Two Castle Builders – Author Unknown

Robert Terson

Hot sun. Salty air. Rhythmic waves. A little boy is on his knees scooping and packing the sand with plastic shovels into a bright blue bucket. Then he upends the bucket on the surface and lifts it. And, to the delight of the little architect, a castle tower is created. All afternoon he will work. […]

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THE 6 BIGGEST CHANGES IN TODAY’S SALES ENVIRONMENT YOU NEED TO KNOW ABOUT – by Jim Keenan

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Sales is changing.  There is no debating it. There are a number of changes in sales today that impact our ability to be successful and make our numbers.  These changes are changing the way we connect with prospects, differentiate ourselves from the competition, and position our products and services.  The sales people, leaders and organizations […]

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A Book Review: “Insight Selling: Surprising Research on What Sales Winners Do Differently” by Mike Schultz and John E. Doerr

Robert Terson

  Today’s blog is a review of Mike Schultz’s and John E. Doerr’s Insight Selling: Surprising Research on What Sales Winners Do Differently. I’ve never spoken to Doerr, but Mike Schultz is a friend and guest-post contributor to this site. Mike is President of RAIN Group, a sales consulting and sales training company. He helps companies around […]

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You are Better When You are Creating – by Todd Schnick

Todd Schnick

I often think my clients believe I am totally nuts. I spend half of my coaching calls pushing them to create. Create content and get it out to the world. Why? Well, to educate your market for one thing (I mean, if you don’t understand this concept, well, you’ve got bigger problems). After all, sales […]

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Are You Overly Deferential to Powerful Personalities?

Robert Terson

Salespeople are no different than anyone else when it comes to dealing with CEOs and other powerful personalities. Fear too often creeps to the forefront when sitting across from these tough individuals, especially if their difficult-to-deal-with reputations precede them, and even more so if they fall into the celebrity category. Say, someone like a Jack […]

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