Tag Archives: Value Proposition

Please stop

December 14, 2011 – 1:22 pm

Brace yourself. The sentence in the next paragraph has been specifically designed to make you uncomfortable, trigger your gag reflex and cause you to roll your eyes uncontrollably. Ready?
We are an innovative, market leading, premier provider of high quality, customer focused solutions, reliably delivered through trusted partnerships grounded in our rich history of great service [...]

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

You’re wrong again, my friend

October 28, 2011 – 7:23 am

As my friend and business associate knows, the snarky title of this post is said with a smile…  He IS, however, a little off on his reasoning in a recent post of his own.  He begins by saying,
“Engaged in friendly, spirited banter with a business associate the other day. We had just returned from a [...]

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

You Are Too Narrow-Minded (…yes, YOU!!!)

September 9, 2011 – 7:55 am

Know your customer!  Great advice.  It’s essential for success.  But…  Even though it’s necessary, it’s no longer sufficient.
Let’s say the arrow to the left represents all of your customer’s people, processes and resources.  “Stuff” goes in the left side of the arrow, gets processed and then products and/or services come out the right.  (See Michael [...]

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

Mike Janis of Deloitte on selling a “Business Within A Business”

September 3, 2011 – 10:28 am

Here’s a Dreamland Radio interview you really don’t want to miss.  Mike Janis of Deloitte shares some great insights on the power of focus, value propositions and sales tools.  Listen to a few more detailed insights underneath comments like:

“If they have responsibility for five clients,  you don’t get them on the phone and talk to [...]

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

The Stupendous Worth Of A Compelling Value Proposition

August 30, 2011 – 6:57 am

It’s an old habit.  When I read on airplanes and come across an intriguing passage or concept, I jot down notes on whatever scrap of paper I can find.  While cleaning out my briefcase last night, I came across these two gems.  (My apologies to the author – don’t recall the book or article these [...]

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

Any dolt can solve an easy problem

July 5, 2011 – 7:17 am

Everybody knows that solving the customer’s problem is the key to making the sale. That’s most certainly true. Remember though, that huge advances in technology, communications and knowledge management have made many types of problem-solving a whole lot easier. Issues that used to occupy a senior, highly paid engineer are now handled by a rookie [...]

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

Anybody Care To Debate Me About The Power Of An e-Rep???

June 7, 2011 – 8:38 am

The examples of e-Rep power and sales effectiveness just keep on coming.  Listen to this story about how a totally off-topic sales call turned into a win.  Thank you e-Rep!

By Todd Youngblood | Posted in Think About It | Also tagged , | Comments (0)

Does an e-Rep actually work?

April 22, 2011 – 6:35 am

We all know it’s a lot easier to sell something to someone who has bought from us before.  Knowing this, I habitually make a personal contact with 5 past customers during the first month of every quarter.  (By the way, that’s one terrific best practice.  For me, the 20 per year is perfect.  For you [...]

By Todd Youngblood | Posted in E-Rep | Also tagged , , | Comments (2)

“Si no esta en CRM no existe”

April 18, 2011 – 6:25 am

YPS has a client south-O-the-border that provides a never-ending stream of insights along with new perspectives on proven best practices.  Just last week, I watched an exchange between their sales leader and one of the top reps that hit me (and the rest of the group) right between the eyes.  It played out during a [...]

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

Can A “Co-CEO” Arrangement Work?

February 27, 2011 – 9:52 am

In this interview, Ed Diehl, co-CEO of Concept Systems in Albany, OR discusses an unusual management structure, an unusual management style, a diverse set of customers, and a highly varied set of applications.
Pay attention! 2010 was a record year for sales and earnings for Concept Systems.  These guys are thriving in this so-called “tough” economic [...]

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