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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Buyers Choose Who They Allow to Understand Them – by David Tovey

David Tovey

One of the most profound statements I’ve ever heard about winning business came from a speaker at a public sector procurement conference. A senior procurement executive told the audience of over 500 would-be suppliers that she and her fellow procurement professionals knew all the sales tactics that suppliers use on them. “These days,” she said, […]

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Are you Frozen into a State of Inaction?

Robert Terson

Do you have a great goal you dream of pursuing but have been unable to take the necessary action to pursue it? Are you blocked in the same way, say, a writer gets Writer’s Block? Your instincts tell you that you can do this thing, it’s yours if you’ll only go after it, but…you just […]

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What’s the Big Idea? Parts 1 and 2 – by Geri Seiberling

Geri Seiberling

Part 1 What’s the big idea? The question is both a challenge and one that demands an answer. Want to know the fastest way from zero to awesome in your business? The journey begins, not with reading every new management book, not with passion and devotion to your work, and not with hiring all the right […]

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The Minute Fractional Difference Between Great Success and Utter Failure

Robert Terson

I’m a huge baseball fan. My father, a lifelong White Sox fan, took me to my first game at the old Comiskey Park when I was four years old; that’s pushing 68 years ago. Today Nicki and I are Cubs’ supporters, have season tickets at Wrigley Field. Our older son, Michael, used to be the […]

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The Lost Wallet, a Great Love Story! – Author Unknown

Robert Terson

As I walked home one freezing day, I stumbled on a wallet someone had lost in the street. I picked it up and looked inside to find some identification so I could call the owner. But the wallet contained only three dollars and a crumpled letter that looked as if it had been in there […]

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Leave Voice Mails that Get Returned – by Tibor Shanto

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Voice mail is a fact, you can ignore it and join the phone is dead crowd, or you can be a sales professional and leverage voice mail in the way it was designed, a digital pink message slip of old. Given that voice mail is a fact of sales life, you need to master the […]

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Tell a Fantastic Story: Show Your Product or Service in Action

Robert Terson

When I reviewed my good friend Mike Weinberg’s fantastic first book–New Sales. Simplified.—I said the following: “Chapter 8: Sharpening Your Sales Story. For years I’ve been preaching the importance of storytelling to salespeople—what Mike Weinberg calls the Sales Story”; I said that because Mike’s take on storytelling resonated with me. I wholeheartedly believe in telling […]

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Turning Pro – by Toni Jacaruso

Toni Jacaruso

  “A practice has a space, and that space is sacred”–Turning Pro by Steven Pressfield My father used to tell me that my room was a reflection of my mind. Messy room. Messy head. I never forgot that lesson. To this day I keep my desk neat and organized and my files in order. My […]

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The Agony of High-Maintenance People

Robert Terson

One of the great epiphanies of my life hit me when I read Codependent No More by Melody Beattie (it was 1991, I was 47 at the time) and discovered that there were people out there who required such high-maintenance attention that they could drain you dry in a very short period of time. It […]

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