Are Clients For Life In Your Best Interest? – by Rochelle Moulton

I grew up in big global consulting firm where “clients for life” was almost a mantra. We were rewarded—fêted really—for continually, SIGNIFICANTLY growing our books of business (and slapped resoundingly for failure). And of course growing an existing client relationship was far easier than staking out a new one. So most of us focused on […]

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You Must Care Deeply About the People You Do Business With

Robert Terson

How do you view the people you do business with? Do you care about them? Do you care about their success? Are you there to serve them, help them get what they want, better their lives? Is that important to you? Do you think about that, is it something you’re fully conscious of, proud of? Or are they there simply for […]

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Sales Channel Management – by John Kypriotakis

What is “sales channel management,” and how can we implement it in an effective manner? Before we get too far into this discussion, let’s first identify the exact meaning of the word “channel” (courtesy of www.dictionary.com): A course or pathway through which information is transmitted. A route of communication or access. Often used in the plural. […]

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How to Model Master Salespeople to Become One

Robert Terson

Salespeople read books, blogs, listen to tapes and CDs, etc., as they struggle to improve, become better at their craft (it is a craft, folks; it’s not an art). They want to uncover all the “secrets” that make the top-tier professionals, the masters, so successful. I applaud these salespeople, I applaud their initiative; however, I think […]

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The Chinese Farmer – Author Unknown

Robert Terson

There is a Chinese story of an old farmer who had an old horse for tilling his fields. One day the horse escaped into the hills and, when all the farmer’s neighbors sympathized with the old man over his bad luck, the farmer replied, ‘Bad luck? Good luck? Who knows?’ A week later the horse […]

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