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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 ...
Tweeting to Closed Business?!
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 media (although it seems to me that suddenly everyone else is!). I am looking for your thoughts and impressions on how you use Twitter or Facebook.To that end, I recently interviewed Chuck Sacco the CEO of PhindMe Mobile about this topic. Chuck and I had a great discussion about Twitter and here are a few of Chucks thoughts about social media and sales: " the ...
Please! Gimme a Break!
ToddCohen.com Sales Community,In the last few months I have counted no less than 20 different sales gurus claiming they have THE answer to selling in this recession. The titles all start the same way - “the 10 things you need to know…..”, or “The 5 new things you can do…..” or my favorite “The 55 new skills you need to Sell…..” I am serous! I am actually saw that one. No joke. Sales is simple. If you need 55 new skills, then I would be very concerned about your role as a selling professional. That however is another story. One such guru said the answer is to make “more calls” and do “more entertaining!” Are you kidding me? Another one ...
Keynoting at the MSPA
Dear ToddCohen.com Sales Community,Exciting times about here! I am excited to share with you that I have been selected to be the keynote speaker at the annual meeting of the Mystery Shopping Providers Association of North America! This group meets on early October and I will be speaking on one of my favorite and timely topics " Build Your Business by Using a Virtual Team".I am very honored to be a part of this group meeting and successes! For more information on my talk, check out the events section on the Mystery Shopping Providers Association website in the "events" section. I hope that you will stay tuned for more details as they emerge! I will be ...
What is Sales Culture Selling? Another Excerpt fromy my Upcoming Book
Dear ToddCohen.com Sales Community,I hope you will enjoy this excerpt from my upcoming book on Sales Culture:"Sales culture selling is different. Why is this true? We can start with our world today. Organizations, as well as the world, are complex. There are new needs for collaboration, integrating an independently-minded workforce with unlimited access to information. Competition and decision-making have taken on new levels of importance. When we consider what it actually takes to get something done, we realize that we need to know what everyone else is doing. How might their activities conflict with what we are attempting to do? Even more importantly, how do they conflict with what we need them to do for us?Selling is a tricky ...
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