Management Training

The Politics of a Sale

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 …

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Networking at Work!

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, …

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The Secret of Sales Is…

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 …

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Excellent Sales Management Means to Communicate Obessively!!

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 …

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Dress for Success?!

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 …

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NEVER STOP NETWORKING!!

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” …

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Closing the Deal!

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 …

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