BizSugar.com › User › tyoungbl › Upcoming

Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps. Read More

Have you ever said something during an internal company meeting and when you’re done think that maybe you actually said something worthwhile? Maybe even pretty darned good? Maybe something that can be packaged and used to help everybody sell better-cheaper-faster? Read More

We have been directing our sales managers to spend more time in the field with their reps this year. I am always surprised at how much anxiety they have about these ride alongs, or coaching visits. Reps are understandably nervous the first few times a manager spends the day with them, but after t Read More

I’ve said it before and I’ll say it again and again and again… Every h-Rep needs an e-Rep. That is, every human sales rep needs an electronic alter-ego; a highly personalized, customized, electronic version of him or herself. I repeat the refrain for two reasons:

1. It is unequivocally true Read More

Here’s the scenario: The company is a B2B distributor of printing equipment and supplies. It was founded by a team of three people with a financial backer 14 years ago. In 2010, their 52 sales reps brought in just over $60 million in revenue. Annual sales growth has settled in right around 18%. Read More

“Confusion is always the most honest response.” – - Marty Indik

It’s OK to not know everything. Think of it this way, division of labor is THE fundamental key to all human progress. Ditto for knowledge. Going it alone is simply not the best strategy. Read More

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 profess Read More

Simplicity is the ultimate sophistication. - - Leonardo da Vinci Next time you're looking for a cooler way to say Keep It Simple Stupid! Read More

My daughter got me connected with Kiva a year or two ago. I continue to participate because I think their concept of how charitable donations should work is outstanding. It’s not a handout, it’s a loan; a micro-loan of $1,000 or so backed by individuals like me in $25 chunks. We make the loan ex Read More

The theme of e-Rep pops up fairly regularly in this blog – even more often in my mind. In my book, maintaining and continuously improving the value of my electronic alter-ego (…or sales assistant or whatever you want to call it) who’s on duty 24 X 7 X 365 is essential for all sales reps. Read More