Author Archives: Todd Youngblood

I just got another slap up-side the head

May 4, 2012 – 11:20 am

And so the lesson learned?  Actually, there were three.  First, don’t ever get cocky and think you’re above executing all the basic blocking and tackling.  Second, make sure your e-Rep is robust and continuously feeding meaty, valuable text, audio and video content to your constituents out [...]

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Post, but first – PLEASE… Think!

April 19, 2012 – 6:00 am

Put yourself into the shoes of the decision-maker.  If you can skim through some text, or listen to a short audio or watch a quick video to acquire some chunk of information or garner a bit more insight into some topic, why on earth would you [...]

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Seems pretty obvious to me…

April 18, 2012 – 7:26 am

Picture this…  A sales assistant who:

Is on-call 24 X 7 X 365
Flawlessly delivers each of your sales messages every time

To anyone
Anywhere
Any time
On demand
As many times as requested

Relentlessly “pulls” prospects into your sphere of influence
Nurtures relationships with all of your contacts
Works for free

Too good to be true? 
No.  Actually, it’s too obvious to ignore.  Consider the [...]

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Publish or Perish, Baby…

April 4, 2012 – 5:40 pm

You simply MUST be there when they, the buyer, do a Google search.  To be there, you must publish.  You must continuously publish strong, compelling content that showcases your value at every stage of the customer’s buying process.
It’s just that simple.  Any questions?

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THE really important equations

April 2, 2012 – 6:00 am

First, some math we can all understand:

(Much of) My Life = My Work
(Most of) My Work = Fun
Therefore, My Life = Mostly Fun

My Dreamland Radio business partner, Todd Schnick, recently wrote a post about the importance of having fun at work.  He’s so right.  (And truth be told, I’m a good bit better at doing [...]

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Lie, Cheat And Steal

March 19, 2012 – 9:40 am

Well sort of anyway…  Recently did an interview with Jay McDonald, a successful serial entrepreneur, CEO and now Vistage Chair.  His version of “lie, cheat and steal” makes a ton of sense.

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Build credibility BEFORE you meet the customer

March 16, 2012 – 1:07 pm

As a sales rep, you know better than anybody what your customers and prospects need to know. You’ve done your research. You know their issues, challenges and objectives. You know the value they could accrue by using your stuff. They just won’t take the time to meet with you and listen! Well, maybe it’s you [...]

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MASSIVE “Establish Business Relationship” cycle-time reduction

March 12, 2012 – 5:02 pm

Every sales pro knows that establishing a solid, credible, cordial business relationship with the decision-maker is fundamentally essential for success.  Every sales pro also knows that doing so takes time – precious, fleeting, oh-so-valuable time.
Most business processes, being at their core pretty scientific, can be studied, dissected, and redesigned so that the cycle time for [...]

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“GO VIRAL!!!” vs. “go viral”

March 6, 2012 – 3:52 pm

Get viewed by more than a million people in less than a week. That’s the generally accepted minimum for “going viral.” Let’s just go with that as a definition for now.
Going viral is the benchmark. It’s the essential badge of honor that differentiates between a legitimately talented marketer and a wanna’ be. If one of [...]

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Fire all the sales managers?

February 29, 2012 – 9:52 am

Firing all the sales managers is NOT a totally crazy idea. CRM systems and collaboration tools (social media-based and otherwise) can do a whole lot of mentoring. That’s two BIG, off-loadable sales management tasks right there….

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