Tag Archives: Relationships

Build credibility BEFORE you meet the customer

March 16, 2012 – 1:07 pm

As a sales rep, you know better than anybody what your customers and prospects need to know. You’ve done your research. You know their issues, challenges and objectives. You know the value they could accrue by using your stuff. They just won’t take the time to meet with you and listen! Well, maybe it’s you [...]

By Todd Youngblood | Posted in Develop Relationships | Also tagged , , , , | Comments (0)

MASSIVE “Establish Business Relationship” cycle-time reduction

March 12, 2012 – 5:02 pm

Every sales pro knows that establishing a solid, credible, cordial business relationship with the decision-maker is fundamentally essential for success.  Every sales pro also knows that doing so takes time – precious, fleeting, oh-so-valuable time.
Most business processes, being at their core pretty scientific, can be studied, dissected, and redesigned so that the cycle time for [...]

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

Nurturing a Business Relationship

December 9, 2011 – 6:40 pm

Sometimes a picture is worth a thousand words.
We all know that nurturing business relationships is vital to sales.  Everything gets a little easier when there’s a good relationship.  Mistakes get forgiven faster – even ignored – when there’s a good relationship.  All of your ideas – at a minimum – get a serious hearing when [...]

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

A $30 Billion Opportunity… Can I Grab A Piece Of That Action?

August 8, 2011 – 9:08 am

My new gig as a business radio talk show host is turning out to be WAY more interesting – and potentially lucrative – than I ever expected.  I’m beginning to think I may have stumbled into a big-time powerful sales strategy.  And I think it’s one that can implemented by darn near any sales professional.
For [...]

By Todd Youngblood | Posted in Develop Relationships | Also tagged , | Comments (0)

How To REALLY Alienate A Customer

December 7, 2010 – 2:56 pm

Screw-ups happen.  Sometimes it’s our own goof.  Sometimes it’s someone else’s goof, but we’re the party responsible. Sometimes we just happen to be in the wrong place at the wrong time.   Doesn’t matter.  When the customer is upset or simply has unmet expectations, somebody has to step up and handle the situation.  Somebody has [...]

By Todd Youngblood | Posted in Develop Relationships | Also tagged , | Comments (9)

Dunbar’s Number. Should A Sales Rep Care?

April 27, 2010 – 6:42 pm

According to British anthropologist Robin Dunbar, 150 is the “cognitive limit to the number of individuals with whom any one person can maintain stable relationships.”  Simply put, you can’t have more than 150 friends and business associates.  Establishing that 151st contact causes a weakening of some other relationship.
Obviously, it’s not quite that cut and dried.  [...]

By Todd Youngblood | Posted in Develop Relationships, Metrics | Also tagged | Comments (4)

Develop Relationships With An E-Rep?

March 1, 2010 – 7:38 am

It’s a long-time truism in sales that it’s essential to develop  relationships with decision makers based on credibility and trust.  And obviously an electronic or E-Rep, a web-based alter ego, would not help with that…  WRONG!!!

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