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Sales Culture Blog
Do you have RP?
Your business relationships are as important as your long term investments. How much time do you think about the value and strength of your business relationships? Are they as strong as you think? Are you truly able to leverage your business relationships throughout your sales career? In other words, do you have “RP” or “relationship portability”?A great sales culture is made of sales professionals. One key differentiating factor that separates sales professionals from sales reps is the ability to cultivate long term relationships AND continually grow them. They also know that those relationships will stay with them as careers and jobs change over time. Another way to think of this is: "are your relationships truly based on you or are ...
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 ...
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 ...
Outsourcing Sales? Do they work?
ToddCohen.com Sales Community,Recently, I have been asked to comment on the viability of a virtual sales team. In other words, a sales team that is contracted to work on behalf of a company to sell their products and services. These virtual teams are, in essence, hired guns or outsourced sales teams. They are hired to do a job for many different companies and have no allegiance or true connection to the company, its credo or its mission. Now, before I go on, let me make a clear distinction: In the consulting and training work in my area of expertise of developing a sales culture, I often speak of the importance of creating a virtual team. This means the sales professional ...
Find me on Twitter!
Dear ToddCohen.com Sales Community,I am now officially part of the Twitter world! I have been thinking about joining Twitter and I am now on under the name: SalesLeaderTodd.Thanks to Joe Stubblebine, the CEO JobCircle.com in West Chester, Pa. Several weeks ago, Joe was the keynote speaker at a meeting of the Innovators Club. Joe gave a fantastic talk called "Get your Tweet On;Using Twitter for Personal Branding and Business Development". Joe did an excellent job of explaining Twitter and getting us all to see the value of ...well..twittering! Thanks Joe for a great talk!So, my fellow sales professionals, please find me on Twitter under the handle SalesLeaderTodd.Good Selling and Good Twittering!-Todd a.k.a SalesLeaderTodd
Why we do what we do.
Dear ToddCohen.com Sales Community,Once in awhile our efforts are noticed and recognized. I wanted to share this note I received as the result of a speech I gave this past weekend to people in career transition. The title is "Everyone is in Sales; Using Smart Sales Techniques in Career Transition"."Dear ToddI stopped to thank you after your presentation at the meeting on Saturday and wanted to share this with you now. I think that sometimes people don't get to know how much of a difference they make in peoples lives. You do and you should hear about it.Last week was the first week that I got really stuck. Once upon a time I had a fun professional life. When my ...
Old School and Proud of it.
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 all of the tools available to us to be visible and develop sales, the basics might be overlooked! I admit it. I am on Twitter ( SalesLeaderTodd) and Facebook and Ping and Linked In and the list goes on. I have tried to leverage technology as much as possible and enjoy it. I love this stuff! However, I use these tools selectively to communicate, network ...
The Joy of Referrals
Dear ToddCohen.com Sales Community,Hey..what gives? Where is the core understanding that we as sales professionals live and die by our ability to proactively share and refer our trusted colleagues to people we know? Hello? Are you listening?Creating a sales community and a sales culture depends on many things, and high on that list is to understand the value proposition of people you have networked with and trust - and to find ways to refer them.Referrals are the lifeblood of our work and it is more important now that we generously refer and ask for referrals to advance our business! Let me be clear - there is joy and pleasure in making referrals and that is ten fold when one comes ...
Voice of the Customer (VoC) in a Recession
By Geoff RhineThe current economy is a perfect time to get the rest of your organization on-board with Sales Culture and in touch with the Voice of the Customer.With the recession, the pie is getting smaller. You can gain market share by maintaining your sales volume or achieving modest increases, while your competitors lose volume; but how do you accomplish that position? There will be market consolidation and your goal is to assure that your customers are the remaining entities. Price cuts will not capture a bigger piece of the smaller pie nearly as well as value based differentiation. Those who attempt to survive solely on price reduction are likely to see consolidation from the wrong side.Now is the critical ...
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