Tag Archives: Recommendation Summary

A Video Sales Call Follow-up?

August 4, 2010 – 5:52 am

Thanks for coming back! Please use the comment function below to let me know what issues are on your mind and what you’re thinking about. RSS Feed 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 [...]

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By Todd Youngblood | Posted in E-Rep | Also tagged , | Comments (7)

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 [...]

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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The traditional role of sales rep as provider of information is obsolete.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, they don’t need [...]

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

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 [...]

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