Tag Archives: Think

Think Big

September 12, 2010 – 11:43 am

There’s something exhilarating about tackling a really big problem or pursuing a really big goal.  It somehow puts so many things in a different perspective.  Lucky for me, I’ve experienced the excitement quite a few times in my business career, and now I’m in the middle of another biggie in the [...]

By Todd Youngblood | Posted in Best Practices | Also tagged , | Comments (5)

“I Don’t Know.” – - A Great Answer

September 4, 2010 – 3:56 pm

Here’s my contention:  Finding yourself frequently acknowledging, “I don’t know,” is a signal that you have become a superior sales rep.
Huh?
Before you conclude I’ve finally lost it completely, listen and see if you agree…

By Todd Youngblood | Posted in Learn! | Also tagged | Comments (4)

Think About It… Week of 8/29/10

August 29, 2010 – 10:09 am

“What is written without effort is in general read without pleasure.”  Samuel Johnson
Make the effort when you write an e-mail, a proposal, a meeting summary, whatever.  Writing is permanent.  It’s your reputation.  It’s your credibility.

By Todd Youngblood | Posted in Quick Thought | Also tagged | Comments (0)

What Does A Price Concession Really Mean?

August 21, 2010 – 12:44 pm

Scenario 1:
Sales Rep: “With a 3% price cut, they’ll buy.  Without it we lose.  It’s a $100,000 deal and we cannot risk losing it for a paltry $3,000 of the company’s take.  We must give them the price decrease they want.”
Sales Manager: “No.”
Sales Rep: (after leaving the manager’s office)  “That @%#&* idiot!  How can he [...]

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

Yikes! Here Comes The Competition . . .

August 13, 2010 – 2:22 am

A guest post by Stone Payton
Todd’s Commentary: Call me crazy, but I’ve never worried about competition.  Don’t get me wrong, I love to compete. Winning is fun!  Losing isn’t, but even then, the learning experience is rewarding and the new knowledge motivates me to go take another crack at the victor.
Most of the time, I [...]

By Todd Youngblood | Posted in Think About It | Also tagged , | Comments (2)

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)

Think About It… – Week of 8/8/10

August 8, 2010 – 9:24 am

“Life is a long lesson in humility.”  James M. Barrie
At 20, I wasn’t humble.  At 30, I thought about being humble.  At 40, I realized I had a lot to humble about.  At 50, I wondered how a guy like me had gotten this far.  At 60, ???

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

Consultative Selling. 70′s hype or the path to differentiation?

August 2, 2010 – 6:08 am

Guest Post by Ray Charland of Lead Dog Selling.
The term “Consultative Selling” and it’s underlying concepts were first introduced in the book by the same name published in 1973 and authored by Mack Hanan, James Cribbin and Herman Heiser. Although amended and modified countless times since then and in countless industries [...]

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

What You Get Paid For Is NOT What You Sell

July 26, 2010 – 5:45 am

Had a lunch meeting with a sales exec this past Friday, a prospective client.  A colleague brought us together and it was the first time I’d had contact with the man.  Ever leave a meeting and have this feeling that the other person was somehow different/unique/better in some way, but couldn’t quite put your finger [...]

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

Quick Thought For Week Of 7/25/10

July 25, 2010 – 6:51 am

Cuchillo de palo!
Have any habits that might annoy your customers?  Have any bad habits you thought you had dropped, but haven’t?  The answer, of course is, “Yes.”  Here’s a quick video to help stay focused on your not-so-spiffy behavior patterns.

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