Category Archives: Best Practices

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?

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By Todd Youngblood | Tagged , , | Comments (4)

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 [...]

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By Todd Youngblood | Also posted in Sales Process Engineering | Tagged , | Comments (4)

Be a Why-ner!

May 8, 2010 – 2:18 pm

Guest post by Rick Howe, CEO of The Knotts Company
Be a Why-ner!
What is your best question when you are engaging a customer through your selling process and their buying process? Even though I am no longer on the front lines selling, I am still a salesman at heart and when I listen to salespeople [...]

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By Rick | Also posted in Develop Relationships, Learn! | Comments (0)

Using Twitter To Enhance Your Selling Skills

May 7, 2010 – 7:15 am

If you think Twitter is only for kids and letting others know what you’re having for breakfast, think again.  I’m using it pretty much daily to identify text, audio and video that directly contribute to improving my sales and business knowledge and skills.
Here’s how:

If you haven’t already, set up your basic Twitter account
“Follow” this “starter [...]

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By Todd Youngblood | Tagged , , | Comments (3)

All Sales Reps Will Blog (…except for the ineffective ones)

May 6, 2010 – 9:32 am

The first draft of this post started with the recommendation that all sales reps should start a blog.  After pondering a bit on the reasons behind the recommendation though, it became clear that a prediction was more appropriate.
All sales reps will blog.
I’m not sure when the prediction will come to pass, but, with the exception [...]

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By Todd Youngblood | Also posted in Develop Relationships | Tagged , , | Comments (8)

Creating Value By Learning Faster

May 5, 2010 – 5:01 am

Why are you successful? What is the root cause of your success?  Do you know?  Have you ever thought about it seriously?
I could be wrong, but I think business success springs from the ability to learn faster than everyone around you.  The ability to learn faster springs from writing down a personal learning process, working [...]

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By Todd Youngblood | Also posted in Competitive Advantage, Continuous Improvement | Tagged , | Comments (4)

A Year Old Sales Best Practice Probably Isn’t

May 4, 2010 – 6:48 am

New episode of the Think About It Podcast.  Listen below.  If you like it, subscribe here.

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By Todd Youngblood | Also posted in Continuous Improvement | Tagged , , | Comments (0)

Credit Where Credit Is Rarely Due

May 1, 2010 – 7:39 pm

Three cheers for Delta Airlines Flight Attendant Craig Lee.  That would specifically be the Craig Lee on Delta Flight # 1620 from MSP to ATL on May 1, 2010.  This guy gets it.  This guy has a great career in front of him.  All he needs to do is maintain the perfect perspective he has [...]

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By Todd Youngblood | Tagged | Comments (4)

Sales Food For Thought

April 29, 2010 – 9:22 am

Well worth the listen.  A discussion about “Targeting” and other sales tools, techniques and research from a friend of The YPS Group Frank Hurtte.

(Excerpt 3:56)
Click here to listen to the complete interview.  Thanks for the insight, Frank!

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By Todd Youngblood | Tagged | Comments (0)

The Insanity Of Protecting Your So-Called Proprietary Knowledge

April 26, 2010 – 7:58 pm

First a chain of logic, then a case in point… (I’ll assume you possess valuable knowledge.)

Fact: The more valuable the knowledge you possess, the more valuable you are to your customers
Fact: As more customers and prospects realize you have valuable knowledge, the more they will seek your advice and the more they will buy [...]

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By Todd Youngblood | Also posted in Learn! | Tagged , | Comments (1)