"As part of my initiative to build Sales Culture
I'll post my thoughts on the topics of the day"
Dear Sales Community, Social Networking is all the rage..and I am getting involved! Read on.. "Philadelphia-based senior sales leader Todd Cohen, a consultant on successful sales strategies, has been named executive advisor in sales and marketing by technology start-up PhindMe (www.phindme.mobi). In his consulting position with the firm, Cohen provides counsel and direction for PhindMe's sales and marketing efforts. PhindMe is developing mobile marketing technologies that will enable local businesses to reach customers through cell phone-based and online content. PhindMe offers its clients easy to use content management, customer relationship management and social networking tools......." I am honored by the trust that PhindMe has placed in me. I will report back to the ToddCohen.com Sales Community from time to ...
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 ...
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 ...
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 ...
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 ...
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 ...
Cheesy title-granted, but it was what just came to mind when I was reading some responses to my earlier blog on Great Sales Leaders. One of our sales community members was remarking about managing a team of people when none of that team actually report to him. This is one version of the classic matrix organization which is a challenge to understand and "get" and takes skill to manage. Personally I have worked for several matrix organizations and it is a unique way to work. It is of course funny to me when I bring this up to different sales professionals and I get a blank stare and some of them think ...
Last night I had the honor and privilege to be a guest lecturer at Peirce College in downtown Philadelphia. I had a very exciting opportunity to speak to a marketing class on one of my very favorite topics "Everyone is in Sales." This class was comprised of bright working adults getting their degrees. They are all working and planning to get to the next level in their professional lives. We covered this topic with four main concepts...we talked about the intersection of marketing and sales, then we discussed the core idea that we are ALL in sales, from there we segued into a lively conversation on the need to develop a professional value proposition, and ...
I was talking with a change agent/guru this morning and we started to talk about the politics behind a sale and getting the deal closed. I started to reminisce with him about some of the deals in my early career where I believed that I had done everything right and met the prospects expectations. I was confident that I had managed and executed a good sales campaign and then the unimaginable happened-NO deal! I get a phone call or an email to tell me that they had selected another vendor. This was like getting punch and losing your wind. The deal was lost and I had no idea why.....then over time I began ...
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