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Do you have RP?
Your business relationships are as important as your long term investments. How much time do you think about the value and strength of your business relationships? Are they as strong as you think? Are you truly able to leverage your business relationships throughout your sales career? In other words, do you have “RP” or “relationship portability”?A great sales culture is made of sales professionals. One key differentiating factor that separates sales professionals from sales reps is the ability to cultivate long term relationships AND continually grow them. They also know that those relationships will stay with them as careers and jobs change over time. Another way to think of this is: "are your relationships truly based on you or are ...
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 ...
Sales is not an “If”
Dear ToddCohen.com Sales Community,Sales is precise. We have talked in the past that what we do is an art and a science. It is a skill and it takes time to hone it to perfection. Sales is not about the "if". Let me explain. I have been listening to different sales people lately and I seem be hearing a great deal of:"If only the economy was better, I could have......" "If the product was better I could..... "If the CEO would only take my call...." "If I could just get in front of so and so......... "If .....and so on.I think you get the point! Sales is not about the "if". It is about the "I can" and "I will". Sales Professionals ...
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 ...
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, ...
“Creating a Sales Culture in the Financial Community”
Dear ToddCohen.com Sales Community, In the next episode of “Let’s Talk Sales Culture,” the Internet based live call-in radio show hosted by Todd Cohen, the Philadelphia-based president of Sales Leader LLC, Todd and his guest, Mike Hughes, a financial industry veteran, discuss creating an effective sales culture in the financial world.Join Todd for a stimulating and exciting conversation about how you can create an effective sales culture in your organization.To listen, Please click on this link 5 minutes prior to the show.To call in: 646-929-1341
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 ...
Coaching. Coaching. Coaching.
Todd Cohen.com Sales Community,Coaching. It is continuous and ongoing. Right? Of course you know this. As we continually evolve our sales culture, coaching is the center point for you as a sales leader to do correctly. Coaching happens in both a planned and serendipitous manner. It happens all the time and as a sales leader you are accountable to coach when you see the opportunity.Here is a fact for you to think about: it takes between 6 and 15 times for someone to hear a coaching message before it takes root and grows into actual behavior change. It takes multiple times and venues for you to coach to the same topic before you will see some change. This means that ...
What is your Funniest Sales Story? April 16th at 4 p.m. EDT
"What is your Funniest Sales Story?"Share it with my listeners on the next episode of my Radio Show "Let's Talk Sales Culture" on BlogTalk Radio. My guest will be Eric David, President of Team-David Associates.We air at 4 p.m. EDT on April 16th. To listen, visit BlogTalkRadio/ToddCohenTo call in with your funniest sales story, call 646-929-1341The winner will receive a special prize!
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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