Monthly Archives: January 2010

The 4 Ps of Value Propositions

January 29, 2010 – 6:37 pm

If an opportunity deserves pursuing, it  deserves a compelling value proposition.  Problem is, crafting one is often quite challenging.  Thinking in terms of Personal, Pervasive, Permanent and Persistent value can be a big help in getting started.
What do think?  Is the framework useful for you?

By Todd Youngblood | Posted in Differentiation, Value Propositions | Comments (0)

How much control is right for a B2B blog?

January 27, 2010 – 11:54 am

There is no doubt in my mind that all B2B companies need blogs at the core of their E-Rep initiative and marketing strategy.  That said, even I have some concerns about loose cannons and lousy writers.  My current thinking follows.  What do you think?
Loose Cannons:
Some of your employees are going to blog and [...]

By Todd Youngblood | Posted in E-Rep, Social Media | Comments (2)

So you say you’re an expert. Harummph… Let’s just see…

January 21, 2010 – 8:04 pm

There’s same hard scientific research out there that defines just exactly what it takes to be an “expert.”  Next time some alleged expert starts spouting advice, check his or her credentials.
Maybe you should check your own credentials while you’re at it. I did. It was a humbling experience.

By Todd Youngblood | Posted in Continuous Improvement | Comments (2)

I Was Wrong About Proposals

January 18, 2010 – 8:14 am

For years, I’ve ranted at sales reps and managers about how utterly dumb it is to “submit a quote” to a customer.  A traditional quote does nothing more than list items for sale, prices, totals, discounts and net price.  It provides no differentiation whatever and reinforces the fact that you have nothing more to offer [...]

By Todd Youngblood | Posted in Differentiation | Comments (7)

Is “Thought Leadership” Really All That Important?

January 13, 2010 – 9:44 pm

Regardless of what all the social media pundits say, not everyone needs or should even try to jump on the “thought leadership” bandwagon and use these new tools. It’s more important for sales professionals, managers and executives to ensure that the message:
* Highlights value customers can accrue
* Reflects what you can actually deliver
* Provides the [...]

By Todd Youngblood | Posted in Differentiation | Comments (0)

Peter Drucker would change his mind

January 7, 2010 – 5:56 pm

Lately, I’ve invested a lot of time thinking and blogging about the Electronic Sales Rep or E-Rep.  As the potential selling power of the concept soaks more deeply into my head, it occurs to me that if he were still with us, my favorite all time business thinker and author, Peter Drucker, might modify his [...]

By Todd Youngblood | Posted in E-Rep | Comments (0)

Listen to your customers. Then act!!!

January 3, 2010 – 5:29 pm

My colleague Todd Schnick tweeted this example a few hours ago…  Watch!  Listen!  Think!  Learn!  Act!
We all believe in listening to the “Voice of the Customer,” even if we don’t.  We all believe in putting our egos to the side, even if we don’t.  We all say we’re dedicated to continuous improvement, even if we [...]

By Todd Youngblood | Posted in Uncategorized | Comments (2)