There is no excuse to not quantify the value you can deliver to a customer. …
todd youngbloodFebruary 23, 2011
Scenario 1: Sales Rep: "With a 3% price cut, they'll buy. Without it we lose. …
todd youngbloodAugust 21, 2010
Every now and again I get blown away by a great demonstration of sales and…
todd youngbloodAugust 10, 2010
When developing a plan for operating a sales territory or chasing down a specific opportunity,…
todd youngbloodAugust 5, 2010
Back in January, I realized I was wrong about proposals. I don’t do them anymore. …
todd youngbloodJuly 31, 2010
Here’s my contention: Finding yourself frequently acknowledging, “I don’t know,” is a signal that you…
todd youngbloodJune 26, 2010
Customers remember the things you messed up all by themselves. It’s your job to highlight…
todd youngbloodJune 25, 2010
The traditional role of sales rep as provider of information is obsolete. That role got…
todd youngbloodJune 22, 2010
Bear with me through just a tad of fundamental economics. It’s a needed foundation for…
todd youngbloodJune 14, 2010
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