Were You Trained to Feel Shameful About Selling?

Robert Terson

I once had a fabulous conversation with David, who had just recently published a new book. I don’t want to embarrass David, so I’m not going to give his last name or the title of his book. I will simply say that this is a brilliant man who brings tremendous value to people. I was […]

Read More»

But Wait–There’s More! Ten Outstanding Salespeople Who Continue to Inspire – by Andy Rudin

Andy Rudin

If you could be any character from literature, who would you be? I admire Dean Moriarty’s restless adventurism in Jack Kerouac’s On the Road, Rabbit Angstrom’s flawed but engaging personality in John Updike’s Rabbit, Run, and Harry Potter’s endless curiosity. If I could blend all three into one person, I’d do it. Then I’d infuse killer sales […]

Read More»

The Extraordinary Power of Video Testimonials

Robert Terson

I once published a blog entitled “Testimonials.” In it I said: My friend, architect Barry Thalden, pointed out to me that in our modern technological world videotaped testimonials from satisfied clients and consumers would be an even more powerful proof sequence than what I used for four decades. I concur, go for it. Despite my […]

Read More»

Kiss Someone Before You Go – Author Unknown

Robert Terson

The subway train sways back and forth, its wheels screeching more fiendishly than ever against the tracks. Outside the window the freezing cold of winter rules and the dreary bay looks like a yawning abyss as the train rumbles across it. The carriage is filled with frozen self-centered, bored passengers. Good morning! Suddenly a little […]

Read More»

The Power of Empowering Your Team – by Paul Alves

Paul Alves

My business partner and I have been building a business for the past twelve years.  As I look back, I see several things which have contributed to our success.  Passion, hard work, optimism and the will to build something bigger than the individual, building something from nothing are all things that come to mind.  The […]

Read More»

You Can Make a Purposeful Decision Not to Be Poor

Robert Terson

Dennis Kimbro, a professor of business at Clark Atlanta University, spent seven years interviewing 1,000 African-American Millionaires, which led to the publication of The Wealth Choice: Success Secrets of Black Millionaires. According to a story in the Chicago Tribune by Sheila M. Poole of The Atlanta Journal-Constitution, May 12, 2013, “Kimbro pored over census and […]

Read More»

Align Sales Compensation with Your Goals: a compensation plan that works – by Ken Thoreson

KenThoresonSMALL

Note: This blog is an excerpt from Ken Thoreson’s new book: Creating High Performance Sales Compensation Plans   When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and mix of products and services. Some pay commission […]

Read More»

Why Greatness is Worth Pursuing in Every Area of Your Life

Robert Terson

I had a conversation with a young software salesperson from the Bay area in California. At the ripe old age of 23, I’d say Dylan is far ahead of most of his peers. He’s hungry for knowledge, because he wants to be a top producer, one of the great ones. I could hear the hunger […]

Read More»

The Little Wave – by Mitch Albom in “Tuesdays with Morrie”

Robert Terson

The story is about a little wave, bobbing along in the ocean, having a grand old time. He’s enjoying the wind and the fresh air – until he notices the other waves in front of him, crashing against the shore. “My God, this terrible”, the wave says. “Look what’s going to happen to me!” Then […]

Read More»

Prospecting 101: Network . . . Engage . . . Build Relationships – by Ted McLyman

Ted McLyman

Prospecting is simple. You network to find a prospect. Next you engage your prospect and have a conversation. From the conversation, hopefully a relationship germinates. The relationship then drives the sales process. That’s it. If you make prospecting more complicated than this, call me. We need to talk. Let me share a phone call I had with Robert Terson […]

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