Think About It...

I just got another slap up-side the head

info@ypsgroup.com (Todd Youngblood) — Fri, 04 May 2012 12:09:35 -0500

Another slap up-side the headAnd so the lesson learned? Actually, there were three. First, dont ever get cocky and think youre above executing all the basic blocking and tackling. Second, make sure your e-Rep is robust and continuously feeding meaty, valuable text, audio and video content to your constituents out there in cyber-space. And thirdNever, never, never pass up an opportunity to get someone signed up for your e-newsletter.

Post, but first - PLEASE... Think!

info@ypsgroup.com (Todd Youngblood) — Fri, 27 Apr 2012 12:09:35 -0500

As a sales pro therefore, you must post text andor audio andor video and lots of it to provide that info and insight at the exact instant the buyer wants it.

Publish or Perish

info@ypsgroup.com (Todd Youngblood) — Wed, 04 Apr 2012 12:09:35 -0500

You simply MUST be there when they, the buyer, do a Google search. To be there, you must publish. You must continuously publish strong, compelling content that showcases your value at every stage of the customers buying process.Its just that simple. Any questions?

Build credibility BEFORE you meet the customer

info@ypsgroup.com (Todd Youngblood) — Fri, 16 Mar 2012 12:09:35 -0500

You need to establish your credibility before you ask for a meeting. You need to get the decision-maker to realize that he or she needs more perspective and context about some issue, has three or four questions to ask, and that you are uniquely qualified to provide the perspective, context and answers. And you need to do all that without ever having any direct con

Strong Business Relationship Cause or Effect?

info@ypsgroup.com (Todd Youngblood) — Tue, 06 Mar 2012 12:09:35 -0500

Build Relationships is not one of your critical action items. Build Relationships is not even one of your important action items. Build Relationships is merely necessary. Its entry stakes. Its not a differentiator.

Blogchure - Hideous? Or a noble step in the right direction?

info@ypsgroup.com (Todd Youngblood) — Mon, 20 Feb 2012 12:09:35 -0500

Not many companies in our industry even have a blog. Let me show you ours.With that statement, a weirdly old schoolnew school journey began. Didnt and still dont really know how to react to whole conversation. Take a listen and let me know what you think.

When They Google Will You Be There?

info@ypsgroup.com (Todd Youngblood) — Thu, 02 Feb 2012 12:09:35 -0500

I'm not sure ANYTHING could be more obvious. Before your customer buys, he or she - 100% of the time - will search the internet for information. If you're NOT there, you're NOT part of the decision process.

Challengers 39 Relationship-Builders 7

info@ypsgroup.com (Todd Youngblood) — Fri, 20 Jan 2012 12:09:35 -0500

As a sales pro, which team would you rather join? The one that scores 39 points or the one that can only score 7? (And does it make you a bit uncomfortable to reject relationship-building as your strategy of choice?

Discovery BEWARE! Its not what it used to be

info@ypsgroup.com (Todd Youngblood) — Fri, 13 Jan 2012 12:09:35 -0500

We need instead to think in terms of Verify the Business Case. In other words, the first time we walk in the door we need to have the solution pretty much designed and customized. We must only ask the for the customers time for the purposes of tweaking and polishing the solution and building internal support.

The fundamental core of differentiation and greatness

info@ypsgroup.com (Todd Youngblood) — Sun, 11 Dec 2011 12:09:35 -0500

To be really great in little things, to be truly noble and heroic in the insipid details of everyday life, is a virtue so rare as to be worthy of canonization.Harriet Beecher Stowe, American writer

Need an e-Rep? You Decide

info@ypsgroup.com (Todd Youngblood) — Mon, 28 Nov 2011 12:09:35 -0500

Erik Brynjolfsson never uses the terms e-Rep or cloud in his new book Race Against The Machine. He does, however, paint an extraordinarily powerful picture of how sales reps who aggressively build and constantly develop a personal e-Rep (an electronic version of their own unique collection of knowledge, insight and experience) using cloud technologies can and will create a massive competitive advantage.

Community Service - 11 reasons why NOT doing it is crazy

info@ypsgroup.com (Todd Youngblood) — Tue, 08 Nov 2011 12:09:35 -0500

Many business people miss the point when it comes to Community Service. Typically, we feel this vague sense of guilt that we should be giving back more than we are. Such a narrow perspective

In sales? Then like it or not, you're also in the publishing business.

info@ypsgroup.com (Todd Youngblood) — Fri, 16 Sep 2011 12:09:35 -0500

Make no mistake. Do NOT kid yourself. If you are in sales, you are in the publishing business. Its a new niche of the publishing world, but one thats real, and more importantly, at the front end of virtually every buying process.

Work with those ready to be worked with.

info@ypsgroup.com (Todd Youngblood) — Tue, 02 Aug 2011 12:09:35 -0500

Work with those ready to be worked with. Pretty simple advice. Pretty sound too. Especially when it comes to embracing new techniques, technologies and tactics for selling more faster. Or selling anything for that matter.

Mom Was Right (...as usual)

info@ypsgroup.com (Todd Youngblood) — Thu, 21 Jul 2011 12:09:35 -0500

During a recent interview on the Sales Thinker Radio Show, our guest made a very intriguing statement, "Many of my references come from those I did no business with."

Talent - A Thing Or A Process?

info@ypsgroup.com (Todd Youngblood) — Tue, 05 Jul 2011 12:09:35 -0500

A old colleague of mine commented on the text version of this post. He took exception to what I wrote and said, Talent is an ability that is the result of process and effort.I think we're saying the same thing!

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

info@ypsgroup.com (Todd Youngblood) — Tue, 07 Jun 2011 12:09:35 -0500

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!

The Blog Brochure. AGHHHHHH!!!!

info@ypsgroup.com (Todd Youngblood) — Mon, 23 May 2011 12:09:35 -0500

If I have to be polite to one more so-called marketing professional, manager or executive who proudly shows me his or her blog that consists of post after post after post focused on product this or service that or feature X or internal announcement Y or some other such eloquent drivel that has inhabited printed brochures from time immemorial, my head will explode and cover said individual along with the unfortunate and abused PC used to publish that infernal blog with whatever it is that currently resides inside my skull.

The Existential Opportunity

info@ypsgroup.com (Todd Youngblood) — Tue, 03 May 2011 12:09:35 -0500

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 meeting of their Sales Excellence Council.

The Great Stagnation

info@ypsgroup.com (Todd Youngblood) — Fri, 22 Apr 2011 12:09:35 -0500

Its tough out there. Yeah, the economy seems to be recovering a bit, but its still pretty ugly. Seems like a lot of the folks I interact with feel like this is the new normal and that the economy will continue to stumble along for years and years.

The Gap Between Mind And Mouth

info@ypsgroup.com (Todd Youngblood) — Wed, 06 Apr 2011 12:09:35 -0500

Make no mistake. There is a gap between your mind and your mouth. Neglect filling that gap before making the call or presentation and guarantee less than optimal results.

They dont care about you, your products OR your company.

info@ypsgroup.com (Todd Youngblood) — Tue, 29 Mar 2011 12:09:35 -0500

Customers are a demanding bunch. They have to be because of the intensity of the competition they face and the fact that their customers are just as demanding. It puts a sales pro who genuinely cares about the customer in an odd situation becauseThey really dont care about you. They really dont care about your products. They really dont care about your company.

You Can ALWAYS Demonstrate Quantified Value

info@ypsgroup.com (Todd Youngblood) — Tue, 20 Mar 2011 12:09:35 -0500

There is no excuse to not quantify the value you can deliver to a customer. Collaboration and trade always produce value for both parties in the deal.

The 14-Step Arrows In Your Quiver Content-Generation Strategy

info@ypsgroup.com (Todd Youngblood) — Tue, 01 Mar 2011 12:09:35 -0500

Oh Todd, I understand that we should blog, but I just dont know what the hell we would blog about, he said.I hear this statement far too often.

On funnels, incubators and out of context metaphors

info@ypsgroup.com (Todd Youngblood) — Wed, 02 Feb 2011 12:09:35 -0500

Ive been in a running debate with my colleague, Stone Payton, for about a year now regarding the value and continuing applicability of the funnel metaphor for B2B sales. Stone emphatically states, Forget the funnel! (See this post, especially point #5 and the comments.) I just as emphatically disagree!

Persistence, My Friend (and only 6 years worth!)

info@ypsgroup.com (Todd Youngblood) — Thu, 20 Jan 2011 12:09:35 -0500

It takes twenty years to become an overnight success. - -Isidore Iskowitz (better known as Eddie Cantor)You learn stuff as you get older. One of the things Ive learned is that cliches are cliches for a reason. For the most part, theyre true! Take it one day at a time. All work and no play make Jack a dull boy. Dont throw the baby out with the bathwater.This twenty year thing to become successful though Its baloney.

Ever learn a lesson 50 times and still need a refresher course?

info@ypsgroup.com (Todd Youngblood) — Tue, 04 Jan 2011 12:09:35 -0500

Maybe its my age, but Im finally able to confront the fact that there are a few business lessons that are1)Unquestionably true2) Have been taught to me by mentors, customers and various sundry successful, experienced executives3) Have been beaten into me by the relentless force of real world experience4) That I have advised others to adhere to carefully (including both my now-adult kids)5) That I still fail to follow myself all the time

Innumeracy - Next victims sales reps?

info@ypsgroup.com (Todd Youngblood) — Thu, 16 Dec 2010 12:09:35 -0500

Innumerate Unable to understand and use numbers in a calculation.No, this isnt your new-word-of-the-day podcast. Its a wake-up call. Innumeracy is rapidly and relentlessly reducing the relevance of one set of professionals after another. Are sales professionals next?

Learn LOTS, Or Don't Bother

info@ypsgroup.com (Todd Youngblood) — Wed, 01 Dec 2010 12:09:35 -0500

I read a lot. In my view, all business people must read a lot. I seek out the opinions of others a lot. In my view, all business people must seek out the opinions of others a lot. New facts and perspectives, combined with all the facts and perspectives already in our heads are the raw materials for creativity and innovation. Creativity and innovation are the drivers of progress and productivity improvements and therefore sales growth.

Plan every sales call in writing

info@ypsgroup.com (Todd Youngblood) — Sat, 25 Sep 2010 12:09:35 -0500

Sometimes, stating the obvious is nothing more than that merely verbalizing what everybody in the audience already knows. Sometimes, something is obvious to the speakerwriter, but is genuinely a novel concept for the audience. Sometimes, everybody already knows, but only a few actually practice the best practice.

Shut Up And Do Your Forecast

info@ypsgroup.com (Todd Youngblood) — Mon, 06 Sep 2010 12:09:35 -0500

The best of the sales managers and executives Ive had the pleasure to work with tend to demand very few things. They expect a lot in terms of results, but are generally reluctant to lay out a long list of specific requirements. The single most common demand of the top-notch sales leader? A monthly forecast.

I Dont Know. A Great Answer

info@ypsgroup.com (Todd Youngblood) — Wed, 18 Aug 2010 12:09:35 -0500

Heres my contention Finding yourself frequently acknowledging, I dont know, is a signal that you have become a superior sales rep.

Think, Work And Act Like a Business Manager

info@ypsgroup.com (Todd Youngblood) — Tue, 03 Aug 2010 12:09:35 -0500

The traditional role of sales rep as provider of information is obsolete. That role got outsourced to Google because its a lot faster and easier that way.

Plans are nothing. Planning is everything.

info@ypsgroup.com (Todd Youngblood) — Tue, 13 Jul 2010 12:09:35 -0500

Who am I to argue with General Dwight D. Eisenhower? He made the comment in this posts title regarding the Normandy invasion. He was reflecting upon how little the actual battle resembled the D-Day plan a plan that resulted from a truly stupendous effort on the part of the Allies.

Dont waste money on sales training

info@ypsgroup.com (Todd Youngblood) — Fri, 02 Jul 2010 12:09:35 -0500

Conventional wisdom holds that continuous sales training is essential. I wonder why there isnt more of it going on?

All Sales Reps Will Blog (except for the ineffective ones)

info@ypsgroup.com (Todd Youngblood) — Mon, 14 Jun 2010 12:09:35 -0500

The first draft of this post started with the recommendation that all sales reps should start a blog. After pondering a bit on the reasons behind the recommendation though, it became clear that a prediction was more appropriate.

Do you speak the universal language of business?

info@ypsgroup.com (Todd Youngblood) — Mon, 14 Jun 2010 12:09:35 -0500

Communication is one of the obvious cornerstones of a successful sales career. You need to speak the language of the country where youre doing business. You need to know and understand each industrys specific lingo. You need to have a solid grip on the unique dialect of executives with different functional responsibilities. You need to be particularly fluent in the one language common to every decision-making executive.

The Insanity Of Protecting Your So-Called Proprietary Knowledge

info@ypsgroup.com (Todd Youngblood) — Thu, 20 May 2010 12:09:35 -0500

A case for aggressive sharing of EVERYTHING you know.

A Year Old Sales Best Practice Probably Isnt

info@ypsgroup.com (Todd Youngblood) — Mon, 03 May 2010 12:09:35 -0500

If the sales practices you use on a regular basis are the same ones you were using last year or 2, 3, 5, 10 years ago, they probably no longer deserve the best label. Dont get me wrong, just because something is not a best practice doesnt necessarily mean its not an excellent practice. A bronze medal in the Olympics isnt best, but WOW, MOM, WOW anyway!!! Do not dump your habits wholesale just cause theyre getting a bit old.

Unintended Consequences

info@ypsgroup.com (Todd Youngblood) — Thu, 15 Apr 2010 12:09:35 -0500

Were all familiar with the Law of Unintended Consequences. My personal favorite is still the plastic whistles that were packaged with Capn Crunch cereal back in the 70s. Blowing the whistle into your phone triggered a connection to ATTs long distance dialing AND by-passed their billing system. Free calls! Not exactly what Quaker Oats had in mind. (and Ma Bell was not pleased.)

Funnel or Incubator?

info@ypsgroup.com (Todd Youngblood) — Tue, 06 Apr 2010 12:09:35 -0500

Friendly violent debates are really a lot of fun. Theyre also the best way to practice selling complex ideas. Fortunately for me, there are lots of folks ready, willing and able to have no-holds-barred, free-for-all arguments about my allegedly brilliant ideas. One of my favorites involves the traditional sales funnel metaphor.

Im addicted to podcasts

info@ypsgroup.com (Todd Youngblood) — Wed, 17 Mar 2010 12:09:35 -0500

Im addicted to podcasts. Here are a few reasons why

An E-Rep Success Story

info@ypsgroup.com (Todd Youngblood) — Mon, 01 Mar 2010 12:09:35 -0500

113 days. That was how long it took my electronic alter ego, my E-Rep, to close his (its?) first deal.

Discipline, Opportunity Management Value Propositions

info@ypsgroup.com (Todd Youngblood) — Wed, 17 Feb 2010 12:09:35 -0500

Time again to take a look in the mirror and pick a few items to get really good at executing over the next twelve months. (Seems like maybe Ive seen a few of these before!)

I was wrong about proposals

info@ypsgroup.com (Todd Youngblood) — Thu, 04 Feb 2010 12:09:35 -0500

For years, Ive ranted at sales reps and managers about how utterly dumb it is to submit a quote to a customer. A traditional quote does nothing more than list items for sale, prices, totals, discounts and net price. It provides no differentiation whatever and reinforces the fact that you have nothing more to offer than a catalogue-full of commodities at really, really good (i.e., low) prices.

Every H-Rep Needs an E-Rep

info@ypsgroup.com (Todd Youngblood) — Wed, 20 Jan 2010 12:09:35 -0500

That is, every Human Rep needs an Electronic Rep to help execute the extraordinarily challenging job of Sales Rep.

Is Thought Leadership Really All That Important?

info@ypsgroup.com (Todd Youngblood) — Mon, 04 Jan 2010 12:09:35 -0500

Hey, let's all jump blindly onto the social media bandwagon!!! They say it's a great idea.

Another Spin on Value Propositions

info@ypsgroup.com (Todd Youngblood) — Thu, 17 Dec 2009 12:09:35 -0500

Quite often the inspiration for a great sales idea comes from a source way outside our industry or normal frame of reference. What follows is a story about a really creative value proposition. How can you use its message for your own business?

Is Your E-Rep Any Good?

info@ypsgroup.com (Todd Youngblood) — Mon, 30 Nov 2009 12:09:35 -0500

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 that needs to listen up. I think there's a question that needs answering...

You can't afford to let the knowledge leak out

info@ypsgroup.com (Todd Youngblood) — Thu, 19 Nov 2009 12:09:35 -0500

The sales rep with superior knowledge is a formidable competitor. That's why you have a Sales Excellence Council in place. (Right?) And that group is charged with identifying the best and newest sales best practices and tools. (Right?)

Did Google screw up big time or did they just transform B2B Social Media i

info@ypsgroup.com (Todd Youngblood) — Fri, 30 Oct 2009 12:09:35 -0500

When your customers and prospects start their research in anticipation of buying something, they go right to Google, right? Do they find you? Unfortunately, probably not. They only find you or your company when they specifically include you in their search. Do you want to rely on them to do that? Are you crazy???!!!

There's more than one kind of value

info@ypsgroup.com (Todd Youngblood) — Thu, 15 Oct 2009 12:09:35 -0500

None of us can ever invest enough time in increasing the punching power of our Value Propositions. Ever think in terms of their ubiquity and staying power?

...and by gosh, this Web 2.0 Social Media stuff is fabulous for selling k

info@ypsgroup.com (Todd Youngblood) — Thu, 01 Oct 2009 12:09:35 -0500

When you blow all the smoke away, knowledge is the only thing any of us has to sell any more. That's always been the case for a consulting-type business, but today, profitably selling even the most commoditized of commodities requires lots and lots of knowledge. It's all about finding andor purchasing andor packaging andor shipping andor installing andor applying andor maintaining andor disposing of andor... It's all about the intellectual content. It's the knowledge, stupid!

Maybe I really DO want to appear to be an order-taker...

info@ypsgroup.com (Todd Youngblood) — Fri, 28 Aug 2009 12:09:35 -0500

Technology has changed everything. It used to take multiple face-to-face sales calls to get a prospect up to speed on the potential value of our products and services. More importantly, those calls enabled us to acquire a broad, deep understanding of their issues, requirements and problems. Now, web 2.0 makes our info available 247. They don't need us to learn about us. AND, they now refuse to take the time to educate us regarding what they need.

Your learningself-improvement process is probably obsolete

info@ypsgroup.com (Todd Youngblood) — Thu, 30 Jul 2009 12:09:35 -0500

I don't know enough. (Notice the first sentence is the same as last month???) The pace of change in the world of sales, sales management and consulting is such that my traditional process for learning simply can't keep up. I know you're in the same boat. Guess what? We can help each other.

Creative Abrasion and the Sales Knowledge Activist

info@ypsgroup.com (Todd Youngblood) — Sun, 05 Jul 2009 12:09:35 -0500

I don't know enough. Not enough about my customers prospects, or their customers, prospects, suppliers, partners and competitors. I don't know enough about the objectives, strategies, requirements, problems or people of any of those groups. I don't even know enough about how my own products and services - either alone or combined with other products and services - can address the issues of my customers and prospects. Eeesssssshhhhh... (Guess what? You're in the same boat!)

All Opportunities Are Not Created Equal

info@ypsgroup.com (Todd Youngblood) — Mon, 01 Jun 2009 12:09:35 -0500

When reviewing an opportunity, most sales manages will ask about the odds to close. When asked about odds to close, most sales reps have a ready answer. Most often, it's wrong based on some mystical gut feel, but it sure does makes everyone feel better - like authentic planning, prioritizing and time management actually occurred.

Try Selling Them A Better Buying Process

info@ypsgroup.com (Todd Youngblood) — Wed, 13 May 2009 12:09:35 -0500

How much work do you expect your customers to do to for you? How much work do you need your customers to do for you? How much work are your customers doing for you?

Three Things That Kill CRM (...and how to counter them)

info@ypsgroup.com (Todd Youngblood) — Mon, 04 May 2009 12:09:35 -0500

According to the best research I can find, roughly 23 of CRM implementations fail. How can this be? After so many years why haven't sales leaders and CRM vendors figured this out?

Value, Value Stream, Flow, Pull, Perfection

info@ypsgroup.com (Todd Youngblood) — Wed, 22 Apr 2009 12:09:35 -0500

Manufacturing executives said it didn't apply to them. (They were dead wrong.) Software development executives said it didn't apply to them. (They were dead wrong.) Business technology services executives said it didn't apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn't apply to them. And of course they are right. Right?

Would a wiki work?

info@ypsgroup.com (Todd Youngblood) — Sat, 04 Apr 2009 12:09:35 -0500

A recent study conducted by CSO Insights indicated that poor sales knowledge management is hitting the top and bottom lines of companies in extremely negative ways. These included high sales rep turn over, longer sell cycles and lower win rates.

Are you an expert? (...at anything?)

info@ypsgroup.com (Todd Youngblood) — Sat, 21 Mar 2009 12:09:35 -0500

Read any trade publication. Surf the net for a sales trainer or consultant. Listen to the radio or TV. We are surrounded by experts. The gurus are everywhere!

Its Always About Productivity

info@ypsgroup.com (Todd Youngblood) — Sat, 21 Mar 2009 12:09:35 -0500

The US lost 2.5 million manufacturing jobs from 1994-2004. Does that mean I should jump out the window? Or is it a cause for celebration?

Four facts all sales reps should always keep in mind

info@ypsgroup.com (Todd Youngblood) — Mon, 02 Mar 2009 12:09:35 -0500

We are all conditioned to always remembering that the customer is always right. That's a good thing in general, but do we take it too far?

What's the best way to make your verbal statements more compelling?

info@ypsgroup.com (Todd Youngblood) — Thu, 12 Feb 2009 12:09:35 -0500

It's time to make (and stick to) another one of those I know it makes sense and it's good for me and I really need to make time for it resolutions.

There may never be a better time than now.

info@ypsgroup.com (Todd Youngblood) — Thu, 12 Feb 2009 12:09:35 -0500

The cold, hard fact is that for most of us, this economy has jacked up the challenge of selling more faster BIG TIME. I'll give 5 to 1 odds there are two things you wish you had already gotten done.