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.
January 24, 2012 – 4:37 pm
Every sales professional must have an e-Rep for two fundamental reasons:
When a customer or prospect does an internet search, if you’re not there, your competition will be.
Time. You don’t have enough. Your customers don’t have enough. An e-Rep save lots and lots of time.
To reiterate…
100% of the time, customers will search the internet at the [...]
November 29, 2011 – 11:13 am
You tell me… Is it better to be a silver-tongued devil? Or an electronic-tongued devil?
November 17, 2011 – 9:31 pm
Whenever I use the either of the terms “Content Marketing” or “e-Rep,” I often get that, “Huh? What?” response. On the one hand, that delights me. Intelligent Content Marketing deployed via an e-Rep is quickly emerging as an extremely powerful sales and marketing strategy, and YPS is well-versed in helping folks apply it as part [...]
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 [...]
The examples of e-Rep power and sales effectiveness just keep on coming. Listen to this story about how a totally off-topic sales call turned into a win. Thank you e-Rep!
Here’s the chronology:
11/25/04 – Initial telephone contact with company president
12/17/04 – The one and only face-to-face meeting (…with the president mainly, plus a brief conversation with the founder)
12/21/04 – Original proposal for a Sales Excellence Council
01/10/05 – Opportunity recorded in my CRM as “Closed-Lost”
01/10/05 through 04/18/11 – Not a single conversation or e-mail for over [...]
