Tag Archives: Collaboration

“Si no esta en CRM no existe”

April 18, 2011 – 6:25 am

YPS has a client south-O-the-border that provides a never-ending stream of insights along with new perspectives on proven best practices.  Just last week, I watched an exchange between their sales leader and one of the top reps that hit me (and the rest of the group) right between the eyes.  It played out during a [...]

By Todd Youngblood | Posted in Process Thinking | Also tagged , , | Comments (0)

An e-Rep By Any Other Name…

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 [...]

By Todd Youngblood | Posted in E-Rep | Also tagged , , , | Comments (0)

Risk vs. Calculated Risk

August 15, 2010 – 8:50 pm

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 [...]

By Todd Youngblood | Posted in E-Rep | Also tagged , , | Comments (4)

“Plans are nothing. Planning is everything.”

July 13, 2010 – 7:02 pm

Who am I to argue with General Dwight D. Eisenhower?   He made the comment in this post’s title regarding the Normandy invasion.  He was reflecting upon how little the actual battle resembled the D-Day plan; a plan that resulted from a truly stupendous effort on the part of the Allies.

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By Todd Youngblood | Posted in Best Practices | Also tagged , | Comments (2)

Video Some Sales Calls (Talk about powerful stuff!)

June 5, 2010 – 11:26 am

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 or she [...]

By Todd Youngblood | Posted in E-Rep | Also tagged , | Comments (0)

I Was Wronger Than I Realized (…about proposals)

March 20, 2010 – 9:45 am

Back in January, I blogged about an epiphany I had regarding proposals.  It was quite an eye-opener, since I’ve been exhorting sales reps to improve their proposal-writing skills for years (…actually it’s decades now.  Yikes!)  So two short months ago I converted to “Recommendation Summaries” that reflected the thinking of the team of folks consisting [...]

By Todd Youngblood | Posted in Best Practices, Documentation | Also tagged , | Comments (4)

I was wrong about proposals

March 8, 2010 – 2:33 pm

An audio version of one of the more popular SPE Blog posts.  Do you really want to take all your hard work and then “propose,” i.e. , go hat in hand and “submit it for consideration?”  Or is there a better way?

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By Todd Youngblood | Posted in Best Practices, Differentiation | Also tagged , | Comments (1)