The Miracle of $1.11-True Story! – Author Unknown

Robert Terson

Tess was a precocious eight-year-old when she heard her Mom and Dad talking about her little brother, Andrew. All she knew was that he was very sick and they were completely out of money. They were moving to an apartment complex next month because Daddy didn’t have the money for the doctor bills and our […]

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Should Companies Stop Worshiping Sales Rock Stars? – by Andy Rudin

“Can you find us a sales rep? And not just any rep. We want a rock star!” An ordinary request for something truly extraordinary. I hear it often. Lately, I began to wonder, what does this honorific mean? I searched online for sales rock star, and received a deluge of results. 23,800 of them, if you’re into […]

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Elite Sales Professionals Don’t Always Make Good Sales Managers

Robert Terson

I met J—a top-tier professional salesperson, despite his youth—in January 2013, after he read Selling Fearlessly. He contacted me and I think it’s fair to say we became friends. He later ordered the book for his entire sales team, which led to a lengthy Q&A session with the team. I think it’s also safe to […]

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Working with Hostile Buyers – by Tom Hopkins

It’s inevitable that you’ll eventually find yourself working with hostile buyers. Confronted by a buyer who has suddenly turned hostile, average salespeople get anxious about their own dignity. If it requires shouting before withdrawal, they shout; if their dignity allows a silent stomp out, they silently stomp out—to oblivion with that particular buyer in either […]

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Talent or Tenacity, which is more important?

Robert Terson

My friends Richard Fenton & Andrea Waltz, authors of Go for No, did a video entitled Talent Versus Tenacity. I hope you’ll take a moment to watch it here. So impressed was I with this video and the question it tackles, that I thought I’d throw my two cents into the equation, too. One of […]

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