Tag Archives: Recommendation Summary

A Video Sales Call Follow-up?

August 4, 2010 – 5:52 am

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 [...]

By Todd Youngblood | Posted in E-Rep | Also tagged , | Comments (11)

Ban The Bid! Quash The Quote!

July 31, 2010 – 8:18 am

Back in January,  I realized I was wrong about proposals.  I don’t do them anymore.  I admonish clients and colleagues when they talk about writing one.  A Recommendation Summary, while extremely similar, is profoundly different.  And it’s much more than semantics.  As an outsider, I humbly submit my proposal for possible consideration by the all-powerful [...]

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

Think, Work And Act Like a Business Manager

June 22, 2010 – 6:05 am

The traditional role of sales rep as provider of information is obsolete. That role got outsourced to Google because it’s a lot faster and easier that way.
If customers can find the information they want using a Google search, why would they ever contact a sales rep? If it’s accessible via Google, [...]

By Todd Youngblood | Posted in Differentiation | Also tagged , | Comments (3)

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)