The Seed of Honesty – Author Unknown

Robert Terson

A successful businessman was growing old and knew it was time to choose a successor to take over the business. Instead of choosing one of his Directors or his children, he decided to do something different. He called all the young executives in his company together. He said, “It is time for me to step […]

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7 Invaluable Life Lessons: My Husband’s Legacy – by Jill Konrath

When my husband kissed me goodbye at the airport on November 6th, I had no idea it would be for the last time. I was flying home for a day and then on to Boston to speak at HubSpot’s big INBOUND conference. Fred was staying at our condo in southern Utah to spend a couple […]

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Some Wonderful Advice From My Father: Never Judge Anyone By Appearances Alone

Robert Terson

Anyone who is a regular visitor to this site, or has read Selling Fearlessly, is aware that my father played a huge role in forming my sales career. As I said in the book, “I longed to be a salesman because, as a child, I’d gobbled up all my father’s amazing tales and hungered to […]

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TSW17 The European Sales Enablement Summit, London – October 4, 2017

Robert Terson

  Join the Sales Enablement Summit 2017 On October 4th, in London, the global sales community Top Sales World is hosting its first Sales Enablement Summit for sales directors and sales leaders. Top Sales World’s CEO, Jonathan Farrington explains: “Sales Enablement is a term that still means very different things to different people and Top Sales World’s primary […]

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The Vital Question: Is it an Obstacle or an Opportunity?

Robert Terson

Things happen in life; we call them events. You can line up ten different people and ask for their take on a particular event, and you’re going to get ten different reactions, which proves that Shakespeare was right when he said, “There is nothing either good or bad, but thinking makes it so.” In other […]

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Inspiration from Top Geniuses – Author Unknown

Robert Terson

Albert Einstein did not speak until he was four and did not read until he was seven. Walt Disney was fired by a newspaper editor because, “he lacked imagination and had no good ideas.” Isaac Newton never did well in school. Thomas Edison’s teachers told him that he was “too stupid to learn anything.”… If […]

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A trust-building framework for B2B sales. – by John Cousineau

Trust affects team performance. When people trust each other, they’re more productive. Research shows staff at high-trust companies, compared with low-trust companies, are: 74% less stressed, 50% more productive, 106% more energized, and 76% more engaged. Paul Zak’s resulting, science-based, framework for building trust is, in my view, a healthy blueprint for improving trust in B2B […]

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The Infuriating Phenomenon of Piggybacking on Other People’s Networks

Robert Terson

We once had a discussion in the STA Sales Mastermind Group about those individuals who try to shortcut the networking process by trying to piggyback on other people’s networks. They don’t know you except by reputation (which you’ve worked hard to establish!) and they’re not interested in taking the time to get to know you, […]

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Scoring The Right Recommendations – by Mike O’Neil

To make gathering recommendations more helpful, we developed a scoring system that allows you to focus your efforts and to build diversity in and more powerful recommendations. This is an excerpt from our book: Rock The World with LinkedIn v2.1. Scoring recommendations is a refreshing way to look at this key area of your LinkedIn profile […]

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The Tremendous Power of Roleplaying

Robert Terson

I’ve done some motivational speaking in my time. Actually, quite a lot of it; we all need to be inspired from time to time. It moves us to recharge, gets our juices flowing, pushes us off dead center to go full throttle again. But all the motivation in the world isn’t going to help if […]

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