"As part of my initiative to build Sales Culture
I'll post my thoughts on the topics of the day"
Hello 2008! I want to welcome the Toddcohen.com sales community to a new sales year! It has been a few weeks since you have returned to work. Hopefully you have done what you need to to do to get organized to get off to a fast start. I talked with you a few times last year in the ToddCohen.com weekly columns and blog about making sure you are doing the things that will help you get off to a fast start....doing the tactical things you must do! This brings me to a question I want to ask my sales community...Do you have your sales mojo? Are you mentally ready to tackle the 2008 plan and hit the (larger) ...
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- ...
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 ...
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, ...
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 ...
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 ...
Yesterday was a fun day...I had a wonderful time speaking to the sales community-in this case a group of consultants from Deloitte Consulting. I was graciously invited to speak at a staff meeting they were conducting; the topic was based on my recent white paper "Understanding Successful Sales Performance: The Sales Success Triad" and how great professional consultants are great sales professionals! That is an easy bridge to build and one that is fulfilling to cross. They were a receptive audience who understood that much of what they do every day is some form of sales activity and that reflects why Deloitte is a great firm. I was impressed with how much focus Deloitte ...
"What separates the successful salesperson from the other members of the sales community? Ask a dozen salespeople and you’ll most likely get back a dozen different responses. Is it the ability to create great leads that makes you successful, or is it a winning personality? If you’re looking at things like your charm or the size of your client lists, you’re barking up the wrong tree. Look at the basics – the simple stuff that sales professionals overlook from time to time. Things like your ability to listen carefully, respond correctly and approach clients not as a sale but as people you want to know and help solve problems. These are the things you need to focus on in
...When does "No" mean "No"? is No alway the end of your sales campaign? When you hear "no" should you pack up and just move to the next client or prospect? Has your network failed you? I have been thinking about this because lately I have been fielding some interesting calls from the sales community about what to do here. Now, I cannot speak to each of them in great detail because I was not there, but I have always held the firm belief, that the word "no" is actually a step forward in closing the sales campaign! To many sales campaign get mired down and sometimes we just need to hear "no" to know ...
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 ...
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