(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 [...]
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 matter is you’re forced to ignore every one of them most of the time. Ouch!!!
Like it or not, you, as an H-Rep (a Human-Rep) cannot be in [...]
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 a [...]
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 of [...]
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
A co-host, Bob Lowe, Executive Director [...]
