The STA Sales Mastermind Group–46 Extraordinary People Who Will Change Your Life!

Robert Terson

Periodically I list the names and books of a fantastic group of people, the STA Sales Mastermind Group—incredible sales experts all—I’m blessed to be part of. So strongly do I want all of you to follow and pay attention to, listen to, these amazing people, I’ve decided to remind you about them twice a year. […]

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The Cookie Thief – by Valerie Cox in “A Matter of Perspective”

Robert Terson

A woman was waiting at an airport one night, with several long hours before her flight. She hunted for a book in the airport shops, bought a bag of cookies and found a place to drop. She was engrossed in her book but happened to see, that the man sitting beside her, as bold as […]

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Attract and Acquire More Ideal Clients: Sales and Marketing Advice For Solos – by Stephen Lahey

Stephen H. Lahey

Consistently acquiring ideal clients seems like an impossible dream to most solo professionals. While many of them are highly skilled at their particular craft (consulting, coaching, speaking, etc.), very few of them have mastered the fundamentals of developing new business. Market research is often completely ignored. That’s a big mistake. When people skip this step their new […]

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What Pray Tell is it Going to Take to Motivate You?

Robert Terson

A while ago I had a conversation with a friend who operates a consulting business here in Chicago. We discussed sales, networking, and other related subjects. He wanted my take on a number of these topics. He’s just as frustrated as I am with salespeople and sales management who see the sales process through the […]

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Intrinsic Motivation – fancy words to keep you moving! – by Lynn Hidy

Lynn Hidy

Motivation is a completely personal thing. Motivation is the why behind what YOU choose to do (or not do). If you’ve never taken the time to annoy yourself and figure out what motivates you…How will you ever accomplish anything when the road gets a little bumpy or the route tough to follow? Intrinsic Motivation refers […]

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Why are You in Such a Hurry to Sell Something?

Robert Terson

A while ago I had a conversation with a friend who operates a consulting business here in Chicago. We discussed sales, networking, and other related subjects. He wanted my take on a number of these topics. He’s just as frustrated as I am with salespeople and sales management who see the sales process through the […]

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My Mom Only Had One Eye – Author Unknown

Robert Terson

My mom only had one eye. I hated her. She was such an embarrassment. She cooked for students and teachers to support the family. There was this one day during elementary school where my mom came to say hello to me. I was so embarrassed. How could she do this to me? I ignored her, […]

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Secrets of Selling Professional Services: Pencil Selling – by Ian Brodie

Ian Brodie

One of the most powerful techniques I’ve come across for building relationships with clients while you’re selling to them is the concept of pencil selling. It’s also one that I’ve almost never seen anything written about. When most professionals meet with a potential client to discuss how they might be able to help they typically come […]

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I Really Don’t Want You to Follow Me For the Wrong Reasons

Robert Terson

Please don’t follow me for any of the following wrong reasons: Your main objective is to build up your Twitter, LinkedIn, Google+, Facebook numbers; if quantity of numbers is more important to you than establishing relationships and the quality of those relationships. You’re out to sell me something, offer me the “opportunity of a lifetime” […]

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5 FUNDAMENTALS EVERY SALES LEADER SHOULD MASTER – by Jamie Shanks

Jamie Shanks

Do you know what your sales team should be doing on a daily basis to be successful? As our buyers become more in-depth with social media for business, you need to ensure your sales professionals engaging in one of the following five tasks for every single deal, every single day. Whether you’re looking to build […]

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