Were You Programed to Feel Shame About Selling?

Robert Terson

I once had a fabulous conversation with David, who had just recently published a new book. I don’t want to embarrass David, so I’m not going to give his last name or the title of his book. I will simply say that this is a brilliant man who brings tremendous value to people. I was […]

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Matching Your Sales Approach to Your Prospect’s Readiness to Buy – by Jill Johnson

Your sales and promotional messages must link to where your customers are in their decision-making process. There are five stages of buying behavior that a consumer will go through: awareness, interest, evaluation, trial and finally the adoption stage. Each stage requires a different decision by your prospect. By matching your sales and promotional strategies to […]

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The Unparalleled Power of Video Testimonials

Robert Terson

I once published a blog entitled “Testimonials.” In it I said: My friend, architect Barry Thalden, pointed out to me that in our modern technological world videotaped testimonials from satisfied clients and consumers would be an even more powerful proof sequence than what I used for four decades. I concur, go for it. Despite my […]

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How are You Building Your Life? – Author Unknown

Robert Terson

An elderly carpenter was ready to retire. He told his employer-contractor of his plans to leave the house building business and live a more leisurely life with his wife enjoying his extended family. He would miss the paycheck, but he needed to retire. They could get by. The contractor was sorry to see his good […]

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Why BURSTfocus Boosts Inside Sales Productivity – by Lynn Hidy

Why don’t I work as hard EVERY DAY as I do the week before I leave for vacation? One of my clients asked that very question the day before leaving on his company’s President’s Club Cruise. It may seem strange when a very successful salesperson is frustrated by the results of his work habits. As […]

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Not Being Poor is a Purposeful Decision You Can Make

Robert Terson

Dennis Kimbro, a professor of business at Clark Atlanta University, spent seven years interviewing 1,000 African-American Millionaires, which led to the publication of The Wealth Choice: Success Secrets of Black Millionaires. According to a story in the Chicago Tribune by Sheila M. Poole of The Atlanta Journal-Constitution, May 12, 2013, “Kimbro pored over census and […]

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Are You Creating Destructive or Constructive Discomfort?

Are you creating destructive discomfort or constructive discomfort during your sales conversations? Are you pushing your product or service or are you helping your prospect solve a problem to move their business forward? Are you trying to make a sale to meet your quota or are you trying to gain a client for life? Does […]

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Pursuing Greatness in Every Arena of Your Life

Robert Terson

I had a conversation with a young software salesperson from the Bay area in California. At the ripe old age of 23, I’d say Dylan is far ahead of most of his peers. He’s hungry for knowledge, because he wants to be a top producer, one of the great ones. I could hear the hunger […]

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You are Unique! – Author Unknown

Robert Terson

Think what a remarkable, unduplicatable, and miraculous thing it is to be you! Of all the people who have come and gone on the earth, since the beginning of time, not ONE of them is like YOU! No one who has ever lived or is to come has had your combination of abilities, talents, appearance, […]

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Is Your Corporate Blog Effective? It’s Entirely Up to You – by Alyson Stone

This article was previously post at theconversationcompany.com. I just finished gulping down the International Data Group (IDG)  B2B Technology Content Marketing 2016: Benchmarks, Budgets, and Trends—North America. There’s so much great information and guidance in this report, but I noticed that my preferred content marketing technique — the corporate blog — took a blow in perceived effectiveness among […]

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