Education

Just Say “NO” to NO!

“It’s so much easier to say “no!” even though there is a “yes” yearning to get out” We do all kinds of things to sabotage our success.  Things like closing a sale, getting a job offer, convincing a patient to adopt a course of treatment – the list is endless. Everyday brings countless opportunities to sell something …

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Three Words to Avoid!

There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message  to everyone around us.  These words  – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and …

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Sales Culture and Accountability: It’s About the Behavior

As a sales professional who’s developing a sales culture, what do you expect from your colleagues? Are they shaped by your expectation that they are part of a sales culture and accountable to the client and to one another? Do you engage, motivate, and inspire others in the organization to be part of sales campaigns? …

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FIRE Your Prospect!

Voicemail. Email. More voicemail. A few more emails. Wondering what is going on. Making excuses in your mind why the prospect is not calling you back. Talking with your manager about all the possible scenarios as to why the deal you have been working on (and forecasting) has not closed. More email. Maybe another voicemail. …

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Becoming a Thought Leader

Thought leaders earn respect. Sales professionals who distinguish themselves as being thought leaders are more likely to earn respect and get the deal closed. I believe this passionately and completely. Sales professionals as thought leaders? Is that an oxymoron? No! You heard it here first! I think that it is common for people to think …

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Value Proposition in the Sales Culture

What is your organization’s unique value proposition? When all employees in your organization understand the value proposition well enough to articulate it in any situation, they become highly valued members of the sales team and, ultimately, an integral part of the sales culture. Imagine if every individual in your company could articulate your value proposition …

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“…But It Feels So Good…”

Dear ToddCohen.com Sales Community, As a sales professionals, we are all accountable to drive the correct activities that produce results. We all know this. When you are thinking about your pipeline or are in a discussion about your pipeline, do you find yourself saying “Well, I feel really good about my pipeline,” or “I have …

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