Todd Cohen

WHAT are you waiting for?

ToddCohen.com Sales Community, Forgive me friends for I am about to rant a little bit again. I am trying to understand why, when given a personal referral, sales professionals wait to call that warm lead? Please help me understand this one! Anyone? Hello? What am I missing? OK, I admit this is a pet peeve.  So call me a "Type A". When we are given a lead, this is a warm lead and hence needs to be addressed immediately. There is no other way. Period. There have been times when I have made personal referrals for people and I am stunned to find out that calls to follow up have not been made. Color me clueless as to why! ...

The Innovators Club Lives Large in Philadelphia

Dear Sales Community, Networking at its finest took place on January 8th in Philadelphia! Our inaugural meeting of my new networking initiative, The Innovators Club, was amazing (standing room only!). The comments have been wonderful and very kind. I want to thank everyone who came-you made the night special and made it come alive. We could not have done it without the trust you placed in us by coming out. A special 'THANK YOU" to our speaker Chuck Sacco of PhindMe. His comments totally resonated with everyone and were very timely. If you want to know more about PhindMe, check out the website-www.phindme.mobi A final note of "Thanks" to my to co- ...

01.08.08. Save the Date for the Innovators Club

Dear Sales Community, I am pleased to announce the first meeting of a brand new Philadelphia based networking group-The Innovators Club! This group is being started by myself and two trusted colleagues-Jim Worth and Lynda Esposito. The date is January 8, 2008! If you are interested in knowing more about the internet innovation happening right here in the Philadelphia area this group is for you. You can read more about the Innovators Club and get the details by reading the the groups new blog. The speaker will be Chuck Sacco , the CEO of PhindMe, a web based start up developing new technologies for mobile marketing. ...

My Interview on Career TV a.k.a. Networking at Work!

Recently I was interviewed by CareerTV, an excellent website devoted to young people understanding how to successfully navigate the world of job hunting and securing that first job! They have an amazing amount of information and timely content. I was approached a few months ago by one of their producers, Melissa Uhniat, about doing a piece on the importance of " closing the order". I was flattered by the offer and appreciate their interest in my thoughts on this topic. I am happy to share my interview with the ToddCohen.com Sales Community! I hope you find it helpful and informative. Please make sure you check out CareerTV!  It is a very well ...

December 8th.

Dear Sales Community, I want to invite any of you in the Philadelphia area to the monthly meeting of "The Company of Friends"-a great networking group that I am active with. You all know how I feel about the absolute importance of lifelong networking and Philadelphia is a city that offers so much in the form of networking groups and organizations. This group which is part of FastCompany, meets the 2nd Saturday of every month at Strayer University near the King of Prussia Mall. The meeting starts at 9:45. It is always a full house, so get your seat now. My topic will be "Everyone is in Sales-Using Sales Techniques in Job Transition". I ...

Persistence Pays Off.

I think at this time of the year, its time to make sure that you are being persistent about closing business. Not that you should be less persistent any other time of the year, but now we have to make the plan and there is little time left to do it! We have bonuses and commissions to earn and I hate to think we as a sales community are leaving any money on the table. Thats just not acceptable! I am reminded of a story about what a very good rep I used to have on one of my own teams did to close an order he needed to make the plan. He had been working with ...

Humility Counts.

Hello ToddCohen.com Sales Community... I am back after a week of dealing with the typical change of season cold....and thank you to those of you who wrote to me and asked when the blogging would continue! Your kindness touched me and I am grateful. On another note, my colleague, Dr. Janice Presser,and I both had articles published in the Business World Times last month. Her article was on the topic of humility, an area that also I speak about in my recent white paper. I am passionate on this point that great sales professionals have deep and sustaining humility. This is what I said:

"Humility is at the heart of lasting sales success. Genuine

More Sales Through More Referrals!

As a sales professional, you own your business-this is your territory, your area, your vertical market or whatever patch of earth you call you area to get out there and sell! As sales professionals, you (hopefully) are spending a great deal of time prospecting and developing clients and then CLOSING them! That also means that along the way you have developed a good relationship with your clients! So, let me ask you this....are you leveraging your relationships within your client base to ask for referrals to new prospects so that you can earn more business? Are you networking inside your satisfied clients and finding new opportunities?...Great sales professionals are always doing this! Further to the ...

Speaking about Sales!

Yesterday was a fun day...I had a wonderful time speaking to the sales community-in this case a group of consultants from Deloitte Consulting. I was graciously invited to speak at a staff meeting they were conducting; the topic was based on my recent white paper "Understanding Successful Sales Performance: The Sales Success Triad" and how great professional consultants are great sales professionals! That is an easy bridge to build and one that is fulfilling to cross. They were a receptive audience who understood that much of what they do every day is some form of sales activity and that reflects why Deloitte is a great firm. I was impressed with how much focus Deloitte ...

Time to Focus on the BIG CLOSE!

Good Morning Sales Community- Greetings from Philadelphia at 4:34 am! Let me ask you a question-Are you FOCUSED on CLOSING DEALS as we rush to the end of Q3 and the beginning Q4 of 2007? In other words, are you focusing your talents and efforts on the highest value clients and the ones most likely to close for you? One thing I have seen at this time of the year is that sales reps need to get hyper focused NOW on the deals in the pipeline that have a 75% or better chance to close. Don't get distracted! As a sales professional and as part of the sales community, we are trained that our responsibility is to make ...