Sales culture insights to help empower your team
and energize your business.
“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. ...
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 ...
Your Call to Action!
ToddCohen.com Sales Community,Welcome back from the holiday and welcome to the New Year. I trust you all had a restful and happy holiday. 2009 is here and we are jointly accountable for a fast and aggressive start. Later this morning you will most likely see my January Newsletter and in it I speak about a “Call to Action” for the new year.I have a question for you now: what is your “Call to Action” for your sales teams?Quite literally this is the week that we need to set the tone and direction for the entire year. How your team sees you behave this very week is how they will see the year. If you hit the week ready to roll and act they will do ...
“Lets Talk Sales Culture” debuts on BlogTalk Radio! Next Show is January 15th at 4 p.m.
CHERRY HILL, NJ – December 19, 2008 – Sales leaders and executives can download a podcast recording of the successful launch episode of “Let’s Talk Sales Culture,” the internet based live call-in show featuring Todd Cohen, the Philadelphia-based president of Sales Leader LLC.Cohen, an expert in creating high-performance sales cultures that achieve significant improvement in a company’s sales performance, launched the program December 18 on the popular Internet talk radio service, BlogTalkRadio. Cherry Hill-based Professional Podcasts LLC is assisting Cohen with technical production of the broadcasts. The next program takes place at 4 p.m. EST on January 15.“The successful launch of our BlogTalkRadio talk show demonstrates that new channels of social media communications have an important place in business-to-business conversations ...
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