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 […]
“…But It Feels So Good…” Read More »
Lately, I’ve been thinking about what makes certain sales professionals better than others. More specifically, what gives some sales professionals that “edge”? Do elements just exist naturally within the DNA of great sales professionals that you can’t teach? There are many factors that set certain sales professionals apart from the rest, and today I’m declaring
Intuitive Curiosity? – A Sales Professional Skill! Read More »
This past week during one of my Sales Culture Workshops a client asked me, “How can I fix a bad sales relationship?” That’s a great question—and it has a very simple four-part solution: Just ask. It’s not complicated, and it’s not mysterious. One thing I see salespeople doing incorrectly is assuming that they know what
Fall on Your Sword – 4 Steps to Fixing a Bad Sales Relationship Read More »
Dear ToddCohen.com Sales Community, Forgive me, for I am about to rant a bit again. I am trying to understand why, when given a personal referral, sales professionals wait to call that warm lead? Please help me understand this one! Anyone? Hello? What am I missing? When we are given a lead, this is a
WHAT Are You Waiting for? Read More »
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 ToddCohen.com Sales Community, Sales is precise. We have talked in the past that what we do is an art and a science. It is a skill, and it takes time to hone it to perfection. Sales is not about the “if.” Let me explain. I have been listening to different sales people lately and
Sales Is Not an “If” Read More »
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
Old School and Proud of It Read More »
Everyone is in sales. What does this mean? You may work in research and development, or in finance, or in technology, or perhaps in human resources. Your job title might even refer to serving the customer. The real fact of today’s complex and turbulent world of products and services, solutions, and continuous change is that all
Everyone Is in Sales: Creating Sales Culture Read More »