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Do you have RP?
Your business relationships are as important as your long term investments. How much time do you think about the value and strength of your business relationships? Are they as strong as you think? Are you truly able to leverage your business relationships throughout your sales career? In other words, do you have “RP” or “relationship portability”?A great sales culture is made of sales professionals. One key differentiating factor that separates sales professionals from sales reps is the ability to cultivate long term relationships AND continually grow them. They also know that those relationships will stay with them as careers and jobs change over time. Another way to think of this is: "are your relationships truly based on you or are ...
Cool Sales Professionals!
Happy New Year Everyone!I have been a little slow to get my blogging back online, because I have been working on my book - but I have to share this story of some amazing sales professionals I encountered yesterday! Are you ready? I was in the supermarket and as I was leaving, I was treated to one of the best sales pitches I have ever seen. It was by a group of adorable 7 year old girls selling Girl Scout Cookies!Let me tell you why they were awesome. They asked me if I "had a moment". They asked me how I was doing and "did I like cookies?" They took the time to explain the different kinds of cookies and ...
Happy Holidays!
Peace on Earth, Goodwill to All, Sales Culture for the Masses and Plenty of Closed Deals in 2010!In some ways this is my favorite newsletter to write. It's the one where I put my Sales Culture work aside and express a few simple thoughts to you.2009 has been a challenging year. It can be tough to keep a perspective on things and remain upbeat and positive. It's at times like this I keep reminding myself what I am deeply grateful for. So with your permission, here is my list:I am eternally grateful for my health. I will never take that for granted. Thank you to my friends ...
Just Do It ( Right) the First Time
ToddCohen.com Sales Community,I am exhausted! I have heard enough excuses this past week why people are not closing deals! I think that the time of year makes sales reps and some sales professionals a bit crazy and this year is not an exception! We are all in the mode to work to do everything we can to get the deals closed and invoiced. So, here is the deal -do you want to close more deals? Do you want to raise your close ratio and your profit ratio? Then get it right the first time!I have taken the time to look at more proposals and listen to additional sales calls these past few weeks and the one thing that has become ...
Why we do what we do.
Dear ToddCohen.com Sales Community,Once in awhile our efforts are noticed and recognized. I wanted to share this note I received as the result of a speech I gave this past weekend to people in career transition. The title is "Everyone is in Sales; Using Smart Sales Techniques in Career Transition"."Dear ToddI stopped to thank you after your presentation at the meeting on Saturday and wanted to share this with you now. I think that sometimes people don't get to know how much of a difference they make in peoples lives. You do and you should hear about it.Last week was the first week that I got really stuck. Once upon a time I had a fun professional life. When my ...
“…As heard on American Airlines….”
Dear ToddCohen.com Sales Community,Sales Culture and the work we are doing to create and sustain Sales Culture is now going to be heard at 30,000 feet!I have been invited to be a part of a "Business Leaders Forum" that will be featured on the business audio channel that will be on every American Airlines flight over 2 hours during the month of June! I will be talking about Sales Culture and what that means to create success.I will be providing you more details as they become available. Please know that when I am speaking I will be speaking for every member of the ToddCohen.com Sales Community and what you all do so well every day.Good Selling!-Todd
ToddCohen.com v.4
Hello ToddCohen.com Sales Community,When you can please take a look at the latest iteration of my website, ToddCohen.com! I can't believe its been 18 months since we launched the original version and we have grown and changed so much in that time. It has been in no small part due to your input and help.Some highlights of the new ToddCohen.com:Full eCommerce capabilities A New ToddCohen.com Store with resources available for you to be a better sales professional Announcement of new white papers, Sales Culture training courses and workshops A redesigned interface New video and more podcasts coming soon A "Network with Todd" sectionI hope you enjoy the new site and take some time to browse and contribute to the blog, or perhaps sign up for ...
Five things you should know to bridge the “Sales and Marketing Divide”
ToddCohen.com Sales Community,Does Marketing feel more like “overhead” than a true enabler of sales? Is Sales struggling to penetrate new accounts, or gain greater wallet share from existing customers? And why does it seem like your sales and marketing organizations are on two different planets? Join me as I welcome marketing expert Mike Sauber to my bi-weekly BlogTalkRadio program, “Let’s Talk Sales Culture” on Wednesday, January 28, 4-5pm, to discuss the five things you should know to get sales and marketing on the same page, and driving better business results: • Why do sales and marketing often appear to be adversaries working for the same company? • How do you start to build trust between sales and marketing? • What elements should be in ...
No Thank You.
ToddCohen.com Sales Community,Are you tired of hearing the excuse that the economy is THE reason for deals not getting done? Is this the first thing you hear when you are asking your sales reps? Is this the first thing you find yourself saying when asked why this deal or that deal have not closed?Here is my response to to the "its the economy": "No thank you, I choose not to participate in the recession"We, as sales professionals have a choice. We can give in or fight back. If you have a service that a client needs, then they will do business. If the deal stalls, then get creative and make it irresistible for the client to get serious and sign. ...
“Text 77950″ ToddCohen.com goes Mobile!
Dear ToddCohen.com Sales Community,I am pleased to announce that ToddCohen.com has gone mobile! You now have two new ways to get great sales coaching and sales tips delivered right to your mobile device.If you would like to join the new ToddCohen.com Mobile Sales Community, text "ToddCohen Join" to 77950 to receive messages and updates on events happening with ToddCohen.com and you can text "ToddCohen Sales Tip" to 77950 to get a sales tip to hep you close more business!I have established my new mobile presence with the help and partnership of PhindMe - THE Leading Mobile Marketing company! I have been an advisor on creating their Sales Culture and what they are doing is changing the way we live, communicate and ...
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