Todd Cohen

Systems Driven

Hello Sales Community- How many times have we as sales professionals heard the complaint that we could not get a deal done because there was some issue with the systems at our company?  I once worked for a company that had no less than 17 billing systems!   Yes, you read that right!  17 separate and discreet billing systems. In this era of mergers and acquisitions, companies are buying each other long before they think about how to merge and integrate billing systems to make it easy for the client to do business.    Now, you may be asking yourself...."is this another Todd rant"....?  Well, sort of.  We as sales professionals cannot let this back office dysfunction get in the way of us bringing great solutions to clients problems. Just today I was taking to a coaching client of mine ...

Starbucks.

Dear ToddCohen.com Sales Community, I love my coffee ( yes, I do actually drink decaffeinated). Yes, this post has virtually nothing to do with sales and I dont care. I was finishing my walk this morning and stopped into my regular Starbucks to get my large decaf coffee. I refuse to say the words "venti" or whatever. Anyway, I am amazed that people can ask for a drink that's at least 16 different words and do it with straight face. I am equally amazed that the people behind the counters can repeat it and it gets made correctly. So, I began to think about how these people who work at Starbucks might ...

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

The Difference is Service

Good Morning ToddCohen.com Sales Community, Yesterday I was talking with some sales professionals who were concerned about their product being seen as a commodity. This is certainly not the first time I have heard this. It happens to all sales professionals at one time or another. I am often asked how I deal with that issue, and one of the first things that comes to mind is service. The service you provide as a trusted partner to a client is the difference and a large reason why people will buy from you. Now we all have heard the old adage " people buy you not the product". Guess what? It is TRUE. ...

Where is the follow up?

ToddCohen.com Sales Community, Its time to really rant again! 3 weeks ago today I was given a proposal for services by a local company. Do you know what? Not only was the proposal poorly done, the vendor has yet to call me and see if I have received said "proposal" and if I had any reaction. Nothing. Nary a phone call, a email, a telegraph, carrier pigeon..nada, zip, silence. I keep checking my phones for a dial tone-still working. My PC has not suffered any email outages-still receiving. What kind of selling is that? I will tell you. Lousy selling. In fact, its not selling at all. What it is says ...

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 ...

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 ...

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 ...

Play your Best Game!

Dear Sales Community- Those of you who know me know I am not big on sports analogies-mainly because, well, I am just not that versed in sports and all of the rules and intricacies. However, in a recent conversation with Ray Jackson, a leading expert on innovative leadership and a former professional basketball player, we started to talk about the relationship between playing a sports game and selling. ( I will admit to being a die hard Pittsburgh Steelers fan though!) Ray was talking about how the best games are won when players play at their best and not just to the level of their opponent. If you are playing a superior team, then players will rise to the ...