"As part of my initiative to build Sales Culture
I'll post my thoughts on the topics of the day"
As sales professionals we have all experienced something like this.... you conduct a great sales campaign, have multiple appointments and everyone loves what you are offering and you are getting definite buying signals. Your network is strong in the account! You report this deal as looking awesome in your pipeline reviews with the boss. You may have even gone as far as to let your internal resources know that some work is coming. Everything looks great for the BIG close! Then-NOTHING! The emails go unanswered and phone messages go unreturned. You slowly realize that "IT" has happened. Your client has gone "radio silent." This situation conjures up mental images of ...
I was talking with a change agent/guru this morning and we started to talk about the politics behind a sale and getting the deal closed. I started to reminisce with him about some of the deals in my early career where I believed that I had done everything right and met the prospects expectations. I was confident that I had managed and executed a good sales campaign and then the unimaginable happened-NO deal! I get a phone call or an email to tell me that they had selected another vendor. This was like getting punch and losing your wind. The deal was lost and I had no idea why.....then over time I began ...
I recently attended a networking seminar (actually an informal gathering of bright people) that was inspired by the Seth Godin book "Purple Cow". It was a fun and interesting event punctuated by excited folks sharing their entrepreneurial ideas and...you guessed it- great networking! What struck me the most was the amazing cross section of people, what they do for a living and the ideas they brought to the seminar to pitch. The concept is simple: you pitch to the group your idea and ask for feedback and advice. It is fun and energizing. Everyone I met I now consider a part of my expanding network and some have joined the ToddCohen.com ...
Many of you are naturals at the "art" of networking. Some have to work harder at it. Some are terrified to network. I have always enjoyed the process because I have always thought and believed that it is just a natural extension of what we do as sales pros! Meeting and greeting with a "mission" in mind is not a bad thing. Everyone does it. Even non sales professionals! I do think that we have to approach networking essentially the same way when we are pursuing business development or perhaps engaged in a job search. If you are skilled and comfortable at developing and nurturing relationships in your personal life, then I think you ...
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