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While it might seem a bit odd to have a discussion about healthcare featured on a Sales Leadership podcast, there IS a legitimate and powerful connection. Strong content that provides value to the individual executives and professionals within your customer and prospect organizations is an outstanding way to demonstrate the fact that you provide value. […] The post The Healthcare Debate (…and a great example of selling with content) appeared first on YPS Group.

Geoff Ables is Managing Partner of C5 Insight and author of the new book The LUCK Principle – Business Results at the Intersection of People & Profit. He’s a guy who has focused his career on creating great customer experiences and employee engagement. AND, he undertook the daunting task of writing it all down in […] The post Geoff Ables – Entrepreneur and Author appeared first on YPS Group.

From “index cards in a box” through today’s most sophisticated CRM systems, Brian Garnder has seen – and lived – it all. He s the Founder and Lead Evangelist at SalesProcess360, and in a past life, he also founded Selltis, a CRM system designed for the industrial sales market. Recently, he did us all a favor […] The post Brian Gardner of Sales Process 360 appeared first on YPS Group.

Jay McDonald knows a thing or two about leadership. He’s started, managed and sold companies, mentored slews of employees, advises CEOs, writes, speaks and freely shares his insights. In this first of a series on Leadership, Jay “dunks us into the unfiltered pool of reality.” Practical stuff like: Understanding your “Why” The Four Pillars of […] The post Jay McDonald appeared first on YPS Group.

Need more quality leads? How about access to decision makers? Or more influence in your marketplace? Allison Graham of Elevate Biz has a few – actually more than just a few – thoughts on all of those topics. Not to mention a level of energy to take the concepts and make them real, working tools. […] The post Allison Graham of ElevateBiz appeared first on YPS Group.

Who better to talk about the good, the bad and the ugly of CRM systems, than a guy leading a team selling a CRM system! Dave Litzenberg, Vice President, Sales and Marketing with Tour de Force brings his unique perspective, along with 30 years in the field to the conversation. We addressed things like: The necessity […] The post Dave Litzenberg of Tour de Force appeared first on YPS Group.

Cornell Wright, founder and principal of The Parker Wright Group, knows a thing or two about Customer Service. Having built a career with a passion for assisting clients who want to enhance their relationships with their clients through improved customer service, he’s worth listening to! Cornell provides a refreshing perspective that reflects deep thought placed […] The post Customer Service at the “C-Level” appeared first on YPS Group.

Frank Hurtte, Founder of River Heights Consulting has spent – literally – his entire life in distribution. He’s got a unique style and perspective on the industry. Be it Sales Process, Re-engineering, Selling Services, Strategic Planning or Customer Targeting, Frank’s got an opinion well worth hearing and thinking about. SHOW NOTES: Why selling services is […] The post Selling the value of added services appeared first on YPS Group.

Michael Webb is one of a very few sales consultants with a broad, deep background in Lean and Six Sigma that also – as he often puts it – keeps a focus on making the B2B sales funnel flow faster. Mike is the Owner of Sales Performance Consultants and the author of two books; Sales […] The post Sales Process Excellence appeared first on YPS Group.

If you think the trade show is dead or dying, consider this… The economic impact of trade shows in the U.S. alone is $80 Billion annually. And that’s just what organizations are spending to conduct, exhibit at and attend trade shows. It does not count any of the sales that are made and/or advanced at […] The post The Trade Show Selling Strategy appeared first on YPS Group.