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Sales Culture Blog
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 ...
The 5 Most Important Words
Dear ToddCohen.com Sales Community,I was having breakfast with my friend Dr. Richard Marcus today and he had the most amazing thing to say.Richard is a consulting psychologist and is highly regarded in his field - and after our conversation I am again reminded why. We were talking about networking and how that is truly the lifeblood of how business moves. Richard asked me if "I knew the 5 most important words of networking" ? The answer is simple. Get out your pen and get ready..." I received your name from" and the SECOND most important 5 words are " I am giving your name to...."Networking is all about being proactive. Listening to what people do and making sure that when you have a reason to refer someone to someone else you DO IT. Too often people think networking is ...
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 ...
Never Sell Alone
Dave and Janice are both successful sales professionals selling complex IT products and services. Both have had good long runs of meeting and exceeding quotas and expectations. Both have made very good money and enjoyed all of the kudos and benefits of their success.But now, things have changed.The economy is bad, clients are pulling back and business is simply not growing. In short, Dave and Janice are faced with essentially the same dilemma.They, like you, may be asking these questions:What can I do to sell differently? What can I do to develop new and profitable clients? How can I do a better job ferreting out new opportunities ...
Sales is NOT a 5 Letter Word!
Dear ToddCohen.com Sales Community,Shhhh, don't let anyone hear me tell you this, but you are IN sales! It's OK, don't panic. Take a few deep breaths. Its true. It does not matter what you do, whether you are employed or in a career transition.Intriguing to me is when people think that sales is a "5 letter word" and we all sell. In my work lecturing helping companies build their Sales Culture, the one consistent thing is that when we show people how much of what they do has a selling component to it, its easy to see how we all sell. It's exciting to then understand how your role in a sales campaign enhances your ability to impact the bottom ...
“Thank You Joel….”
Dear Todd Cohen.com Sales Community,Do you remember the person who hired you for your first job? I do and today I had the very great pleasure of having lunch and a wonderful time with my first manager, Joel Mickelberg. I have not seen Joel in 15 years and it was amazing to reconnect with him and talk about my days at Xerox and most importantly be able to say "thank you".In 1984, as a senior at Temple University I was in the hunt for a job and Joel was on campus representing Xerox. I interviewed with Joel and still remember it vividly. I also remember a question he asked me during the interview when he handed me a pencil and ...
Sales Professional versus Sales Representative: the Culture Differences
Dear ToddCohen.com Sales Community,Lately much of my speaking and training has been focused on the (vast) differences between sales reps and sales professionals. They have two different modes of operation and styles of work. Sales reps are focused on the present, the here and now of a specific sale. They are fully engaged in providing product information and getting a contract signed. There is usually not too much complexity in this task or role, except when you need your organization behind you, which is all of the time.Sales professionals are focused on the sales campaign and the virtual team of supporters who contribute much expertise to the close of the sale. They deal with more complexity and a collaborative sales ...
Second Excerpt from my Upcoming Book on Sales Culture
Todd Cohen.com Sales Community,Here is a small excerpt from my 5th chapter from my book on Sales Culture. Here I am beginning to set the stage for the Virtual Team."......Specifically, the sales professional is responsible for understanding the needs of the client and translating those needs to the virtual team in his/her company. This joint work is demonstrated when a sales representative’s shares his/her perspective when thinking about how to close the deal with a Human Resources (HR) person. For example, sales leaders need to build a sales team. Job descriptions need to be written with the help and support of HR. It is incumbent upon HR and sales to communicate crisply and succinctly about job responsibilities, skills, and aptitudes, ...
Cadillac (Wo) man
ToddCohen.com Sales Community,Yesterday was a scientific experiment for me. Here is what transpired. In a few months my car lease expires I need to think about a new car and that is exciting for me. So many choices and so many ways to go! Yes, I love cars! I have been looking passively at may different models and one that has caught my attention is the Cadillac CTS. I know, I never ever thought I would be caught dead in a Caddy dealership. Junky cars serviced by indifferent service departments. However, I have been looking for signs of an American car resurgence and I think the last few years have seen the beginnings of that. Ok, back to my story.I ...
Please! Gimme a Break!
ToddCohen.com Sales Community,In the last few months I have counted no less than 20 different sales gurus claiming they have THE answer to selling in this recession. The titles all start the same way - “the 10 things you need to know…..”, or “The 5 new things you can do…..” or my favorite “The 55 new skills you need to Sell…..” I am serous! I am actually saw that one. No joke. Sales is simple. If you need 55 new skills, then I would be very concerned about your role as a selling professional. That however is another story. One such guru said the answer is to make “more calls” and do “more entertaining!” Are you kidding me? Another one ...
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