What Is Your Role Increasing Sales at Your Company? How can your organization sell more and sell smarter? By creating a powerful sales culture – an environment that inspires and engages everyone in the organization to become part of the virtual sales team and support the sales efforts. In this first article of our six-part […]
How to Build a Powerful Sales Culture – Part I Read More »
Recently, I was teaching one of my Sales Culture workshops and a student asked me “What is the worst thing a sales professional can do”? The answer in my mind was an easy one and did not require much contemplation on my part. The worst thing a sales professional can do is act entitled. It’s that simple.
You Are Not Entitled Read More »
If you have a great relationship portability index (RPi), your network and your virtual team grows and grows. Another way to think of this is: Your relationships are “platform neutral.” The ultimate question is: Can you leverage your existing relationships to act as a part of your virtual sales team? Can they be part of your
Increase Your RPi (Relationship Portability Index) Read More »
How strong are your business relationships? Do your business relationships extend beyond the sales transactions you complete every day? If you changed careers would you ever hear from those people in your database again? The real question is this: Do you have RP – Relationship Portability? RP is a key differentiating factor that separates sales
An excerpt from the upcoming Sales Culture book “Everyone’s in Sales” I see examples of effective virtual teams and sales cultures everywhere I go. I see a lot of examples, but still not enough to think that the sales culture practices are commonplace and clearly understood by sales organizations. When the sales professionals thoroughly understand
An Effective Virtual Team and Sales Culture Read More »
Dear ToddCohen.com Sales Community, I was having breakfast with my friend Dr. Richard Marcus today, and he had the most amazing thing to say. Richard is a consulting psychologist and is highly regarded in his field – and after our conversation, I am again reminded why. We were talking about networking and how that is truly the lifeblood of how business moves. Richard
The 5 Most Important Words Read More »
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 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, 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 »