Sales Techniques

Coaching. Coaching. Coaching.

Dear Todd Cohen.com Sales Community, Coaching. It is continuous and ongoing. Right? Of course you know this. As we continually evolve our sales culture, coaching is the center point for you as a sales leader to do correctly. Coaching happens in both a planned and serendipitous manner. It happens all of the time, and as a sales leader you […]

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Old School and Proud of It

Dear Todd Cohen Sales Community, Earlier today, I received an out-of-office notice that ended with the following phrase “and here is my number if anyone actually still uses a phone.” I laughed hard, and then I stopped to think about the irony of that. With the advent – wait, the ONSLAUGHT – of social media and

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The Joy of Referrals

Dear ToddCohen.com Sales Community, Hey…what gives? Where is the core understanding that we as sales professionals live and die by our ability to proactively share and refer our trusted colleagues to people we know? Hello? Are you listening? Creating a sales community and a sales culture depends on many things, and high on that list is understanding the

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Upselling in a Down Market

Philadelphia-based wealth management sales expert Jerry Block, vice president and sales director with Bank of New York-Mellon (BNY-Mellon), will be the guest on the March 3 episode of “Let’s Talk Sales Culture,” the Internet based live call-in radio show hosted by Todd Cohen, the Philadelphia-based president of Sales Leader LLC. Block, a veteran sales and

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Five Things You Should Know to Bridge the “Sales and Marketing Divide”

Dear ToddCohen.com Sales Community, Does Marketing feel more like “overhead” than a true enabler of sales?  Is Sales struggling to penetrate new accounts or to gain greater wallet share from existing customers? And why does it seem as if your sales and marketing organizations are on two different planets? Join me as I welcome marketing expert

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Your Call to Action!

Dear ToddCohen.com Sales Community, Welcome back from the holiday and welcome to the New Year. I trust you all had a restful and happy holiday. 2009 is here, and we are jointly accountable for a fast and aggressive start. Later this morning, you will most likely see my January newsletter, and in it I speak about a “Call to Action” for

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No Thank You

Dear ToddCohen.com Sales Community, Are you tired of hearing the excuse that the economy is THE reason for deals not getting done? Is this the first thing you hear when you are asking your sales reps? Is this the first thing you find yourself saying when asked why this deal or that deal have not closed? Here

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