February 2, 2012 – 11:14 am
I’m not sure ANYTHING could be more obvious. Before your customer buys, he or she – 100% of the time – will search the internet for information.
If you’re NOT there, you’re NOT part of the decision process.
January 24, 2012 – 4:37 pm
Every sales professional must have an e-Rep for two fundamental reasons:
When a customer or prospect does an internet search, if you’re not there, your competition will be.
Time. You don’t have enough. Your customers don’t have enough. An e-Rep save lots and lots of time.
To reiterate…
100% of the time, customers will search the internet at the [...]
January 19, 2012 – 6:23 pm
As a sales pro, which team would you rather join? The one that scores 39 points or the one that can only score 7? (And does it make you a bit uncomfortable to reject relationship-building as your strategy of choice?
Let’s back up a bit and consider the old saw, “In God we trust, all others [...]
January 12, 2012 – 4:44 pm
Asking deep, penetrating questions, then listening intently, really hearing the customer’s perspective, have long been the core best practices of great salespeople. The context has always been “understand the customer’s requirements, issues, objectives and pain points.” Personally, I’ve long been proud of my ability to ask good questions and to listen carefully.
Then I got to [...]
December 14, 2011 – 1:22 pm
Brace yourself. The sentence in the next paragraph has been specifically designed to make you uncomfortable, trigger your gag reflex and cause you to roll your eyes uncontrollably. Ready?
We are an innovative, market leading, premier provider of high quality, customer focused solutions, reliably delivered through trusted partnerships grounded in our rich history of great service [...]
December 9, 2011 – 6:40 pm
Sometimes a picture is worth a thousand words.
We all know that nurturing business relationships is vital to sales. Everything gets a little easier when there’s a good relationship. Mistakes get forgiven faster – even ignored – when there’s a good relationship. All of your ideas – at a minimum – get a serious hearing when [...]
November 29, 2011 – 11:13 am
You tell me… Is it better to be a silver-tongued devil? Or an electronic-tongued devil?
November 17, 2011 – 9:31 pm
Whenever I use the either of the terms “Content Marketing” or “e-Rep,” I often get that, “Huh? What?” response. On the one hand, that delights me. Intelligent Content Marketing deployed via an e-Rep is quickly emerging as an extremely powerful sales and marketing strategy, and YPS is well-versed in helping folks apply it as part [...]
November 14, 2011 – 10:04 pm
The evidence builds. It becomes more and more clear all the time how computers, networks and “The Cloud” are steadily taking over more and more tasks up to now performed by humans.
And it’s not just mundane, low-skill tasks. It’s also highly specialized, high knowledge-content work that takes years of study and a ton of experience [...]
November 4, 2011 – 8:49 am
“To be really great in little things, to be truly noble and heroic in the insipid details of everyday life, is a virtue so rare as to be worthy of canonization.”
–Harriet Beecher Stowe, American writer
My RSS reader threw the above quote right in my face this morning. Now, as I reflect back on yesterday [...]
