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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Mother’s Day – Author Unknown

Robert Terson

A man stopped at a flower shop to order some flowers to be wired to his mother who lived two hundred miles away. As he got out of his car he noticed a young girl sitting on the curb sobbing. He asked her what was wrong and she replied, “I wanted to buy a red […]

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Understanding The Antagonist – by Bob Burg

The following profound quote caught my attention on Twitter: “You don’t really understand an antagonist until you understand why he’s a protagonist in his own version of the world.” ~ John Rogers, screenwriter, film and television producer, director, comedian, comic book writer Since the author of the quote is a professional storyteller perhaps he’s teaching a lesson […]

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Some Quotations That are Definitely Worth Framing

Robert Terson

Today I thought I’d share with you some of my favorite quotations.  I find them inspiring; I hope you will, too.  If that’s the case, have it framed and place it where you’ll see it every day. It is absurd that a man should rule others, who cannot rule himself. Latin Proverb It was a […]

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How to Tell if Your Top Salesperson is Bad for Business – by Lee Bartlett

Top salespeople are often put on a pedestal by their company and peers because they generate more revenue than anybody else. This can lead to exceptional privileges as they carry the team’s motivation and spirits – even more so than the Sales Manager – since they are highly relatable and positioned in the trenches, making […]

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Earl Nightingale’s Fabulous Tale “Acres of Diamonds”

Robert Terson

The first time I heard Earl Nightingale’s melodious voice was at a sales meeting while training to become a telephone-book-cover advertising salesman; I was 25 years old. The tape recorder lay atop the hotel conference room table and six of us listened intently: it was “Acres of Diamonds,” from “Lead the Field.” Bob Trudeau, the […]

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