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.”

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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.

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Do you have RP?

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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 ...

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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 ...

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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 ...

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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 ...

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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

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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 ...

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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 ...

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