Sales Manager: Why Don’t You Formally Meet 1:1 Monthly with Every Salesperson? by Mike Weinberg

Mike Weinberg

      Leading the team and creating a healthy sales culture are primary responsibilities of the sales manager. Very often, I’ll ask a vice president of sales or the sales manager how often they meet 1:1 with their people. And the typical answer sounds something like this:  “I am in touch with every one of my […]

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Are You Providing More Value Than You Receive in Payment?

Robert Terson

One of my favorite individuals is Bob Burg, who is the author of a number of terrific books, including Endless Referrals, and co-author of The Go-Giver. Bob is someone you should be following—www.burg.com. I often purchase Bob’s books for friends of mine. Not too long ago I picked up a copy of Endless Referrals for […]

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A Couple’s Heartbreak – Author Unknown

Robert Terson

A boy was born to a couple after eleven years of marriage. They were a loving couple and the boy was the apple of their eyes. One morning, when the boy was around two years old, the husband saw a medicine bottle open. He was late for work so he asked the wife to cap […]

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Just the CRM Facts, Ma’am! – by Alyson Button Stone

Alyson Button Stone

We gathered some important new information from recent studies and reports about CRM present and future, CRM ROI, and the resurgence of emotional marketing. We’ve summarized it here, so you can easily see “just the facts” as in the old series, Dragnet. We think good ol’ Sergeant Friday would be proud of us! Present and […]

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So, How Badly Do You Want It?

Robert Terson

Recently, as we were preparing to go out shopping for some new clothes for Nicki, she brought up her weight situation. She’d recently regained all the poundage she had worked so hard and long to shed with the help of Weight Watchers®. She had, to put it bluntly, stopped paying attention to what had worked […]

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The Good, the Bad, and the Beautiful – by Geri Seiberling

Geri Seiberling

Where there is life, there is growth. Good businesses and good Start­Ups desire to grow. But, if you want to kick your business up a notch, you must first know in which notch you reside. Since small business growth is very much like human growth, you might identify your notch from this handy­dandy list of […]

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Please Donate to Save a Life!

Robert Terson

From time to time I’ve listed the members of the STA Sales Mastermind Group—41 sales experts whom I’m privileged to be part of. One of them is Kelley Robertson, part of our Canadian contingent. His wife, Louise—they’ve been married almost 36 years—suffered a stroke last October, which was bad enough, but in February 2015 things […]

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The Value of Knowledge – Author Unknown

Robert Terson

A giant ship engine failed. The ship’s owners tried one expert after another, but none of them could figure but how to fix the engine. Then they brought in an old man who had been fixing ships since he was a young. He carried a large bag of tools with him, and when he arrived, […]

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Building Your Authority Platform – by Rochelle Moulton

Rochelle Moulton

I was 26 when my career changed forever. A new law passed that completely upended how our clients handled health care—and as the junior consultant, I was selected to become the “expert” in our Chicago office. I pored over hundreds of pages—the law itself and detailed analyses by our crack team of attorneys. I traded […]

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Pitfalls to Avoid—Chapter 53 from “Selling Fearlessly”

Robert Terson

A salesperson can make insoluble mistakes which short-circuit a prospect’s attention and blow the sale; he’s oblivious to what he’s done and can’t put a finger on what went awry. In 1969, the man who trained me in the telephone-book-cover advertising business, Rollie, incessantly used a word which kept grabbing my attention to the point […]

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