Tag Archives: Process Thinking

The Three Core Principles Of Sales Process Engineering

August 11, 2010 – 7:29 pm

Principle 1:  Continuous improvement of the sales process is a fundamental necessity.
Not really possible to argue about this one is it?  You sort of have to accept it’s validity immediately, right?  It’s even a bit motherhood-and-apple-pie-ish.  That said, this principle can only be ignored if the sales performance of your competitors is steadily degrading.  If, [...]

By Todd Youngblood | Posted in Process Thinking | Also tagged | Comments (4)

What’s the “muda-factor” in your sales process?

August 9, 2010 – 8:19 am

We all waste time. Sometimes it’s un-avoidable, like cooling your heels in the customer’s lobby waiting to get escorted up to the decision-maker’s office. Sometimes it’s self-inflicted. Ever had “one more cup of coffee” in the break-room or check your stock portfolio during working hours? Sometimes whiling away a small chunk [...]

By Todd Youngblood | Posted in Process Thinking | Also tagged , , | Comments (2)

Value, Value Stream, Flow, Pull, Perfection

August 6, 2010 – 8:22 am

Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn’t apply [...]

By Todd Youngblood | Posted in Process Thinking | Also tagged , , , | Comments (4)

I’d Rather Be Lucky Than Good

July 23, 2010 – 6:39 am

There aren’t many feelings as cool as when you get to see one of your own best practices kick in.  I had the great good fortune this past Wednesday to watch one of mine take hold and accomplish its intended effect.  (I just wish I had actually thought the practice up instead of simply bumbling [...]

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

The Best Selling Tip Ever

July 1, 2010 – 4:00 pm

This sign has been on the bookshelf of every office I’ve ever had.  In those years before I earned a private office, it sat next to my telephone.  (A few of you out there will recognize its heritage…)
My first sales manager gave it to me along with a grunt and a bit of his classically [...]

By Todd Youngblood | Posted in Quick Thought | Also tagged , , | Comments (7)

On Golden Nuggets And Silver Bullets

May 28, 2010 – 6:20 am

If I had a dollar for every sales rep, sales manager, sales executive, entrepreneur, CEO and business owner who told me he or she was always on the lookout for “that elusive golden nugget of insight” or “silver bullet to solve a problem” I could buy a majority share in Apple, Microsoft and Google along [...]

By Todd Youngblood | Posted in Work Ethic | Also tagged , | Comments (0)

“Funnel” vs. “Incubator”

April 18, 2010 – 7:46 pm

Friendly violent debates are really a lot of fun.  They’re also the best way to practice selling complex ideas.  Fortunately for me, there are lots of folks ready, willing and able to have no-holds-barred, free-for-all arguments about my allegedly brilliant ideas.  One of my favorites involves the traditional “sales funnel” metaphor.
Hey, [...]

By Todd Youngblood | Posted in Process Thinking | Also tagged | Comments (7)

Customer Focus Mexico-Style

April 17, 2010 – 4:41 am

I’ve blogged before about the work ethic displayed by my client in Mexico.  They also have an innate sense of customer-centricity that can provide a lesson to us all.  (By the way – I urge you to read this all the way through, AND collect a few case studies from your own team, before you [...]

By Todd Youngblood | Posted in Differentiation, Value Propositions | Also tagged , | Comments (0)

The Rodney Dangerfield of Sales (aka Mr. Low Price)

April 8, 2010 – 6:10 am

Ever wonder how Rodney Dangerfield came up with his signature, “I don’t get no respect,” line?  My guess is it first hit him when he still had his job selling aluminum siding.  Yep, that’s how he supported himself and his family before his big break on the Ed Sullivan Show.  Anyway, talk about a tough [...]

By Todd Youngblood | Posted in Differentiation, Value Propositions | Also tagged , , | Comments (2)

THE One Thing A Rep Needs To Remember

April 1, 2010 – 6:34 pm

What’s the one thing, more important than everything else that a sales rep needs to keep in mind at all times?  Todd Youngblood thinks that would be the Sales Rep’s Fundamental Responsibility.

By Todd Youngblood | Posted in Accountability, Video, Work Ethic | Also tagged | Comments (1)