Elevator Speech vs. Unique Selling Proposition vs. Value Proposition – by Jill Konrath

Jill Konrath

Without a strong value proposition, it’s much harder to sell your products or services in today’s economy, much less even get in the door of big companies. But what is a value proposition? And how is it different from other commonly used terms? A value proposition is often confused with an “Elevator Speech” or a “Unique […]

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A Book Review: “Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance” by Jeff Shore

Robert Terson

Today’s blog is a review of Jeff Shore’s Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance. Jeff is a highly sought-after sales expert, speaker, author, and executive coach whose innovative BE BOLD methodology teaches you how to change your mindset and change your world. You can connect with […]

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Life Lessons From Charlotte, from A Dad’s Point-of-View – by Bruce Sallan

Bruce Sallan

Charlotte is my wife’s dog. She’s a Weimaraner and she’s been through hell and back. But, she’s still livin’ life, lovin’ life, and her attitude is a lesson for us all. I love Charlotte. She has spunk and unlike the classic exchange from the Mary Tyler Moore television show: “Lou: You know what? You’ve got […]

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Time is Passing Rapidly—Are You Frittering it Away?

Robert Terson

How many times in your life have you heard someone say, “Life is short”? I’ll wager if you had a dollar for every time you’ve heard that expression, you wouldn’t bother to buy another lottery ticket; you’d be more than covered. So, if life is so short, why are you so cavalier about the precious […]

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The Three Dolls – Author Unknown

Robert Terson

A sage presented a prince with a set of three small dolls. The prince was not amused. “Am I a girl that you give me dolls?” – He asked. “This is a gift for a future king,” Said the sage. “If you look carefully, you’ll see a hole in the ear of each doll.” The […]

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But We Have A Sales Process… – by Dave Brock

Dave brock

A couple of weeks ago, I was on a panel with a number of peers. A couple of the panelists suggested the majority of companies they worked with had no sales process in place. I have a slightly different point of view, one that is perhaps worse news. Most of the organizations I work with […]

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The Man Who Foolishly Quit Too Soon

Robert Terson

By now most of you know that Think and Grow Rich by Napoleon Hill is one of my favorite books; I’ve read it and reread it more than a 100 times over the past 44 years. It always inspires me. I believe it’s the single most important book I ever read; it certainly has influenced […]

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Big Fish Selling – by Jill Johnson

Jill Johnson

A Big Fish is anyone who is of a higher stature than you normally play with, and if you land them, it will move you into a whole new level of clientele. They may be spending bigger money and as a result, they will expect that you have the professionalism to satisfy their needs. Yet […]

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The Basic Difference Between an Ordinary Person and a Warrior

Robert Terson

My dear friend Barry Thalden (we’ve been friends 54 years; Selling Fearlessly is dedicated to Barry) sends me a quotation every week, which he puts under the banner of Inspiration for the Week. This week’s quote really grabbed me: “The basic difference between an ordinary person and a warrior is that a warrior takes everything as […]

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The Falcon & The Branch – Author Unknown

Robert Terson

Once there was a king who received a gift of two magnificent falcons. They were peregrine falcons, the most beautiful birds he had ever seen. He gave the precious birds to his head falconer to be trained. Months passed, and one day the head falconer informed the king that though one of the falcons was flying […]

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