Are Office Teams Magic Bullets? – by Joanne Victoria

Joanne Victoria

Help wanted: professional, flexible, dynamic, well-organized, accurate, self-starter, independent thinker, up-beat, energetic, multi-tasked, experienced team player. A lot to ask of any individual, especially one who has not played on any team since softball in the third grade! Many businesses request a team player without knowing what that actually means. Being on a team means […]

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How Many Sales Presentations a Week are You Giving?

Robert Terson

In my last blog I mentioned that I’ve been conversing with a number of salespeople who have sought to tap into my decades of experience, seek advice, which is why I felt compelled to post Chapter 34—The Approach—of my book Selling Fearlessly. During these telephone-counseling sessions it became apparent to me how many salespeople out there […]

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We Choose Whom We Allow to Understand Us – by David Tovey

David Tovey

The title of this blog is one of the most profound statements I’ve ever heard in relation to selling. It came from a speaker at a procurement conference I attended. A senior procurement executive told the audience of would-be suppliers that she and her fellow procurement professionals know all the sales tactics that suppliers use […]

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The Approach—Chapter 34 from “Selling Fearlessly”

Robert Terson

I’ve spoken to a number of salespeople the past four years who sought my help.  They all needed to read my book, which was published in October, 2012.  In every case I spent a lot of time talking about the approach in cold calling, so I’ve decided to post that chapter of my book for […]

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Human value – Author Unknown

Robert Terson

A well-known speaker started off his seminar by holding up a $20 bill. In the room of 200, he asked, “Who would like this $20 bill?” Hands started going up. He said, “I am going to give this $20 to one of you but first, let me do this.” He proceeded to crumple the dollar […]

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6 Tips to Managing Independent Sales Channels – by Mark Sellers

Mark Sellers

Whenever I feel like I’m failing as a parent to one of my three kids I think of my clients over the years that have complained about their independent sales channels and feel better that I’m not alone. Fortunately it isn’t often that I have this thought, thanks more to my kids being pretty darned […]

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Some of my Absolute Favorite Quotations

Robert Terson

Today I thought I’d simply share with you some of my favorite quotations.  I find them inspiring; I hope you will, too. “I think a hero is an ordinary individual who finds strength to persevere and endure in spite of overwhelming obstacles.” Christopher Reeve (1952-2004)   “Everyone lives By selling something.” Robert Louis Stevenson (1850-1894) […]

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Learning from Victories, Not Only Mistakes – by Jeb Brooks

Jeb Brooks

Every event in life has something to teach us, whether it is a failed attempt or a major success. We know it’s in our best interest to learn and grow from our mistakes, but it’s less often that we sit back after a big win and really analyze the situation. Successful times warrant a bit […]

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Shakespeare said it best: To Thine Own Self Be True

Robert Terson

Let me tell you about a fascinating week I once had. It included introductory telephone conversations with five people, including the most affable man I’ve ever spoken to, John Cousineau, who’s developed a revolutionary statistical sales-training concept, AMACUS, which I think has the potential to be a game-changer for millions of salespeople; he asked me […]

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Carrots, Eggs, and Coffee – Author Unknown

Robert Terson

A young woman went to her mother and told her about her life and how things were so hard for her. She did not know how she was going to make it and wanted to give up. She was tired of fighting and struggling. It seemed as when one problem was solved, a new one […]

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