Todd Cohen

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 ...

“Can I Be Honest With You?”

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 ...

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.

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. ...

Prospecting for Quality Business

Dear ToddCohen.com Sales Community, Are you prospecting and creating quality business? In other words, are you bringing business to the able that is profitable, actionable and is a win-win for both parties? Let me suggest that as we go forth and prospect and develop business, always ask yourself, "Is this good business?" Does it make business make sense? Can my company deliver it and make a profit? Will it stand out as business that the company can act on and deliver? These are all good questions that great sales professionals constantly challenge themselves with. It is true that we can get caught between bringing any business to the table and knowing when to bring forth the right ...

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 –

I am Back!

Dear Todd Cohen Sales Community... Hello! I am back and ready to blog! Thanks to all of you in the ToddCohen.com Sales Community who were sending me emails and calling to see where I was! In short, I learned the hard way that moving and keeping up with your blogging is not easy! Some updates: *The new ToddCohen.com is about a month away and I am sure you will like it! Many of you have offered great insight and thoughtful suggestions I thank you! Please keep the ideas coming. *I am holding off on my next newsletter until the new ToddCohen.com is ready. Stay tuned. *I am busy writing my next white paper titled " Creating Great Sales Cultures". ...

Quality vs. Quantity

Dear Sales Community, Which do you think is better? Quantity of sales calls or the quality of sales calls? As one who was raised (in sales) in a time when we were strictly measured against metrics, one might say that making many calls is the most important thing. Make as many calls as you can and you will be successful. I do agree that activity is critical and a key party of being a successful sales professional! In fact, in the world of sales management this is still very important-making sure that your team is keeping activity high. That has not changed. However, times have changed in some ways.  In many cases, what we sell has ...

Where is the follow up?

ToddCohen.com Sales Community, Its time to really rant again! 3 weeks ago today I was given a proposal for services by a local company. Do you know what? Not only was the proposal poorly done, the vendor has yet to call me and see if I have received said "proposal" and if I had any reaction. Nothing. Nary a phone call, a email, a telegraph, carrier pigeon..nada, zip, silence. I keep checking my phones for a dial tone-still working. My PC has not suffered any email outages-still receiving. What kind of selling is that? I will tell you. Lousy selling. In fact, its not selling at all. What it is says ...

Sales Culture.

Dear Sales Community, I want to start a new conversation right now. I am always talking about and being asked my opinion on what makes a great sales culture. This is an important and critical topic for the sales community. Our profession is always changing. 2007 brought significant new advances in technology that brings new products and services....and then this brings new complexity to how we sell. This means that how well we sell is in part due to the sales culture empowering us. Right? Right! I recently posed the following question to colleagues and associates from my Linked-In network: " When you think of sales culture what is the first thing that comes ...