You Definitely Should Be Glad it’s Difficult

Robert Terson

Not too long ago I spoke about Nicki’s attitude regarding weight loss—specifically that she saw it as really hard, difficult. I told her she needed to reframe her attitude. Please read the rest of that blog—The Question is, How Badly Do You Want It?—to discover the point I was making. Today I want to touch […]

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The Finest Steel Come From The Hottest Furnaces – by John Wayne “Jack” Schlatter

Robert Terson

I’ll never forget the night in 1946 when disaster and challenge visited our home. My brother, George, came home from football practice and collapsed with a temperature of 104 degrees. After an examination, the doctor informed us it was polio. This was before the days of Dr. Salk, and polio was well known in Webster […]

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Scale Up, and Three Other Keys to Quickly Advance Inbound Leads – by Mark Kosoglow

Qualified inbound leads are knocking at your door. It’s about time you let them in! Remember what it was like texting on a flip phone? You’d have to press a number four times just to get the right letter. It was cumbersome, and it took forever. That’s what it’s like following up on inbound sales […]

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Success is a Byproduct of Preparation and Execution—Chapter 7 from “Selling Fearlessly”

Robert Terson

Coach Paul “Bear” Bryant said, “It’s not the will to win that matters—everyone has that. It’s the will to prepare [my emphasis] to win that matters.” I often fantasize how I would perform in other professions. As a college basketball coach, for example, what I’d say to my team before the first practice, so they’d […]

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The Forgetting Curve in Sales Training – by Peter McLaughlin

As humans we are notoriously poor at remembering new information, especially when presented in large quantities that doesn’t engage us. The forgetting curve refers to the systematic degradation of memory over time. Often colloquially referred to as “use it or lose it” new information tends to go in one ear and out the other – […]

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Are You Taking the Time to Set the Stage?

Robert Terson

A salesperson is to a sales presentation what a director is to a movie or stage production. Here’s the ideal stage setting for a sales presentation: you and the prospect(s) isolated in an inner sanctum—office; conference room; in a residence, the dining room. You want comfort, control, and privacy; and each time you present, it’s […]

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Salt, Glass of Water and the Lake – Author Unknown

Robert Terson

Once an unhappy young man came to an old master and told he had a very sad life and asked for a solution. The old Master instructed the unhappy young man to put a handful of salt in a glass of water and then to drink it. “How does it taste?” – the Master asked. […]

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Show Me the Money – by Ben Martin

It is hard work as of late, convincing individuals that blogging/creating content needs to be part of their digital personal brand strategy. Especially those that have amassed valuable knowledge over the years and even those with great ideas and opinions. Some tend to believe that all they need to have is a static presence, say […]

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So, Are You Providing More Value Than You Receive in Payment?

Robert Terson

One of my favorite individuals is Bob Burg, who is the author of a number of terrific books, including Endless Referrals, and co-author of The Go-Giver. Bob is someone you should be following—www.burg.com. I often purchase Bob’s books for friends of mine. Not too long ago I picked up a copy of Endless Referrals for […]

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Managing Good Salesperson Behavior – by John Smibert

A John Smibert discussion with Tony Hughes. We need our salespeople to engage with our customers in a constructive and positive manner with their underlying intent being to help that customer achieve their desired outcomes. And yet too often, we as sales managers, unwittingly encourage the opposite behaviour through our dialog with our sales team and […]

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