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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Buying an Hour of Daddy’s Time – Author Unknown

Robert Terson

The man came home from work late again, tired and irritated, to find his 5-year-old son waiting for him at the door. “Daddy, may I ask you a question? “Yeah, sure, what is it?” – replied the man. “Daddy, how much money do you make an hour?” “That’s none of your business! What makes you […]

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