The Fat Lady – by Chong Sheau Ching

Robert Terson

Hi! How are you?” The woman smiled as she took the seat beside me. She had to lower herself slowly, squeezing her ample bottom into the seat, filling all available space. Positioning herself comfortably, she plopped her enormous arm on our common armrest. Her immensity saturated the space around us, shrinking me and my seat […]

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Every Day, More of Us Are Managers – by Terri Griffith

Terri Griffith

Intuit’s 2020 Report suggests that by 2020, 40% of the American workforce will be freelancers, contract employees, and/or temporary workers. That means morethan 40% of us (all those in the freelance, contract, and temporary worker categories, plus those in traditional managerial roles) will be managers, whether or not we have the formal title. Freelancers, contract, and temporary […]

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One-on-Ones, Chapter 25 from “Sales Manager Survival Guide: Lessons from Sales’ Front Lines” by David A. Brock

Robert Terson

      As I said in last Wednesday’s post, Dave Brock is a friend of mine. And: There’s no one in the sales consulting business that I respect more than Dave; a few that I respect just as much, sure, I have a ton of friends in this business, but no one outshines Dave […]

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Selling Value – Everything You Always Wanted to Know – by Dave Kurlan

Dave Kurlan

Some news stories just don’t go away.  Today those stories include Ferguson, Bill Cosby, ISIS and The NFL’s Domestic Abuse Problem.  There is also Obamacare, Immigration and Ebola.  They remain in the news more because the media continues to milk these stories then readers demand to know more. When we look at the sales stories of the recent past, the topics that sales experts continue writing […]

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The Glorious Prize Doesn’t Mean That Much to You

Robert Terson

You want to lose ten pounds; in fact, you’ve wanted to lose the ten pounds for a couple of years now, but you just can’t seem to accomplish this simple goal. And make no mistake about it, my friends, it is a simple goal; there isn’t anything all that complicated about dropping ten pounds: you […]

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The Story of a Woodcutter – by Stephen Covey from “7 Habits of Highly Effective People”

Robert Terson

Once upon a time, a very strong woodcutter asked for a job in a timber merchant and he got it. The pay was really good and so was the work condition. For those reasons, the woodcutter was determined to do his best. His boss gave him an axe and showed him the area where he […]

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Do You Have Prospects or Suspects? 10 Ways to Know the Difference. – by Mark Hunter

Mark Hunter 1 - Copy

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. Too many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. It’s better to have a narrow fast-moving […]

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Coaching and Training: What’s the Difference? Chapter 11 from “Sales Manager Survival Guide: Lessons from Sales’ Front Lines” by David A. Brock

Robert Terson

  Dave Brock is a friend of mine. There’s no one in the sales consulting business that I respect more than Dave; a few that I respect just as much, sure, I have a ton of friends in this business, but no one outshines Dave Brock in my view—his business is worldwide. I once encouraged […]

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Make a Wish… – by Deb Calvert

Deb Calvert

What if you obtained the magic lamp with a sales genie inside? Your three wishes have to be related to changing something about the way you sell… What would you wish for? Over the past five years I’ve been asking sales reps this question. Hundreds have responded, coming from different backgrounds and different companies. But […]

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How You Should Deal With Non-Cooperative Clients

Robert Terson

I once 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; how […]

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