I Wish You Enough! – by Bob Perks

Robert Terson

Recently, I overheard a mother and daughter in their last moments together at the airport as the daughter’s departure had been announced. Standing near the security gate, they hugged and the mother said: “I love you and I wish you enough.” The daughter replied, “Mom, our life together has been more than enough. Your love […]

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What Sales People Can Learn from Kicking a Field Goal – by Mike Leeds

A lot of moving parts are involved with kicking a field goal in football. As fans, many times we take short field goals for granted, calling them “chip shots” – and think & say “just take the easy 3 points.” It’s simple for us to say this as fans. In addition to the offensive line […]

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The STA Sales Mastermind Group–55 Extraordinarily Talented 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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8 Ways to Change The Way You Think About Closing – by Jeff Shore

“The happiness in your life depends upon the quality of your thoughts.” – Marcus Aurelius What is your first thought when you hear the word “closing?” Is it “Yes! Let’s finish this deal!!!” Or is it, “Yikes! This scares the “h-e-double-toothpicks” out of me!!!” Unfortunately, too many salespeople have negative thoughts about this fundamental part of the […]

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Foolishly Surrendering to Inappropriate Behavior

Robert Terson

My mother, Sophie, who passed 17 years ago, had a lifelong friend Therese. Therese was a powerful personality—she never hesitated to let you know what she thought about politics, business, culture, you name it. She was politically as far to the right as it gets; if she were still alive today (she passed away years […]

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The Tattooed Homeless Man – by Susan Fahncke, Utah, USA

Robert Terson

He was scary. He sat on the grass with…his cardboard sign, his dog (actually his dog was adorable) and tattoos running up and down both arms and even on his neck. His sign proclaimed him to be “stuck and hungry” and to please help. I’m a sucker for anyone needing help. My husband both loves […]

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Being Preparation Lazy is the Kiss of Death

Robert Terson

In Part I of Selling Fearlessly I have a chapter entitled Success is a By-Product of Preparation and Execution. The quotation that I included for that chapter is from the late college football coach Paul “Bear” Bryant: “It’s not the will to win that matters—everyone has that. It’s the will to prepare to win that […]

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Why a Purpose Driven Culture Wins More Sales – by John Smibert

A John Smibert interview with Ian J. Lowe Sales teams need to be committed to a clear organisational purpose in order to achieve. Such a commitment is what makes us want to come to work – to deliver the outcomes that excite us. It’s what makes us want to work together to collaboratively achieve. I asked the guru […]

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Situational Context is Vital

Robert Terson

Nicki and I watch “Shark Tank” on television. She usually sits there quietly, while I often get quite vocal and animated as the deals are hatched, proffering opinions as to what specific deals the entrepreneurs should offer the Sharks, or which of the multiple offers (when there are multiple offers) they should (if at all) […]

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Arms and Legs for Others – Author Unknown

Robert Terson

Bob Butler lost his legs in a 1965 land mine explosion in Vietnam. He returned home a war hero. Twenty years later, he proved once again that heroism comes from the heart. Butler was working in his garage in a small town in Arizona, USA on a hot summer day when he heard a woman’s […]

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