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 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 [...]
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 [...]
“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 [...]
There are many, many things to consider as you build and continuously improve the performance of your E-Rep. Giving your customers what they want from your electronic alter-ego is one of them. (What a unique concept!) Here’s a chart from a HubSpot post that boils it all down pretty darn succinctly. The full article is [...]
It’s a bird! It’s a plane! No, it’s Social Media! It’s no secret that I firmly believe Every H-Rep Needs and E-Rep. Your electronic alter-ego’s 24 X 7 X 365 work ethic alone is a compelling enough reason to have one. If all the web 2.0 and social media tools are a brave new world [...]
Here are the words that reached out of my PC this morning and slapped me upside the head: You can buy attention (advertising) You can beg for attention from the media (PR) You can bug people one at a time to get attention (sales) Or you can earn attention by creating something interesting and valuable [...]
If you’re a sales rep, you must have an electronic alter-ego, an E-Rep. If you need more convincing, use this blog’s search function to read a bit more about the concept. If you’ve seen the light, but aren’t sure how to get started, you’ve come to the right place. 1) Understand The Basic Components [...]
The title of this post is a quote from William Gibson. Whoda’ thunk a science fiction writer would have such a compelling insight into the power of the E-Rep? (You remember E-Rep, right? Your electronic alter-ego? You’re working diligently right now transferring all that unique knowledge and insight currently trapped inside your brain to your [...]
More often than not, weak value propositions are the result of a weak or poorly executed value proposition development process. I’d love to hear your opinion on this situation and process… The Situation: An industrial distributor has partnered with a provider of systems integration and engineering services. The distributor gets a whole new and wide [...]
