The theme of e-Rep pops up fairly regularly in this blog – even more often in my mind. In my book, maintaining and continuously improving the value of my electronic alter-ego (…or sales assistant or whatever you want to call it) who’s on duty 24 X 7 X 365 is essential for all sales reps.
Seems [...]
Dave Brock is smart guy. If you’re in sales, you’ll find consistent value and solid thinking in his blog. Most times I nod in agreement while reading his stuff. Most times it broadens and deepens my own understanding of an issue. His recent Should Sales People Be Blogging? post though… Gave me heartburn.
It’s a context [...]
Yeah, OK, I’ll admit to exaggeration in the title of my recent “Death of All Sales Reps” post. Anthony Iannarino called me on it here. More accurately it should have been “The Imminent Death Of All Current Sales Reps Who Fail To Recognize And Aggressively Exploit The Coming Explosive Growth Of Internet-Based B2B Buying.”
More accurate, [...]
Arthur Miller’s Death Of A Salesman has been one of my personal favorite plays for years. The tragic figure of Willy Loman has always been inspiring to me in an “anti-hero” sort of way. Someone as sharp as me can easily spot Willy’s weaknesses and flaws of course, and avoid them!
Then I read Have We [...]
A guest post by Todd Schnick of Dreamland Interactive…
We do some work with a large, multi-Billion dollar company.
They have a sales force that numbers around 1,500 people.
And if you asked us, we here at Dreamland Interactive would tell them that EACH AND EVERY one of those 1,500 people should have their very own [...]
(This is a guest post by my old friend and colleague, Ray Charland of Lead Dog Selling. Think as you read this piece. There’s a subtle, yet powerful message regarding the necessity of creating and growing your “e-Rep.” Please forgive his fondness for the Red Sox and Celtics…)
My sister Kathy is an avid reader. [...]
Well, do ya’??? It’s so, so easy to say, “Of course! I’m not a silver-tongued devil, I’m a silver-eared devil.”
OK, let’s say you actually do listen intently after you ask a question. Let’s also say you’re constantly alert for stray comments, body language and all the little nuances of customer communication. With all [...]
This is a story about risk, but a bit of background is necessary, so please bear with me through the first paragraph.
Eleven years ago, when The YPS Group was launched, “we” made a strategic decision to focus on serving small to mid size customers, from $5 to $500 million in revenue. “We” also decided to [...]
Ever make a sales call that went really, really well? That covered more topics than you had planned? All of which advanced your quest to deliver still more value to your client? (And increase your revenue?) But left a major new opportunity virtually un-discussed?
Who hasn’t?
OK, I need your advice… I [...]
WARNING: If you hold one of more of the following opinions, reading this post will be a waste of your time:
I can’t keep up with all my e-mail as it is, so I am NOT going to set up an RSS Reader that will only flood me with more stuff I don’t have time to [...]
