"As part of my initiative to build Sales Culture
I'll post my thoughts on the topics of the day"
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 ...
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 ...
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 ...
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 ...
OK..I need to have a small "rant" for a moment or two. I think the one thing that could earn ejection from the sales community is not having a healthy respect for time! Time is respect. Period. If you make an appointment, be on time. Plan it well and think about the things that will make you late.....traffic, AIR TRAVEL delays (especially in Philadelphia!) weather etc.... There is nothing worse than showing up late for an appointment and being late with no explanations. Nothing screams disrespect more than a disrespect for peoples time! I am just amazed at how this continues to be a problem in the sales community. If ...
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