Increase your RPi (Relationship Portability Index)

If you have a great RPi, your network and your virtual team grows and grows. Another way to think of this is: Your relationships are “platform neutral.”

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Todd Cohen Named Sales Executive in Residence at Temple University

Todd Cohen, principal of SalesLeader LLC and an accomplished and sought-after public speaker, has been named Sales Executive in Residence at the Innovation and Entrepreneurship Institute (IEI) of the Fox School of Business, Temple University, through the 2011 academic year.

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Todd Cohen Sales Culture e-Learning Course is Announced!

On June 30th, I will be releasing the first in a series of Todd Cohen Sales Culture e-Learning courseware!  "Essential Selling Skills" is now available for pre-order at a special price of $49.00. The normal post launch price will be $89.00 as of July 1st.  Reserve your copy now!As an added bonus, I will include my companion e-book "Essential Selling Skills" at no charge.Place your order hereDescription~Everyone is in sales! This audio and e-learning course describes the skills necessary to manage effective sales campaigns.  They are personal, professional, business-related, and innovative in nature and ensure that you will achieve exceptional sales results.  These skills also enable your organization to build and benefit from a sales culture.  Creating a sales ...

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If You Don’t ASK You Won’t GET

ToddCohen.com Sales Community - As we close in on the end of the year, its important to revisit one one the most important, simple, (at times) terrifying and most often neglected component of a sales campaign.  Do you know of what I speak?  You do..I know it!  Its so simple - we need to make sure that we ASK for the order.  The other day i was conducting a training class and one of the sales professionals in the class reminded me of a phrase that I learned many years ago; "if you don't ask you won't get"...in other words, don't expect your clients to close the deal for you!May years ago, I was traveling with my manager and we had an appointment to see ...

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Learn Essential Selling Skills

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The Relationship between 6 – Sigma and Sales Culture?

Hello ToddCohen.com Sales Community! Your company has announced that it will launch a 6-Sigma program or perhaps it launched such a program a while ago.  So what does this mean for Sales?  How will it be different than the prior alphabet soup of process  and quality improvement programs like QMS, SPC, TQM, …?  Should you get involved in this and how should you participate?  Fundamentally, 6-Sigma says: Make the business processes effective and efficient by making them reliable, predictable, and focused on customer recognized value. This focus and emphasis ties into several recent topics you have seen in these columns and provides opportunities for you: Sales Culture and Value Proposition.  Read more in this months article by Geoff Rhine....

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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 ...

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“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 ...

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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 ...

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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 ...

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