Todd Youngblood
Todd Youngblood
Todd Youngblood is passionate about sales productivity. His 3+ year career in Executive Management, Sales, Marketing and Consulting has focused on selling more, better, cheaper and faster. He established The YPS Group, Inc. in 1999 based on his years of experience in Sales Process Engineering – that is, combining creativity and discipline in the design, implementation and use of work processes for highly effective sales teams.
I’d Rather Be Lucky Than Good
There aren't many feelings as cool as when you get to see one of your own best practices kick in. I had the...
You Don’t Understand. We’re Different.
In kicking off a session with a bunch of sales reps and managers, I always try to start with a group discussion that establishes...
The Time Value Of Your Customer’s Money
Mr. Customer, the net present value of the investment I'm suggesting is $377,000. That's the translation of "Many companies like yours have found tremendous...
Piling On The Pile – Still MORE On The Most Useless Metric In Sales
Dave Brock started the mudslinging at a useless forecasting metric, then Anthony Iannarino piled on. These two guys are right on the money...
Three Things That Kill CRM (
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...
Dunbar 150 – Dreamland 45,000
Two colleagues and I have decided to profoundly change the way B2B sales is executed. (Really… We did…) It all started last November at...
How Self-Absorbed Are Your Value Propositions?
What's in it for the customer? From day one of a sales career, the necessity of thinking in that context is crystal clear....
Ask Why 5 Times
I know, I know, you've all heard the "ask why five times" cliché over and over and over. Why repeat it again? ...
Frustrating? Sad? (
I don't quite know how to react to the feedback I'm getting on my series of selling with finance blog posts. It ranges...
ROI – For Pete’s Sake, Know What It Means!
This is the fourth post in a series about selling with Finance, the Universal Language of Business. Part 1: Do you speak the universal language...
E-Rep: DO IT!!!
OK, fine. I've become a (possibly annoying) evangelist for the notion that "Every H-Rep Needs an E-Rep." That is, every human rep...
Sales Rep = Change Agent (Right?)
Hold up a mirror before you answer that question… The knee-jerk response of any self-respecting sales rep or manager is an indignant, "Of course I'm...
The Best Selling Tip Ever
This sign has been on the bookshelf of every office I've ever had. In those years before I earned a private office, it...
Cumulative Cash Flow + Payback = Committed Customer
This is the third post in a series about selling with Finance, the Universal Language of Business. Part 1: Do you speak the universal language...
“I Don’t Know.” – A Great Answer
Here's my contention: Finding yourself frequently acknowledging, "I don't know," is a signal that you have become a superior sales rep. Huh? Before you conclude...
Do Your Customers Appreciate You?
Customers remember the things you messed up all by themselves. It's your job to highlight the times you went "above and beyond"...
Selling With A “Net Cash Flow” Approach
This isn't the first time you've read about The Universal Language of Business on this blog. Doesn't matter what they sell or what...
Think, Work And Act Like a Business Manager
The traditional role of sales rep as provider of information is obsolete. That role got outsourced to Google because it's a lot faster...
Mentoring Upside-Down
Success in sales, as a professional or at any level of management, requires a habit of continuous, lifelong learning. As a long-time advocate...
A Selling With Social Media Example
OK, sales rep or manager, you tell me what, if anything, is wrong with the following scenario: The Situation: A host and co-host interviewing an…