"As part of my initiative to build Sales Culture
I'll post my thoughts on the topics of the day"
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 ...
Good Morning ToddCohen.com Sales Community- Ok, I its time to confess my secret. I see sales people everywhere. Every time I interact with someone I see some element of selling. I have always said that "Everyone is in Sales" and I see it all the time. Do you see it? The Barista at Starbucks, flight attendants and ticket agents ( including one excellent agent from Northwest Airlines who recently went above and beyond to help me) the locksmith I had to recently use and so on. So why do I think that these are all sales people in some fashion? One is that they are all engaged with a client and are trying in some fashion to help and serve. How they handle there duties leaves an impression on me and will certainly influence ...
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 ...
Dear ToddCohen.com Sales Community- It time for "Todd's List of Annoying Sales Talk"....or something like that. I actually just invented this today after hearing a speech where the presenter answered every question the same way by starting with "I want to be frank with you" or " I want to be honest here". Seriously folks how many times have we as sales professionals started to answer a question posed to us by a client with something that sounds like " "Let me be honest" or " Can I tell you the truth?" .. We all do it and we are all guilty of using these awful starters when in fact we are not being dishonest or disingenuous at all. The issue with using these type of phrases is that they cast a doubt in the clients mid that you are actually ...
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 ...
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.
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