The Falcon & The Branch – Author Unknown

Robert Terson

Once there was a king who received a gift of two magnificent falcons. They were peregrine falcons, the most beautiful birds he had ever seen. He gave the precious birds to his head falconer to be trained. Months passed, and one day the head falconer informed the king that though one of the falcons was flying […]

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Does Our “Value” Align With How Customers Define Value? – by David A. Brock

Dave brock

This blog was originally posted on Partners in EXCELLENCE–Making a Difference on March 21, 2011.   Over the past week, I’ve been writing a lot about Value.  We build our organizations around creating and delivering value.  Yet, only the customer can define value.  What we don’t recognize is the value we can create and deliver […]

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It’s Extreme Folly to Pay Attention to Critics

Robert Terson

One of my favorite quotations is from President Theodore Roosevelt.  It goes like this: “It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, […]

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Trust Takes a Long Time to Create, a Short Time to Destroy. Not. – by Charles H. Green

There are two kinds of mistakes we make with trust. One is to trust mistakenly – the other is to fail to trust at all. One is a failure of commission, the other a failure of omission. The former gets all the press – but it’s the latter that is the bigger problem. Let me […]

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Do You Possess the Mental Attitude of a Master Salesperson?

Robert Terson

The vast majority of the salespeople who call me for help are in dire need of a mental attitude makeover, from top to bottom.  So today I want to list 10 aspects of mental attitude a master salesperson is always on top of.  If you want to be ranked among these top-tier professionals, you must […]

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