Two Castle Builders – Author Unknown

Robert Terson

Hot sun. Salty air. Rhythmic waves. A little boy is on his knees scooping and packing the sand with plastic shovels into a bright blue bucket. Then he upends the bucket on the surface and lifts it. And, to the delight of the little architect, a castle tower is created. All afternoon he will work. […]

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THE 6 BIGGEST CHANGES IN TODAY’S SALES ENVIRONMENT YOU NEED TO KNOW ABOUT – by Jim Keenan

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Sales is changing.  There is no debating it. There are a number of changes in sales today that impact our ability to be successful and make our numbers.  These changes are changing the way we connect with prospects, differentiate ourselves from the competition, and position our products and services.  The sales people, leaders and organizations […]

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A Book Review: “Insight Selling: Surprising Research on What Sales Winners Do Differently” by Mike Schultz and John E. Doerr

Robert Terson

  Today’s blog is a review of Mike Schultz’s and John E. Doerr’s Insight Selling: Surprising Research on What Sales Winners Do Differently. I’ve never spoken to Doerr, but Mike Schultz is a friend and guest-post contributor to this site. Mike is President of RAIN Group, a sales consulting and sales training company. He helps companies around […]

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You are Better When You are Creating – by Todd Schnick

Todd Schnick

I often think my clients believe I am totally nuts. I spend half of my coaching calls pushing them to create. Create content and get it out to the world. Why? Well, to educate your market for one thing (I mean, if you don’t understand this concept, well, you’ve got bigger problems). After all, sales […]

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Are You Overly Deferential to Powerful Personalities?

Robert Terson

Salespeople are no different than anyone else when it comes to dealing with CEOs and other powerful personalities. Fear too often creeps to the forefront when sitting across from these tough individuals, especially if their difficult-to-deal-with reputations precede them, and even more so if they fall into the celebrity category. Say, someone like a Jack […]

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Finding Happiness – Author Unknown

Robert Terson

Once a group of 50 people was attending a seminar. Suddenly the speaker stopped and started giving each person a balloon. Each one was asked to write his/her name on it using a marker pen. Then all the balloons were collected and put in another room. Now these delegates were let in that room and […]

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Why You Need More Stress – by Geri Seiberling

Geri Seiberling

If you live and work in Iowa, you either (a) work in the Ag industry, (b) your work is related to the Ag industry, or (c) your work is separated from the Ag industry by only a few degrees. I am a farmer of sorts too. In the last 25 years, I have been cultivating […]

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Do You Constantly Interrupt Other People?

Robert Terson

I know a man—he shall remain nameless—who ubiquitously interrupts others, and when I say “ubiquitously,” I’m not exaggerating in the slightest; every time I’ve been in his presence it’s been a constant annoying phenomenon. Annoying and blatant to the point that I don’t want to be around the guy. He’s close to my age, the […]

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THE PARADOX OF SELLING – by Charles H. Green

Charles H. Green

This article appears on http://www.raintoday.com   One obvious purpose of selling is to persuade buyers to buy what you are selling. Most people have no trouble agreeing to that proposition. And yet–the harder you try to get people to do what you want them to do, the more likely they are to push back, resist, […]

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Do You Foolishly Reward Inappropriate Behavior?

Robert Terson

My mother, Sophie, who passed 14 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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