Juggle Balls – by Brian Dyson, Coca Cola CEO 1986-1991

Robert Terson

Imagine life as a game in which you are juggling some five balls in the air. You name them – work, family, health, friends and spirit and you’re keeping all of these in the air. You will soon understand that work is a rubber ball. If you drop it, it will bounce back. But the […]

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Why Your Good Salespeople Will Keep You From Having A Great Sales Team – by Steve Suggs

Steve Suggs

This is the written version of a Steve Suggs video blog: I recently worked with my son-in-law to help build a block retaining wall around his flower bed. Our plan was to start early in the morning and be finished by lunch so that we could spend the afternoon with our families. We did some […]

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How Do You See it, is it an Obstacle or an Opportunity?

Robert Terson

Things happen in life; we call them events. You can line up ten different people and ask for their take on a particular event, and you’re going to get ten different reactions, which proves that Shakespeare was right when he said, “There is nothing either good or bad, but thinking makes it so.” In other […]

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What kind of example are you setting? – by Dave Cooke

Dave Cooke

“What you do and say is always being observed by someone impacted by your actions.” As parents, adults, and leaders the best lesson we can provide anyone, especially our children, is to lead by the example of how we live our lives.  Telling someone what you expect, believe, or demand is only credible from a […]

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Advice from My Father: Never Judge Anyone By Outward Appearances

Robert Terson

Anyone who is a regular visitor to this site, or has read Selling Fearlessly, is aware that my father played a huge role in forming my sales career. As I said in the book, “I longed to be a salesman because, as a child, I’d gobbled up all my father’s amazing tales and hungered to […]

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The Greatest Gift is Love – Author Unknown

Robert Terson

A woman came out of her house and saw 3 old men with long white beards sitting in her front yard. She did not recognize them. She said, “I don’t think I know you, but you must be hungry. Please come in and have something to eat.” “Is the man of the house home?” they […]

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Abusive Coaching: It Happens in Sales, Too – by Andy Rudin

Andy Rudin

“Rutgers coach Mike Rice’s fiery style has been on public display before . . .”  As comedian Jon Stewart used to say, “OK, let me stop you right there . . . .” We’ve seen the video of the Rutgers basketball practice. Fiery style doesn’t justify Rice’s behavior. Some columnists have attributed Rice’s actions to what occurs when you combine […]

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Don’t Try to Piggyback on Other People’s Networks

Robert Terson

We once had a discussion in the STA Sales Mastermind Group about those individuals who try to shortcut the networking process by trying to piggyback on other people’s networks. They don’t know you except by reputation (which you’ve worked hard to establish!) and they’re not interested in taking the time to get to know you, […]

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How Much Real Value Do You Bring to Your Customers? – by Jeb Brooks

Jeb Brooks

How much weight does an individual salesperson carry in an organization’s decision to buy a product or not? It’s unlikely that they will simply be the coordinator of the sale and nothing more, but can salespeople ever be that one critical reason for the purchase? In today’s ultra-competitive marketplace, it is crucial for salespeople to […]

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Mastering by Roleplaying

Robert Terson

I’ve done some motivational speaking in my time. Actually, quite a lot of it; we all need to be inspired from time to time. It moves us to recharge, gets our juices flowing, pushes us off dead center to go full throttle again. But all the motivation in the world isn’t going to help if […]

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