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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 ...
Old School and Proud of it.
Todd Cohen Sales Community,Earlier today, I received an out of office notice that ended with the following phrase " and here is my number if anyone actually still uses a phone". I laughed hard and then I stopped to think about the irony of that. With the advent, wait the ONSLAUGHT of social media and all of the tools available to us to be visible and develop sales, the basics might be overlooked! I admit it. I am on Twitter ( SalesLeaderTodd) and Facebook and Ping and Linked In and the list goes on. I have tried to leverage technology as much as possible and enjoy it. I love this stuff! However, I use these tools selectively to communicate, network ...
“…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
The Joy of Referrals
Dear ToddCohen.com Sales Community,Hey..what gives? Where is the core understanding that we as sales professionals live and die by our ability to proactively share and refer our trusted colleagues to people we know? Hello? Are you listening?Creating a sales community and a sales culture depends on many things, and high on that list is to understand the value proposition of people you have networked with and trust - and to find ways to refer them.Referrals are the lifeblood of our work and it is more important now that we generously refer and ask for referrals to advance our business! Let me be clear - there is joy and pleasure in making referrals and that is ten fold when one comes ...
“Upselling in a Down Market”
Philadelphia-based wealth management sales expert Jerry Block, vice president and sales director with Bank of New York-Mellon (BNY-Mellon), will be the guest on the March 3 episode of “Let’s Talk Sales Culture,” the Internet based live call-in radio show hosted by Todd Cohen, the Philadelphia-based president of Sales Leader LLC.Block, a veteran sales and organization leader who has successfully built, restructured and transformed sales organizations, will discuss “Upselling in an Down Market” and take questions from the show’s audience. Listeners can hear the show at http://www.blogtalkradio.com/toddcohen, and can call in with questions for Block at +1-646-929-1341. This episode of the show airs live on Tuesday, March 3, at 4 p.m. Eastern Standard Time. A recorded podcast is available about ...
Happy Birthday Dad.
ToddCohen.com Sales Community,Today I am reminded of the way in which I learned to sell. It was by spending countless hours listening to my father sell his services as a wedding photographer to prospective brides and grooms all over the Pittsburgh area. He was passionate, engaged and caring. He spent as much time as he needed to explain what would happen that day and patently answering questions. He made his clients smile with his easy charm and sense of humor. He gently closed by promising a great day with excellent weather....and he was rarely wrong. His close rate was pretty good!My dad died in 1989 and today he would have been 77 years young. He has left his mark on ...
Be Yourself. Know Yourself. Be Passionate.
ToddCohen.com Sales Community,Recently I hosted a panel of experts on the topic of career transition and as the panel discussion was winding up, I asked this final question of the panel .." if you had one main point you want to leave us with, what would that be".? After a moment of thought, the first panelist answered "be yourself". The second panelist answered " know yourself" and the third panelist answered " be passionate about what you do"I was struck by these answers for there simplicity and clarity. It really does apply to everyone and to us as sales professionals. So, let me ask you a question: as a sales professional, are you being yourself with clients and your virtual ...
“Everyone is in Sales; Creating Sales Culture
Everyone is in sales. What does this mean? You may work in research and development, or in finance, or in technology, or perhaps in human resources. Your job title might even refer to serving the customer. The real fact of today’s complex and turbulent world of products and services, solutions, and continuous change is that all must be customer-centric in approaching their jobs. Complex times call for complex solutions. As change affects your world and that of your customers, they need you to be responsive to their ever changing needs. A virtual partnership must evolve that includes your customer and everyone in your organization. It is not enough for just your sales professionals to have this relationship. Embracing a Sales ...
Voice of the Customer (VoC) in a Recession
By Geoff RhineThe current economy is a perfect time to get the rest of your organization on-board with Sales Culture and in touch with the Voice of the Customer.With the recession, the pie is getting smaller. You can gain market share by maintaining your sales volume or achieving modest increases, while your competitors lose volume; but how do you accomplish that position? There will be market consolidation and your goal is to assure that your customers are the remaining entities. Price cuts will not capture a bigger piece of the smaller pie nearly as well as value based differentiation. Those who attempt to survive solely on price reduction are likely to see consolidation from the wrong side.Now is the critical ...
Are you Mentorvating?
ToddCohen.com Sales Community,I am hereby pleased too announce a brand new word to the international lexicon of sales vernacular! Ready? The word is "mentorvate".OK, I admit it - I talk too fast sometimes. The other day I was engaged with a client and we were talking about the main job of a sales leader. When I suggested to them the real answer "......to coach, develop, mentor and motivate....", I said it so fast it came out sounding something like "....the number one job of a sales leader is to coach, develop and mentorvate your people..."!! In case you are still trying to figure this out, I merged the words mentor and motivate, not intentionally, but a new word was born. ...
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