Sales culture insights to help empower your team
and energize your business.
Learn Essential Selling Skills
ToddCohen.com Sales Community, I am pleased to announce the availability of a new workshop "Essential Selling Skills" to be held December 12th, 2008 in Philadelphia. Workshop Description
... "Essential Selling Skills" This workshop describes a set of essential skills to ensure a successful sales organization. These skills are personal, relational, and business-focused. When mastered, they enable the sales leaders and professionals together to create a sales culture that ensures a return on the investment of their efforts. Integration of these skills into the sales workflow, the supporting organization, and individuals’ selling routines is a formula for success. Audience: The intended audience for this workshop is everyone who is interested in contributing to a sales culture. Sales
The Most Valuable Component
ToddCohen.com Sales Community~ Here is a question to think about as we enter the last quarter and 2009. How do you leverage the value of your customer relationships, both for yourself and for your customer? You are in this business relationship together and so you are both actually selling to each other, since both will benefit from the others’ success. You, yourself, will make it your business to work collaboratively to establish trust and a sense of interdependence between you. Your customer is the most valuable component of your business, to say the least. You must, I repeat, must leverage that value to create your own success. When a customer complains, expresses concerns or dissatisfaction, or even says “ No” ...
Sales Rep or Sales Professional?
ToddCohen.com Sales Community,The moment of truth has arrived! It is time for you to ask yourself the most important question of your sales career? Who are you? I dont mean in a human sense but in a professional sense.Are you a sales rep or a sales professional? As someone with sales career (and we are all in sales) we need to always ask ourselves which category we fall into. Do you know the difference? This topic has been one of intense and interesting debate lately not only with my clients but in the sales community as well. How do we know? Is it easy to tell? One simple way to think about this is that a sales professional is one who thinks of his or her territory as a complete business ...
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 ...
Momentum is KING
ToddCohen.com Sales Community: Q3 is Here......yes, it has snuck up on us and now we have to keep the momentum strong. It is now more important then ever that we each hold ourselves accountable for keeping up the momentum. If we are to leverage what we have started and finish the year at or above plan we need to keep the momentum strong. Great sales leaders leverage the positive and at the same time ratchet things up.Momentum is KING. How can we keep up the momentum?Increase you field travel where possible and cost effective. You will accelerate more deals by being in the field as much as possible. This is excellent coaching time-in real time. Prioritize your field travel to ...
Sales AND Marketing – It’s AND not VS.
ToddCohen.com Sales Community,I was in a meeting yesterday with a client and we were having a spirited and engaging conversation around the topic of sales and marketing working as a team. Now to great sales professionals this is a basic tenet of our job. To be a great sales culture, sales and marketing need to be aligned, on the same page, in synch or whatever saying you prefer - you get the idea.Wait, not everyone does though....the conversation yesterday was with people who DO get it, but I am still amazed at the people who cant get this fact and think that sales and marketing is actually sales vs. marketing. Its NOT. Wake up! We ...
Sales Culture and Service!
Hello ToddCohen.com Sales Community!Here is a thought for the day.....have you though about the fact that great sales cultures are built on delivering great service? OK, maybe this is not your first and last though of the day, but as sales professionals and part of the overall sales community we must be the ones who are experts at delivering exceptional service to our clients. This is really not a negotiable point.
I believe passionately that there is a strong correlation between the concept of delivering great service (which is selling, albeit subtle) to creating a positive brand image in the mind of the client and this will of course directly affect the revenue line. So, to that end ask
...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 ...
Almost There
Dear ToddCohen.com Sales Community,Its amazing ( well at least to me)! On June 4th we will celebrate our first full year of building the ToddCohen.com Sales Community! How does a year go by so fast?....Well, to that end, several new things are about to happen. First, you will be seeing the new and upgraded ToddCohen.com website. We have made many upgrades to the technology and added great new features. I have just finished recording video and more podcasts. Many great people writing timely articles for us to learn from as a community.On the heels of the new ToddCohen.com, my new corporate website, SalesLeaderLLC. com will be launched as well. ...
Sales Culture Part TWO!
Dear ToddCohen.com Sales Community,As many of you know, my work and passion is very much about helping companies build successful sales culture. I have been doing some formal and informal research the last few months and have been asking the question" What does sales culture mean to you"? Here are some more answers: “Sales culture is the sum total of all the informal behavioral interaction between people, within the organization and between the staff and customers. It starts at the top and pervades all levels of the organization. These behaviors will tend to fall into one of these behavioral categories: rigid, coherent or diffuse. Coherent behaviors are the ones that engage people – staff as well as customers – ...
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