Thanks for coming back! Please use the comment function below to let me know what issues are on your mind and what you’re thinking about. RSS Feed Think about your important contacts. Think about how much time and attention you’d really like to be able to devote to each one. The pragmatic fact of the [...]
Two colleagues and I have decided to profoundly change the way B2B sales is executed. (Really… We did…) It all started last November at a barbecue joint in Birmingham, AL. (Read about our Dreamland experience.) At the time, none of us knew the other two also had the Don Quixote gene, ever-ready to embark on [...]
OK, fine. I’ve become a (possibly annoying) evangelist for the notion that “Every H-Rep Needs an E-Rep.” That is, every human rep needs an electronic alter-ego to supplement his or her never-ending, always-more-demanding responsibilities. More food for thought below. Am I right?
Success in sales, as a professional or at any level of management, requires a habit of continuous, lifelong learning. As a long-time advocate and (mostly) consistent practitioner of that philosophy, I try to stay alert for unexpected sources of new knowledge. Frankly, it never occurred to me look for business tips from the Associate Conductor [...]
OK, sales rep or manager, you tell me what, if anything, is wrong with the following scenario: The Situation: A host and co-host interviewing an executive about delivering customer value Streamed live on the web and recorded for podcast and on-demand streaming The Players: An executive, Marty Michael, VP of Enterprise Software Solutions at Avanceon [...]
The first recording of this episode 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. Subscribe to the podcast
To get into the proper mindset, re-read the title of this post in the most weepy, whiney tone you can imagine. Got that annoying eeeesssssshhhhhh feeling? Good. Because that’s the feeling I invariably get from sales managers and reps when discussing E-Rep for the first time. That’s “E” as in “Electronic.” Every “H” or “Human” [...]
This is a story about what one of my clients just did that turned into a big time home run: Scheduled a full day internal strategy session with the sales team, the engineering team and the entire support staff Commissioned each rep to make a video of one customer decision maker talking about what he [...]
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 [...]
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 do you have [...]
