February 2, 2012 – 11:14 am
I’m not sure ANYTHING could be more obvious. Before your customer buys, he or she – 100% of the time – will search the internet for information.
If you’re NOT there, you’re NOT part of the decision process.
November 14, 2011 – 10:04 pm
The evidence builds. It becomes more and more clear all the time how computers, networks and “The Cloud” are steadily taking over more and more tasks up to now performed by humans.
And it’s not just mundane, low-skill tasks. It’s also highly specialized, high knowledge-content work that takes years of study and a ton of experience [...]
September 16, 2011 – 10:19 am
Make no mistake. Do NOT kid yourself. If you are in sales, you are in the publishing business. It’s a new niche of the publishing world, but one that’s real, and more importantly, at the front end of virtually every buying process.
Consider a typical business buying process. It consists of stages like:
Develop the various Strategies [...]
I’ve heard ‘em all. Every reason why creating and maintaining an e-Rep is a great idea, but not for me because…
I’m too busy
I don’t know what to blog about
I’m no tech whiz
It’s too complex
It’s too hard to learn how
I’m a sales pro, not a techo-geek
Blah, blah, bull-feathers!
Oh, and let me not forget my [...]
Hey, Sales Pro!
Do you:
Wait around for the marketing department to create content for you?
Consider blogging a poor use of your time?
Ignore the selling punch of video – you personally creating sales videos that sell?
I humbly suggest that’s crazy!!!
Or do you have the opposite disease? Do you:
Focus intently over the number of hits your web [...]
If I have to be polite to one more so-called marketing professional, manager or executive who proudly shows me his or her blog that consists of post after post after post focused on product this or service that or feature X or internal announcement Y or some other such eloquent drivel that has inhabited printed [...]
Have you ever said something during an internal company meeting and when you’re done think that maybe you actually said something worthwhile? Maybe even pretty darned good? Maybe something that can be packaged and used to help everybody sell better-cheaper-faster?
It happens all the time!
You say things. Your colleagues say things. 90% or more of [...]
I’ve said it before and I’ll say it again and again and again… Every h-Rep needs an e-Rep. That is, every human sales rep needs an electronic alter-ego; a highly personalized, customized, electronic version of him or herself. I repeat the refrain for two reasons:
It is unequivocally true
Appalling few sales reps have bothered to create [...]
My colleague Todd Schnick is a smart guy. While I can’t lay claim to thinking up the “14 arrows” I talk about in today’s podcast, I sure as heck can use them to generate marketing muscle! If you want to read about them, check Dreamland Interactive.
January 26, 2011 – 7:46 am
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 [...]
