Sales culture insights to help empower your team
and energize your business.
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 ...
An Excerpt from my Upcoming Book on Sales Culture!
Dear ToddCohen.com Sales Community,"So you don’t want to be in sales? Sales people are full of themselves. They say and do anything to get you to buy. They are your best friend until you buy. Then you never hear from them again. If you want to really know what a product does or about its value to you, you need to talk with someone else. Can you even find that other person? What happens if your product is unsatisfactory? A nightmare has begun.""......As the world changes, so must we all change to accommodate or we fall behind. Creating a culture in which all in your organization feel a part of the sales process is what a sales culture is all ...
Todd Cohen Sales Culture e-Learning Course is Announced!
On June 30th, I will be releasing the first in a series of Todd Cohen Sales Culture e-Learning courseware! "Essential Selling Skills" is now available for pre-order at a special price of $49.00. The normal post launch price will be $89.00 as of July 1st. Reserve your copy now!As an added bonus, I will include my companion e-book "Essential Selling Skills" at no charge.Place your order hereDescription~Everyone is in sales! This audio and e-learning course describes the skills necessary to manage effective sales campaigns. They are personal, professional, business-related, and innovative in nature and ensure that you will achieve exceptional sales results. These skills also enable your organization to build and benefit from a sales culture. Creating a sales ...
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!
……”but it feels so good…..”
Dear ToddCohen.com Sales Community,As a sales professionals, we are all accountable to drive the correct activities that produce results. We all know this. When you are thinking about your pipeline or are in a discussion about your pipeline, do you find yourself saying "Well, I feel really good about my pipeline", or "I have been having some great meetings," or perhaps "I am pretty sure I have enough to make my numbers", or " I think I can hit the targets"? Do you find yourself saying these things? STOP. Step away from the fuzzy cliches.Part of being a great sales professional is the ability to move beyond the "feel good" and demonstrate ability to translate the right activities into closeable business! ...
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