a suit, not a sport coat and slacks, etc. I think that people make a
Dress for Success?! Read More »
Many of you are naturals at the “art” of networking. Some have to work harder at it. Some are terrified to network. I have always enjoyed the process because I have always thought and believed that it is just a natural extension of what we do as sales pros! Meeting and greeting with a “mission”
NEVER STOP NETWORKING!! Read More »
Closing the Deal. What we all strive for and what puts food on the table. There is nothing like the rush of seeing a prospect we have been cultivating finally spill ink on the contracts in the form of a signature! I have seen (and done) some pretty inventive things to close the deal. One
Why is it we have such a challenging time to see the “C” level at our accounts? Do we want to sell at the “C” level all the time? Are there times when this can hurt us? We as sales professionals have always looked for better and more efficient ways to open that door to
Getting in to See the “C” Level Read More »