Happy Thanksgiving, Everyone!

Robert Terson

Thanksgiving is my favorite holiday. That’s because Nicki puts on a spread that’s fit for the Gods (although that only happens every other year now–this is our year; when you have married children you have to share them with their in-laws) and because I believe so strongly in a Gratitude Mindset. I even included a […]

Read More»

How to Generate Leads from Existing Customers – by Mark Hunter “The Sales Hunter”

Mark Hunter 1 - Copy

Too many salespeople fail to realize the potential that exists from their regular customers with regard to being able to generate new leads. Generating leads with existing customers is much easier than it may appear at first glance. We all know the merits of asking the customer with whom you just finished working for the […]

Read More»

Are You Fit to Coach Your Sales Team? – by Carolyn Coradeschi

Carolyn Coradeschi

Whether you’re looking to hire an outside coach for your sales team or you’re considering being your own team’s coach, there are several things to understand about the coaching relationship.  Let’s take a look at three crucial ones to make sure it’s a fit for you and your team. Coaching Is a Choice Remember, the […]

Read More»

A Book Review – “Profit Heroes: Breakthrough Strategies for Winning Customers and Building Profits” by Bob Rickert

Robert Terson

Today’s blog is a review of Bob Rickert’s Profit Heroes: Breakthrough Strategies for Winning Customers and Building Profits, which has recently been rereleased. Bob Rickert is a guest-post contributor of this site. He’s the CEO of PCS Strategies and has over 30 years of experience in counseling leading companies on how to dramatically accelerate profit-centered […]

Read More»

The Power of Encouragement—Author Unknown

Robert Terson

Dante Gabriel Rossetti, the famous 19th-century poet and artist, was once approached by an elderly man. The old fellow had some sketches and drawings that he wanted Rossetti to look at and tell him if they were any good, or if they at least showed potential talent. Rossetti looked over them carefully. After the first few, […]

Read More»

Get On an Equal Footing – by Deb Calvert

Deb Calvert

We’ve all made excuses not to call that person…or been relieved when we did call and went straight through to voice mail…or felt just a little bit in awe of that person and/or their position… In selling, there’s a fine line between being respectful and completely disempowering yourself. Here are some examples of what this […]

Read More»

A Great Question: Should You Be a Salesperson?

Robert Terson

My friend and mentor Chris Lytle is the author of The Accidental Salesperson and The Accidental Sales Manager, both terrific reads. No one influenced the rewrite of Selling Fearlessly more than Chris did; he’s an amazing guy! Chris originally wound up in sales by “accident”; it wasn’t a choice he made, it wasn’t something he […]

Read More»

WHY YOUR BUSINESS PLAN DOESN’T WORK – by Dan Waldschmidt

Dan Waldschmidt

It’s all too easy to imagine that business is black and white. That if you follow an exact seven steps you’ll be successful. That sounds amazing, promising, like a plan you want to follow. But it’s also completely delusional. It just doesn’t work. Sure in business school there are plans and case studies and the […]

Read More»

The Great Ones Preempt Objections

Robert Terson

In a recent blog—Is it an Obstacle or an Opportunity?—I told a story of a young salesman who was hearing the price objection in eight out of ten presentations. He hadn’t been able to come up with a rebuttal to the objection, never mind taking the necessary steps to preempt the objection in the presentation […]

Read More»

The Secret of Success!—Author Unknown

Robert Terson

A young man asked Socrates, an ancient Greek philosopher, the secret of Success. Socrates told the young man to meet him near the river the next morning. They met. Socrates asked the young man to walk with him toward the river. When the water got up to their necks, Socrates took the young man by surprise and ducked him into […]

Read More»
© Copyright Selling Fearlessly - Design by JWD.