Taking Action Leads to Glorious Success, Not Taking Action Leads to Agonizing Regret

Robert Terson

You’ve heard it a thousand times before: you must take action.  It’s the most important thing.  Which is so true.  I’m going to tell you two stories which, when juxtaposed together, make the point. The first time I told story #1, to a real estate company of about 60 people, 24 years ago, I almost […]

Read More»

A Smile – Author Unknown

Robert Terson

A smile costs nothing, but gives much. It enriches those who receive, without making poorer those who give. It takes a moment, but the memory of it sometimes lasts forever. None is so rich or mighty that he can get along without it, and none is so poor, but that he can be made rich […]

Read More»

Social Selling: What the Sales Pros Do Differently – by Joanne Black

What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort. Your marketing department can help by providing relevant content […]

Read More»

Distinguishing Good Intentions Versus Malevolent Behaviors

Robert Terson

A while back my good friend and broker Stuart Pearl invited Nicki and me to an evening event put on by his company at the Chicago Board Options Exchange (CBOE).  It was a delightful evening of excellent food; a visit to the floor, including the one-and-only pit where business still is done the old-fashioned way: […]

Read More»

Misconception & Correction of the Revenue Marketer Role – by Rachel Davidson

While sales teams own lead generation, close deals, and drive revenue, marketing can seem just one step away from your business’ final equation. A rift between sales and marketing can divide two very different teams with the same end goal – mostly because sales is seen as having the most direct and profound impact on […]

Read More»

Are You Helping Your Prospects Discover Their Problems?

Robert Terson

You would think that a prospect would be in touch with his problems, difficulties 100% of the time. Alas, you’d be wrong. Which means it’s your responsibility, assuming that you want to make a sale, to help your prospect get in touch with himself, i.e. the aforementioned problems, difficulties. How do you do that? By […]

Read More»

The Smell of Rain – Author Unknown

Robert Terson

A cold March wind danced around the dead of night in Dallas as the Doctor walked into the small hospital room of Diana Blessing. Still groggy from surgery, her husband David held her hand as they braced themselves for the latest news. That afternoon of March 10,1991, complications had forced Diana, only 24 weeks pregnant, […]

Read More»

Holiday Reflections and the Passion of Impact – by Ken Thoreson

I woke up in rural Wisconsin on Christmas morning, when I peeked out the window of my mother in-law’s home it was -7 degrees on the thermometer. I grew up in rural Wisconsin–that is how it is supposed to be on Christmas morning. What do I mean by rural? Well driving the last 7 miles […]

Read More»

Why are You Totally Dominating the Conversation?

Robert Terson

Two annoying conversations I had—one on the telephone, one face-to-face in a restaurant—influenced me to write today’s blog. Both were with professional sales trainers, who shall remain anonymous; I have no wish to embarrass anyone. Both men have successful businesses, are in their late 40s, early 50s, with lots of experience under their belts—we’re not […]

Read More»

10 Rules of Prospecting — What It Takes to Be Successful – by Mark Hunter, “The Sales Hunter”

This post (http://thesaleshunter.com/do-you-have-prospects-or-suspects-10-ways-to-know-the-difference/) was originally posted on Mark Hunter’s website and is republished here with permission. People ask me all the time, “What does it take to be successful when prospecting?”  I’ve narrowed everything down to what I believe are the 10 rules of prospecting: Have a dedicated time on your calendar to prospect and don’t allow interruptions.   This […]

Read More»
© Copyright Selling Fearlessly - Design by JWD.