Is Social Selling the “Soup Du Jour” or a Sales Evolution? – by Jamie Shanks

Jamie Shanks

I’ve been in sales for the last decade (since the dot com bubble of 2000). I’ve seen the inside of at least 500+ sales organizations. There are so many sales models – some were fads, some just didn’t work, but the best ride the wave of evolution. We are now in one of those fundamental inflection points […]

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The Difference Between Success and Failure is Usually a Tiny Fraction

Robert Terson

I’m a huge baseball fan. My father, a lifelong White Sox fan, took me to my first game at the old Comiskey Park when I was four years old; that’s 66 years ago. Today Nicki and I are Cubs supporters, have season tickets at Wrigley Field. Our older son, Michael, used to be the weekend […]

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Why Dogs Live Less Than Humans! – Author Unknown

Robert Terson

Being a veterinarian, I had been called to examine a ten-year-old Irish Wolfhound named Belker. The dog’s owners, Ron, his wife, Lisa, and their little boy, Shane, were all very attached to Belker and they were hoping for a miracle. I examined Belker and found he was dying. I told the family we couldn’t do […]

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The #1 Reason Salespeople Fail – by John Cousineau

John Cousineau

On LinkedIn, over 150 Sales + Marketing Executives shared their views on the #1 reason for failure in sales. Several things really struck me from the conversation to date. Learning’s gotten little air time. Nor has better coaching. The need for it. The lack of it. I believe this discussion is proof that we may […]

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A Woman Who Can’t Quite Believe in Herself

Robert Terson

Laura (not her real name) is a waitress. She has a second job selling in a mall retail store. She’s 24, single, easy on the eyes, and one of the best waitresses Nicki and I have ever encountered—efficient to the Nth degree, along with a real pleasant personality. She’s so good at waitressing that, in […]

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Finding Your Balance in a World of Extremes – by Don Perkins

Don F. Perkins Photograph

Tibor Shanto’s blog post on The Pipeline got me thinking about how our cultural norms shape our business practices. You might say the amount of information and training available about sales today is extreme. If you search with Google, “Extreme” gets 334 million hits. The word “More” gets over 9 billion hits. It seems our culture is […]

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How to Deal With clients Who Won’t Cooperate

Robert Terson

In 2013 I had a great conversation with one of the most outstanding individuals I’ve ever had the pleasure of meeting via social media—Felix P. Nater, CSC. Felix’s company is Nater Associates, LTD. They offer professional advice on how best to be proactive in the fight against crimes in the workplace and multi-layered security threats; […]

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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

1

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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