Todd Cohen

10 Digits Away!

Hello ToddCohen.com Sales Community!

Email is everywhere. It rules our lives, or so it feels at times! I for one am sick of it. I like my voice-more importantly I like hearing other peoples voices! Great sales cultures depend and thrive on effective and consistent ("obsessive") communication.

Communication is the lifeblood of an organization. When you, as a sales leader have an opportunity to talk or email with someone, what do you choose? Why did you choose that manner of communication? I realize that there are some things that need to be documented, but not everything needs to be in email. I

Sales Culture.

Dear Sales Community, I want to start a new conversation right now. I am always talking about and being asked my opinion on what makes a great sales culture. This is an important and critical topic for the sales community. Our profession is always changing. 2007 brought significant new advances in technology that brings new products and services....and then this brings new complexity to how we sell. This means that how well we sell is in part due to the sales culture empowering us. Right? Right! I recently posed the following question to colleagues and associates from my Linked-In network: " When you think of sales culture what is the first thing that comes ...

WHAT are you waiting for?

ToddCohen.com Sales Community, Forgive me friends for I am about to rant a little bit again. I am trying to understand why, when given a personal referral, sales professionals wait to call that warm lead? Please help me understand this one! Anyone? Hello? What am I missing? OK, I admit this is a pet peeve.  So call me a "Type A". When we are given a lead, this is a warm lead and hence needs to be addressed immediately. There is no other way. Period. There have been times when I have made personal referrals for people and I am stunned to find out that calls to follow up have not been made. Color me clueless as to why! ...

The Innovators Club Lives Large in Philadelphia

Dear Sales Community, Networking at its finest took place on January 8th in Philadelphia! Our inaugural meeting of my new networking initiative, The Innovators Club, was amazing (standing room only!). The comments have been wonderful and very kind. I want to thank everyone who came-you made the night special and made it come alive. We could not have done it without the trust you placed in us by coming out. A special 'THANK YOU" to our speaker Chuck Sacco of PhindMe. His comments totally resonated with everyone and were very timely. If you want to know more about PhindMe, check out the website-www.phindme.mobi A final note of "Thanks" to my to co- ...

Happy New Year! Resolutions?

Sales Community! Happy New Year! Welcome to 2008 and a 12 months of sales excellence and crushing your numbers! I hope that as each of you start the new sales year today you are charged up and ready to close the business. Given the start of a new year, I admit to thinking about what my 2008 resolutions are. I know the whole resolutions thing is a bit trite and well worn, but I will take a crack anyway. So, here are my 2008 Sales Resolutions: 1-I will make every effort to take care of myself first. Take a vacation and get enough sleep. Always be thankful for my health, friends and family. Without these ...

01.08.08. Save the Date for the Innovators Club

Dear Sales Community, I am pleased to announce the first meeting of a brand new Philadelphia based networking group-The Innovators Club! This group is being started by myself and two trusted colleagues-Jim Worth and Lynda Esposito. The date is January 8, 2008! If you are interested in knowing more about the internet innovation happening right here in the Philadelphia area this group is for you. You can read more about the Innovators Club and get the details by reading the the groups new blog. The speaker will be Chuck Sacco , the CEO of PhindMe, a web based start up developing new technologies for mobile marketing. ...

Job for Life? Not!

One of my favorite parts of being a sales professional is that my skills ( and yours) are transportable. Like some other professions, we can take what we do and be successful in many places and industries. Essentially, as long as we continue to demonstrate that we can deliver the business, we should enjoy employment. The title of this blog reflects the fact that I believe we are always in some state of professional transition. Last weekend I gave a speech on using sales techniques to manage career transition. The first question I asked the group was "who in the room is in transition?" A few raised their hands. I asked it again, ...

My Interview on Career TV a.k.a. Networking at Work!

Recently I was interviewed by CareerTV, an excellent website devoted to young people understanding how to successfully navigate the world of job hunting and securing that first job! They have an amazing amount of information and timely content. I was approached a few months ago by one of their producers, Melissa Uhniat, about doing a piece on the importance of " closing the order". I was flattered by the offer and appreciate their interest in my thoughts on this topic. I am happy to share my interview with the ToddCohen.com Sales Community! I hope you find it helpful and informative. Please make sure you check out CareerTV!  It is a very well ...

I am Pissed Off.

Do I have your attention? The reason I am ...ahem....annoyed is that I have had it with the carping and complaining of some "sales people" in certain professions moaning and groaning because the market is bad now. I cannot believe the way some salespeople have become so entitled the last few years and have actually forgotten how to sell! Things have come much to easily and now that the market has turned, everyone feels like they are helpless! Get a grip. I mean right now! No one is entitled to permanent success and its time to get tough.  Stop telling me how crappy everything is.  Start telling me what you ...

Everyone is in Communications!

I was giving a speech recently on one of my favorite topics "Everyone is in Sales", when Oliver Picher, a local marketing and PR guru made the comment to me that "everyone is also in communications". He is so correct about that! Great sales professionals are not only great listeners, but they communicate well. I was very intrigued and interested with Olivers perspective on this topic, so I asked him to share his thoughts with the ToddCohen.com Sales Community. I am happy to introduce this weeks column has been written by a new guest author, the very same Oliver Picher. His article is called "A Dirty Little Secret: Everyone is in ...