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
Hello ToddCohen.com Sales Community! Here is a thought for the day: Have you thought about the fact that great sales cultures are built on delivering great service? OK, maybe this is not your first and last though of the day, but as sales professionals and part of the overall sales community, we must be the
Sales Culture and Service! 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 »
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 »
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.