The Finest Steel Come From The Hottest Furnaces – by John Wayne “Jack” Schlatter

Robert Terson

I’ll never forget the night in 1946 when disaster and challenge visited our home. My brother, George, came home from football practice and collapsed with a temperature of 104 degrees. After an examination, the doctor informed us it was polio. This was before the days of Dr. Salk, and polio was well known in Webster […]

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Scale Up, and Three Other Keys to Quickly Advance Inbound Leads – by Mark Kosoglow

Qualified inbound leads are knocking at your door. It’s about time you let them in! Remember what it was like texting on a flip phone? You’d have to press a number four times just to get the right letter. It was cumbersome, and it took forever. That’s what it’s like following up on inbound sales […]

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Success is a Byproduct of Preparation and Execution—Chapter 7 from “Selling Fearlessly”

Robert Terson

Coach Paul “Bear” Bryant said, “It’s not the will to win that matters—everyone has that. It’s the will to prepare [my emphasis] to win that matters.” I often fantasize how I would perform in other professions. As a college basketball coach, for example, what I’d say to my team before the first practice, so they’d […]

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The Forgetting Curve in Sales Training – by Peter McLaughlin

As humans we are notoriously poor at remembering new information, especially when presented in large quantities that doesn’t engage us. The forgetting curve refers to the systematic degradation of memory over time. Often colloquially referred to as “use it or lose it” new information tends to go in one ear and out the other – […]

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Are You Taking the Time to Set the Stage?

Robert Terson

A salesperson is to a sales presentation what a director is to a movie or stage production. Here’s the ideal stage setting for a sales presentation: you and the prospect(s) isolated in an inner sanctum—office; conference room; in a residence, the dining room. You want comfort, control, and privacy; and each time you present, it’s […]

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