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Four facts all sales reps should always keep in mind
By: Todd Youngblood
on: Sun, March 01, 2009 10:17 EST
(1088 Reads)
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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?
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There may never be a better time than now.
By: Todd Youngblood
on: Mon, Feb. 02, 2009 18:50 EST
(995 Reads)
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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.
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What's the best way to make your verbal statements more compelling?
By: Todd Youngblood
on: Fri, Jan. 02, 2009 18:41 EST
(754 Reads)
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It's January. 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.
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It's always about productivity
By: Todd Youngblood
on: Fri, Dec. 12, 2008 14:29 EST
(630 Reads)
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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?
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It's The Experience, Stupid!
By: Todd Youngblood
on: Sat, Nov. 01, 2008 09:28 EDT
(683 Reads)
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Take a few minutes and read through all the statements of value on your web site and in your recent proposals. Think about the value propositions you have articulated during customer calls over the last few months. Do they strike you as static statements? Or do they communicate a sense of a living, dynamic, ongoing, integrated, valuable experience?
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How sticky are your ideas?
By: Todd Youngblood
on: Sun, Oct. 05, 2008 08:30 EDT
(831 Reads)
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- Every now and then I come across a book that really nails its topic. Made To Stick by brothers Chip and Dan Heath is one of them. Their insights into consistently creating memorable messages is must reading for anyone in sales.
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Are you an expert? (...at anything?)
By: Todd Youngblood
on: Thu, Sept. 04, 2008 17:26 EDT
(631 Reads)
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- 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!
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There's Value, Value, Value & Value!
By: Todd Youngblood
on: Mon, Aug. 04, 2008 17:21 EDT
(628 Reads)
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- 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?
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Value, Value Stream, Flow, Pull, Perfection
By: Todd Youngblood
on: Fri, July 04, 2008 17:15 EDT
(1341 Reads)
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- 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?
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Three Things That Kill CRM (...and how to counter them)
By: Todd Youngblood
on: Wed, June 04, 2008 17:10 EDT
(628 Reads)
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- According to the best research I can find, roughly 2/3 of CRM implementations fail. How can this be? After so many years why haven't sales leaders and CRM vendors figured this out?
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