-
RSS
-
Pages
-
Categories
- Accountability
- Best Practices
- Blog
- Community Service
- Competitive Advantage
- Continuous Improvement
- Creativity
- CRM
- Develop Relationships
- Differentiation
- Documentation
- E-Rep
- Finance
- Lean
- Learn!
- Life
- Metrics
- Planning
- Podcast
- Process Thinking
- Quick Thought
- Radio
- Sales Process Engineering
- Serve
- Social Media
- Think About It
- Uncategorized
- Value Propositions
- Video
- Web 2.0
- Work Ethic
-
Tag CloudAccountability Best Practices blog Change Collaboration Content Marketing Continuous Improvement Creativity CRM Customer Focus Decision Process Differentiation Discipline E-Rep Finance Forecast Funnel Humility Integrity Knowledge Learn! Marketing Metrics Planning Podcast Power Process Thinking Publish Pursuit of Excellence Quick Thought Radio Recommendation Summary Relationships Sales Sell Share Social Media Think Think About It Todd Youngblood Value Value Proposition Video Web 2.0 Work Ethic
-
Archives
- May 2012
- April 2012
- March 2012
- February 2012
- January 2012
- December 2011
- November 2011
- October 2011
- September 2011
- August 2011
- July 2011
- June 2011
- May 2011
- April 2011
- March 2011
- February 2011
- January 2011
- December 2010
- November 2010
- October 2010
- September 2010
- August 2010
- July 2010
- June 2010
- May 2010
- April 2010
- March 2010
- February 2010
- January 2010
- December 2009
- November 2009
-
Monthly Archives: May 2010
On Golden Nuggets And Silver Bullets
May 28, 2010 – 6:20 am
If I had a dollar for every sales rep, sales manager, sales executive, entrepreneur, CEO and business owner who told me he or she was always on the lookout for “that elusive golden nugget of insight” or “silver bullet to solve a problem” I could buy a majority share in Apple, Microsoft and Google along [...]
The 3 Facets of E-Rep
May 27, 2010 – 4:47 am
One way to get your brain wrapped around the E-Rep concept is to consider its three main aspects.
Lurk & Learn
Objective: Continuously enhance personal skills, knowledge and understanding
Tools: RSS reader, Google Alerts, LinkedIn, Twitter, YouTube, podcasts, FaceBook
Actions: Read, read, read, watch, watch, watch, listen, listen, listen, absorb, absorb, absorb, think, think, think about it
Harvest, Share & [...]
If You’re Going To Lose, Lose Quickly!
May 26, 2010 – 10:31 am
Doesn’t it always seem like it takes more time to lose an opportunity than it does to win one? Well, based on a whole lot of empirical data I’ve collected over the years that instinct is true. In company after company, industry after industry, 2.1 seems to be the ratio.
That doesn’t necessarily mean twice as [...]
E-Rep: Do You Have One?
May 24, 2010 – 9:05 am
It’s no secret that yours truly believes that every “H-Rep” needs an “E-Rep.” Your electronic alter-ego helps deliver not only your value proposition, but more importantly real, tangible value in terms of information, knowledge and insight. He/She/It is also on duty 24 X 7 X 365!
So what portions of an E-Rep [...]
“Plans are nothing. Planning is everything.”
May 22, 2010 – 4:16 pm
Who am I to argue with General Dwight D. Eisenhower? He made the comment in this post’s title regarding the Normandy invasion. He was reflecting upon how little the actual battle resembled the D-Day plan; a plan that resulted from a truly stupendous effort on the part of the Allies.
What makes the quotation profound is [...]
The Insanity Of Protecting Your So-Called Proprietary Knowledge
May 20, 2010 – 11:09 am
A case for aggressively sharing every ounce of knowledge you have.
What do think? Brilliant or crazy?
I Think You’re Wrong, Dave
May 19, 2010 – 7:05 pm
“I’m always asked the question, should sales people be writing blogs? My answer is, ‘It depends—but probably not.’” Dave Brock in What Should Salespeople Be Doing With Social Media
Let me first state and be perfectly clear that I really respect Dave Brock’s opinions. I read every post at his Partners in EXCELLENCE blog. He’s in [...]
Don’t Waste Money On Sales Training
May 17, 2010 – 4:52 pm
Conventional wisdom holds that continuous sales training is essential. I wonder why there isn’t more of it going on…
Ask any sales manager about the need for continuous sales training and you instantly get agreement that it is important. So why isn’t there more of it going on?
The fact is, most money spent on sales training [...]
