"As part of my initiative to build Sales Culture
I'll post my thoughts on the topics of the day"
As a sales professional, you own your business-this is your territory, your area, your vertical market or whatever patch of earth you call you area to get out there and sell! As sales professionals, you (hopefully) are spending a great deal of time prospecting and developing clients and then CLOSING them! That also means that along the way you have developed a good relationship with your clients! So, let me ask you this....are you leveraging your relationships within your client base to ask for referrals to new prospects so that you can earn more business? Are you networking inside your satisfied clients and finding new opportunities?...Great sales professionals are always doing this! Further to the ...
I was reading the local paper this morning and there was a headline that read "Stock Market Soars to Record Close to Kick off the Fourth Quarter". This made me think about the fact that we are now in the last 3 months of the year and its make or break for us in the sales community! Yes, the final push is ON. Are you positioned now to close the business and beat your plan? In my last Newsletter, I asked the sales community where you will be on the last day of the year? Relaxing or standing a lonely vigil at the fax waiting for the final orders to come in? There are some basic things ...
"What separates the successful salesperson from the other members of the sales community? Ask a dozen salespeople and you’ll most likely get back a dozen different responses. Is it the ability to create great leads that makes you successful, or is it a winning personality? If you’re looking at things like your charm or the size of your client lists, you’re barking up the wrong tree. Look at the basics – the simple stuff that sales professionals overlook from time to time. Things like your ability to listen carefully, respond correctly and approach clients not as a sale but as people you want to know and help solve problems. These are the things you need to focus on in
...Good Morning Sales Community- Greetings from Philadelphia at 4:34 am! Let me ask you a question-Are you FOCUSED on CLOSING DEALS as we rush to the end of Q3 and the beginning Q4 of 2007? In other words, are you focusing your talents and efforts on the highest value clients and the ones most likely to close for you? One thing I have seen at this time of the year is that sales reps need to get hyper focused NOW on the deals in the pipeline that have a 75% or better chance to close. Don't get distracted! As a sales professional and as part of the sales community, we are trained that our responsibility is to make ...
When does "No" mean "No"? is No alway the end of your sales campaign? When you hear "no" should you pack up and just move to the next client or prospect? Has your network failed you? I have been thinking about this because lately I have been fielding some interesting calls from the sales community about what to do here. Now, I cannot speak to each of them in great detail because I was not there, but I have always held the firm belief, that the word "no" is actually a step forward in closing the sales campaign! To many sales campaign get mired down and sometimes we just need to hear "no" to know ...
Hello Sales Community... I am almost ready to release to the ToddCohen.com sales community my first white paper " Understanding Successful Sales Performance: The Sales Success Triad". In this paper I explore our sales success from the perspective of three key areas: Personal, Professional and Emotional selling traits and how they all play a major role in our continuing success as a sales community! I will let you know when its available by a ToddCohen.com Newsletter early next week-I hope you will take a moment and download , read and enjoy it. As always, I welcome your input and thoughts! I will also start a series of blog and article topics for the sales community to have ...
As sales professionals we have all experienced something like this.... you conduct a great sales campaign, have multiple appointments and everyone loves what you are offering and you are getting definite buying signals. Your network is strong in the account! You report this deal as looking awesome in your pipeline reviews with the boss. You may have even gone as far as to let your internal resources know that some work is coming. Everything looks great for the BIG close! Then-NOTHING! The emails go unanswered and phone messages go unreturned. You slowly realize that "IT" has happened. Your client has gone "radio silent." This situation conjures up mental images of ...
Do you believe in good "sales karma"? I do. I am firm believer in the old adage "what goes around comes around". I am writing this blog to the sales community today as a bit of a wake up call for us all. I just had an interesting conversation with a former colleague who was very excited about a deal that just closed! As she told me more and more about the deal and its structure , it was apparent to me that shortcuts had been taken and she was looking only at this one deal. Whatever the reasons (pressure to make the numbers, ego, etc), I was really concerned ...
As sales professionals, do you ever feel like the guy from the Dunkin' Donuts commercials? Do you get up every morning, bleary eyed and weary from the day before and think to yourself "got to build the pipeline"....? I think we all do and its completely normal. Perhaps the most essential element of what we do as sales professionals is to be constantly performing the activities that fill our sales pipeline! (If you are not, then thats another conversation!) As a sales professional, having a full and robust pipeline, is necessary to having a strong year, making great commissions and insuring a strong start to the following year. A strong pipeline is a good indicator ...
Hardly a day passes without some news agency reporting some sort of impending doom for the economy. I listen very carefully and try to make sense of it; seek out experts and ask questions. I have talked to professionals from all walks of life and everyone has some compelling vision of what is coming. Obviously, I am most concerned about helping the sales community protect itself against a downturn. I have devoted my column this week to sharing some of my thoughts about what we can do to make sure the sales keep coming in and we stay sharp! In my career, I have been through a few significant slowdowns and one ...
Copyright © 2008 Todd Cohen. All rights reserved.
Please do not copy, cite, or reproduce
without author permission. Terms & Conditions.
Brought to you by SalesLeader, LLC
Photography by Richard Green Images
Website by Whiteboard Media