Sales culture insights to help empower your team
and energize your business.
Line of Sight
Can you see revenue? Can you see profits?Seriously – regardless of what job you do – you must be able to be able to specifically and absolutely trace what you do to the client saying “yes” and signing a deal. This is the true essence of building a Sales Culture and creating amazing virtual teams.In other words, you must have a “line of sight” to the deal!I have said and written many times that the most basic element of a sales culture is that “everyone is in sales” It’s true – everything we do and every interaction is a selling situation. You have the amazing and exciting opportunity to make what you do a vital part of the sales campaign ...
You are not entitled.
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. In fact I believe that a basic requirement to achieve the status of great sales professional is to rise above all feelings of entitlement.I have seen many great sales professionals and I can say a common trait amongst all of them is that they do not go through there careers thinking they are entitled or anyone owes them a single thing. These people ...
Increase your RPi (Relationship Portability Index)
If you have a great RPi, your network and your virtual team grows and grows. Another way to think of this is: Your relationships are “platform neutral.”
Todd Cohen Named Sales Executive in Residence at Temple University
Todd Cohen, principal of SalesLeader LLC and an accomplished and sought-after public speaker, has been named Sales Executive in Residence at the Innovation and Entrepreneurship Institute (IEI) of the Fox School of Business, Temple University, through the 2011 academic year.
An effective virtual team and sales culture
An excerpt from the upcoming Sales Culture book "Never Sell Alone"I see examples of effective virtual teams and sales cultures everywhere I go. I see so many 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 what they have to do and know how to engage people, the organizational managers say, “Yes, go to work and be on the team.” No distractions on competing priorities are presented by different levels of functional bosses.The virtual team members’ biggest challenge might be time management. The balancing of functional responsibilities and virtual team responsibilities to the customer can be tricky. One way to bring clarity to ...
The 5 Most Important Words
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 asked me if "I knew the 5 most important words of networking" ? The answer is simple. Get out your pen and get ready..." I received your name from" and the SECOND most important 5 words are " I am giving your name to...."Networking is all about being proactive. Listening to what people do and making sure that when you have a reason to refer someone to someone else you DO IT. Too often people think networking is ...
Sales is NOT a 5 Letter Word!
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. Its 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 word" and we all sell. In my work lecturing helping companies build their Sales Culture, the one consistent thing is that when we show people how much of what they do has a selling component to it, its easy to see how we all sell. It's exciting to then understand how your role in a sales campaign enhances your ability to impact the bottom ...
“Thank You Joel….”
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 talk about my days at Xerox and most importantly be able to say "thank you".In 1984, as a senior at Temple University I was in the hunt for a job and Joel was on campus representing Xerox. I interviewed with Joel and still remember it vividly. I also remember a question he asked me during the interview when he handed me a pencil and ...
Sales Professional versus Sales Representative: the Culture Differences
Dear ToddCohen.com Sales Community,Lately much of my speaking and training has been focused on the (vast) differences between sales reps and sales professionals. They have two different modes of operation and styles of work. Sales reps are focused on the present, the here and now of a specific sale. They are fully engaged in providing product information and getting a contract signed. There is usually not too much complexity in this task or role, except when you need your organization behind you, which is all of the time.Sales professionals are focused on the sales campaign and the virtual team of supporters who contribute much expertise to the close of the sale. They deal with more complexity and a collaborative sales ...
Cadillac (Wo) man
ToddCohen.com Sales Community,Yesterday was a scientific experiment for me. Here is what transpired. In a few months my car lease expires I need to think about a new car and that is exciting for me. So many choices and so many ways to go! Yes, I love cars! I have been looking passively at may different models and one that has caught my attention is the Cadillac CTS. I know, I never ever thought I would be caught dead in a Caddy dealership. Junky cars serviced by indifferent service departments. However, I have been looking for signs of an American car resurgence and I think the last few years have seen the beginnings of that. Ok, back to my story.I ...
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