Why are You so 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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Are You or Your Sales Team Just Chasing Opportunities Instead of Targeting Strategic Accounts? – by Mike Weinberg

Mike Weinberg photograph

Previously posted on Mike’s blog July 18, 2016   I love a warm lead as much as the next guy. And we can all certainly understand why most salespeople start at the bottom of their sales funnels and work their way up. That is the default mode of most sellers, right? They start their sales day […]

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Why are You Constantly Interrupting Other People?

Robert Terson

I know a man—he shall remain nameless—who ubiquitously interrupts others, and when I say “ubiquitously,” I’m not exaggerating in the slightest; every time I’ve been in his presence it’s been a constant annoying phenomenon. Annoying and blatant to the point that I don’t want to be around the guy. He’s close to my age, the […]

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I Wish You Enough! – by Bob Perks

Robert Terson

Recently, I overheard a mother and daughter in their last moments together at the airport as the daughter’s departure had been announced. Standing near the security gate, they hugged and the mother said: “I love you and I wish you enough.” The daughter replied, “Mom, our life together has been more than enough. Your love […]

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What Sales People Can Learn from Kicking a Field Goal – by Mike Leeds

A lot of moving parts are involved with kicking a field goal in football. As fans, many times we take short field goals for granted, calling them “chip shots” – and think & say “just take the easy 3 points.” It’s simple for us to say this as fans. In addition to the offensive line […]

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