It’s OK If Your E-Rep’s Aim Is Off A Bit


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WARNING: If you hold one of more of the following opinions, reading this post will be a waste of your time:

  • I can’t keep up with all my e-mail as it is, so I am NOT going to set up an RSS Reader that will only flood me with more stuff I don’t have time to read
  • Blogs, LinkedIn, Twitter and other social media tools are not useful B2B sales tools
  • I’d start a blog, but I can’t think of anything to write about

Since you’re still reading, that means you have at least an intuitive grasp of the power of your very own personal e-Rep. Here’s yet another perspective. Think about the effort you pour into crafting compelling value propositions along with the context for their presentation. Think in terms of efficiency and effectiveness.

What if you miss the mark with one?

If you depend on only your human self (i.e., your h-Rep) and you’re off a bit delivering the message to a “Top 5” account, all the preparation effort is wasted. You took your shot and missed. Not only not effective, but also terribly inefficient.

But what if your e-Rep came into play? What if you embedded the intellectual capital you created for that presentation to the “Top 5” account in a text blog post and/or video and/or podcast? Your e-Rep could then carry it off into cyber-space where a “Key Account” or plain old normal “Account” or “Prospect” could take a look at it and find that it’s right on the money. There might even be some “Unknown Suspect” that gets hit right between the eyes. In fact, since an e-Rep never forgets, that “Top 5” account might circle back 2 or 3 or 10 months later and find that new circumstances make your message compellingly relevant.

An e-Rep takes your finely crafted message and consistently delivers it well to whomever cares to hear it. It does so 24 X 7 X 365. It continues to relentlessly do so forever. You can encourage all your contacts to visit with your e-Rep at their convenience. And you know what? They will.

Go build your e-Rep.

Republished with author's permission from original post.

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.


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