Student Counting Apples – Author Unknown

Robert Terson

A teacher teaching Maths to seven-year-old Laiq asked him, “If I give you one apple and one apple and one apple, how many apples will you have?” Within a few seconds Laiq replied confidently, “Four!” The dismayed teacher was expecting an effortless correct answer, three. She was disappointed. “Maybe the child did not listen properly.” […]

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Build Your Best Organization – by Dr. Terri Griffith

Terri Griffith

Whether you’re an employee, a freelancer, or something in-between, you should proactively build your best organization — no one else is going to do it for you. If you’re an employee, your employer may have assigned others to work with you, but don’t take this group as given. If you’re a freelancer, you need to […]

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A Story of Remarkable Character

Robert Terson

One of my favorite movies is the 1981 Oscar-winning Chariots of Fire. It tells the story of two great English Olympic runners who competed in the 1924 Paris Olympic Games—Harold Abrahams, portrayed by Ben Cross, and Eric Liddell, portrayed by the late Ian Charleson. The line, “Bring me my chariot of fire,” from the William […]

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“Miss The Start, Miss The End” – by Tibor Shanto

Tibor Shanto

Rightly or wrongly, sales people, teams, and companies choose to participate in the “quarter end hustle”. A dance centered around driving opportunities to close earlier than they should, mixed with a counter beat of excuses, and accented by attempts to make the quarter in the last week or so, even though there was little attention […]

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The Terrible Agony of Change

Robert Terson

Most of us would rather go through a root canal than undergo a major change, even if it’s obviously in our best interest. You know what I’m talking about. Stepping out of your comfort zone—where, by the way, all the goodies are—is…well, just so damn uncomfortable. It’s so much easier to stay where you are, […]

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The Grass Cutting Days – by Patrick A. Lyons

Robert Terson

The pastor called me to come forward. I walked to the pulpit confident and proud. I looked out at my family. Some wore somber expressions. Others had faces still damp with tears. Then I gazed down at the shiny black coffin crowned with yellow flowers. My father, Charlie Lyons, was gone. It was my turn […]

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Customers Come in All Sorts of Designs – by Greg Marchand

Greg Marchand

As with all things human, customers come in all sorts of designs. Many industry consultants and sociologists group customers in four categories. The following is how I choose to group customers. There was no research involved, and all the evidence that things work this way is strictly anecdotal. In short, this is what my experience […]

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It’s Unfortunate, but People are Going to Envy Your Success

Robert Terson

I was having a conversation with my dear friend Gary Hart (if you’re not following Gary, you should be. You can find him at his website http://www.salesdujour.com/ or on Twitter at https://twitter.com/SalesDuJour or at LinkedIn: https://www.linkedin.com/profile/view?id=99107163&authToken=hMSn&authType=name&goback= and we got on the topic of envy. Gary waxed eloquently on the subject, which didn’t surprise me, because he’s […]

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How To Win the Sale Before Winning the Order – by Andy Paul

Andy Paul Headshot

What buyers want from sellers. It’s the big mystery of sales. How do we get buyers engaged? What can we say or do to make them pick us? What can we do to speed their decision?  My friend and sales-mastermind-group colleague Andy Paul has written a new book on exactly how to deliver what your […]

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Are You Accountable to Anyone? if Not, You Need to Be!

Robert Terson

When I retired in January 2010 I stated, in no uncertain terms, that I was not going to do any professional coaching or training, although I wound up doing a ton of both pro bono. Now, because I’ve been drafted into doing some limited professional coaching and training (Nicki sets the limits; I am retired, […]

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