"As part of my initiative to build Sales Culture
I'll post my thoughts on the topics of the day"
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! ...
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 ...
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 ...
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