Happy Holidays!

Peace on Earth, Goodwill to All, Sales Culture for the Masses and Plenty of Closed Deals in 2010!In some ways this is my favorite newsletter to write.  It's the one where I put my Sales Culture work aside and express a few simple thoughts to you.2009 has been a challenging year.  It can be tough to keep a perspective on things and remain upbeat and positive.  It's at times like this I keep reminding myself what I am deeply grateful for.  So with your permission, here is my list:I am eternally grateful for my health.  I will never take that for granted. Thank you to my friends ...

Just Do It ( Right) the First Time

ToddCohen.com Sales Community,I am exhausted! I have heard enough excuses this past week why people are not closing deals!  I think that the time of year makes sales reps and some sales professionals a bit crazy and this year is not an exception!  We are all in the mode to work to do everything we can to get the deals closed and invoiced.  So, here is the deal -do you want to close more deals?  Do you want to raise your close ratio and your profit ratio?  Then get it right the first time!I have taken the time to look at more proposals and listen to additional sales calls these past few weeks and the one thing that has become ...

Respect the Hierarchy; Work the Matrix

ToddCohen.com Sales Community,You are in a big company and most likely there is  a hierarchy that exists.  You need help.  What can you do?  Well,  the first thing you should be doing is building your virtual team to deliver the client solution.  Your Sales Culture demands it!  You need to ask people to help and lend their talents and expertise.  That's the essence of the Sales Culture!I want to use this blog entry to create a conversation around the hierarchy which you need to expect and your right to work in the matrix ( the flat organization)or an organization where you can pick up the phone and engage anyone!  You are accountable to inform all relevant parties of someones involvement, ...

Why Sales People Fall Short!

Dear ToddCohen.com Sales Community,In response to you requests, here is my list of  the "Top Reasons why Sales Reps don't close the deal"1. Failure to ASK for the Order. (ASK! You have earned the right.) 2. Failure to create and leverage a Virtual Team (a.k.a. your own Sales Culture) 3. Taking a "NO" as a NO instead of  needing to "KNOW" more. 4. Poor negotiation skills-failure to find a "win-win". 5. A mismatch between your offering and the clients pain points. 6. Making it about price and not about value. 7. Not getting all the "cards on the table". 8. Missing the BIG Picture and the client feeling under served9. Not reviewing the contract early enough. 10. Rushing the deal and not building rapport. 11. Lack of confidence in yourself ...

Your Call to Action!

ToddCohen.com Sales Community,Welcome back from the holiday and welcome to the New Year.  I trust you all had a restful and happy holiday.   2009 is here and we are jointly accountable for a fast and aggressive start.  Later this morning you will most likely see my January Newsletter and in it I speak about a “Call to Action” for the new year.I have a question for you now: what is your “Call to Action” for your sales teams?Quite literally this is the week that we need to set the tone and direction for the entire year. How your team sees you behave this very week is how they will see the year. If you hit the week ready to roll and act they will do ...

“Text 77950″ ToddCohen.com goes Mobile!

Dear ToddCohen.com Sales Community,I am pleased to announce that ToddCohen.com has gone mobile!  You now have two new ways to get great sales coaching and sales tips delivered right to your mobile device.If you would like to join the new ToddCohen.com Mobile Sales Community, text "ToddCohen Join" to 77950 to receive messages and updates on events happening with ToddCohen.com and you can text "ToddCohen Sales Tip" to 77950 to get a sales tip to hep you close more business!I have established my new mobile presence with the help and partnership of PhindMe - THE Leading Mobile Marketing company!  I have been an advisor on creating their Sales Culture and what they are doing is changing the way we live, communicate and ...

What Motivates your Sales People?

Todd Cohen.com Sales Community,As a sales leader we have firmly established your most important role is to develop, coach and mentor your sales team.  Right?  Right.  You will succeed by having well trained and developed sales professionals who deliver revenue.   Now, the question I want you to think about is this -  do you know what motivates your people? Have you taken the time and really thought about each of your sales people and what is each individuals motivation to be at your company and be successful?  Is it money?  Is it challenge or the opportunity to work for a solid company?  Is it for future advancement?  Do you know what actually gets your people up each and every day, brings them to work and motivates them to be successful?  If you do not know, then I want to suggest to you that you  are accountable  to know that.  This ...

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