Sales culture insights to help empower your team
and energize your business.
Sales Culture Blog
Second Excerpt from my Upcoming Book on Sales Culture
Todd Cohen.com Sales Community,Here is a small excerpt from my 5th chapter from my book on Sales Culture. Here I am beginning to set the stage for the Virtual Team."......Specifically, the sales professional is responsible for understanding the needs of the client and translating those needs to the virtual team in his/her company. This joint work is demonstrated when a sales representative’s shares his/her perspective when thinking about how to close the deal with a Human Resources (HR) person. For example, sales leaders need to build a sales team. Job descriptions need to be written with the help and support of HR. It is incumbent upon HR and sales to communicate crisply and succinctly about job responsibilities, skills, and aptitudes, ...
Cadillac (Wo) man
ToddCohen.com Sales Community,Yesterday was a scientific experiment for me. Here is what transpired. In a few months my car lease expires I need to think about a new car and that is exciting for me. So many choices and so many ways to go! Yes, I love cars! I have been looking passively at may different models and one that has caught my attention is the Cadillac CTS. I know, I never ever thought I would be caught dead in a Caddy dealership. Junky cars serviced by indifferent service departments. However, I have been looking for signs of an American car resurgence and I think the last few years have seen the beginnings of that. Ok, back to my story.I ...
Tweeting to Closed Business?!
ToddCohen.com Sales Community,Are you using the vast array of social media tools to help you close business? No doubt that tools like Twitter and Facebook have changed the landscape of how we do business, and help get our value proposition "out there". So that we are clear, I am not an "expert" in social media (although it seems to me that suddenly everyone else is!). I am looking for your thoughts and impressions on how you use Twitter or Facebook.To that end, I recently interviewed Chuck Sacco the CEO of PhindMe Mobile about this topic. Chuck and I had a great discussion about Twitter and here are a few of Chucks thoughts about social media and sales: " the ...
Please! Gimme a Break!
ToddCohen.com Sales Community,In the last few months I have counted no less than 20 different sales gurus claiming they have THE answer to selling in this recession. The titles all start the same way - “the 10 things you need to know…..”, or “The 5 new things you can do…..” or my favorite “The 55 new skills you need to Sell…..” I am serous! I am actually saw that one. No joke. Sales is simple. If you need 55 new skills, then I would be very concerned about your role as a selling professional. That however is another story. One such guru said the answer is to make “more calls” and do “more entertaining!” Are you kidding me? Another one ...
Keynoting at the MSPA
Dear ToddCohen.com Sales Community,Exciting times about here! I am excited to share with you that I have been selected to be the keynote speaker at the annual meeting of the Mystery Shopping Providers Association of North America! This group meets on early October and I will be speaking on one of my favorite and timely topics " Build Your Business by Using a Virtual Team".I am very honored to be a part of this group meeting and successes! For more information on my talk, check out the events section on the Mystery Shopping Providers Association website in the "events" section. I hope that you will stay tuned for more details as they emerge! I will be ...
What is Sales Culture Selling? Another Excerpt fromy my Upcoming Book
Dear ToddCohen.com Sales Community,I hope you will enjoy this excerpt from my upcoming book on Sales Culture:"Sales culture selling is different. Why is this true? We can start with our world today. Organizations, as well as the world, are complex. There are new needs for collaboration, integrating an independently-minded workforce with unlimited access to information. Competition and decision-making have taken on new levels of importance. When we consider what it actually takes to get something done, we realize that we need to know what everyone else is doing. How might their activities conflict with what we are attempting to do? Even more importantly, how do they conflict with what we need them to do for us?Selling is a tricky ...
ToddCohen.com is Updated and Ready for Viewing!
Dear ToddCohen Sales Community,ToddCohen is updated and refreshed!I want to invite you to take a tour of my newly updated website. I have added new content and and take a look at Todd Cohen Talks Sales Culture, my current video.I hope you enjoy it!Good Selling!-Todd
Sales is not an “If”
Dear ToddCohen.com Sales Community,Sales is precise. We have talked in the past that what we do is an art and a science. It is a skill and it takes time to hone it to perfection. Sales is not about the "if". Let me explain. I have been listening to different sales people lately and I seem be hearing a great deal of:"If only the economy was better, I could have......" "If the product was better I could..... "If the CEO would only take my call...." "If I could just get in front of so and so......... "If .....and so on.I think you get the point! Sales is not about the "if". It is about the "I can" and "I will". Sales Professionals ...
Outsourcing Sales? Do they work?
ToddCohen.com Sales Community,Recently, I have been asked to comment on the viability of a virtual sales team. In other words, a sales team that is contracted to work on behalf of a company to sell their products and services. These virtual teams are, in essence, hired guns or outsourced sales teams. They are hired to do a job for many different companies and have no allegiance or true connection to the company, its credo or its mission. Now, before I go on, let me make a clear distinction: In the consulting and training work in my area of expertise of developing a sales culture, I often speak of the importance of creating a virtual team. This means the sales professional ...
An Excerpt from my Upcoming Book on Sales Culture!
Dear ToddCohen.com Sales Community,"So you don’t want to be in sales? Sales people are full of themselves. They say and do anything to get you to buy. They are your best friend until you buy. Then you never hear from them again. If you want to really know what a product does or about its value to you, you need to talk with someone else. Can you even find that other person? What happens if your product is unsatisfactory? A nightmare has begun.""......As the world changes, so must we all change to accommodate or we fall behind. Creating a culture in which all in your organization feel a part of the sales process is what a sales culture is all ...
Most Popular Posts
MoreUpcoming Events
Copyright © 2008 Todd Cohen. All rights reserved.
Please do not copy, cite, or reproduce
without author permission. Terms & Conditions.
Brought to you by SalesLeader, LLC
Website by Whiteboard Media
Strategic Marketing and Communications by Zer0to5ive
Photography by Richard Green Images
Podcasts by Lubetkin and Co.