The Tattooed Homeless Man – by Susan Fahncke, Utah, USA

Robert Terson

He was scary. He sat on the grass with…his cardboard sign, his dog (actually his dog was adorable) and tattoos running up and down both arms and even on his neck. His sign proclaimed him to be “stuck and hungry” and to please help. I’m a sucker for anyone needing help. My husband both loves […]

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Do We Need A Sales Process Or A Sales Methodology? – by Dave Brock

Dave brock

Michael Webb poses the question:  Is a Sales Process the same as a Methodology?  He provides a thoughtful view (though doesn’t answer the question until his additional comment—make sure you see that). I thought I’d dive in because it’s a confusing issue.   A sales process, in my view, is a road map to guide the sales […]

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Are You Courageous Enough to Encourage Your Children?

Robert Terson

My daughter, Jessica, is a writer, an aspiring playwright—I always tell people she has it in her to be another Tennessee Williams; I truly believe that. I’ve been encouraging her to pursue her writing dream since she was a little girl. “Go for it!” I kept telling her; “never give up! It’s yours if you […]

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What Recruiters Need to Know about the Next Generation of Salespeople – by Dr. Dawn Deeter-Schmelz

Dr. Dawn Deeter-Schmelz

As a professor I am privileged to work with the next generation of salespeople on a daily basis. Undoubtedly this generation is different from students I worked with even a decade ago. Today’s undergraduate, a member of Gen Y (born between 1977 and 1994) or Gen Z (born between 1995-2009), tends to be extremely attached […]

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You Need to Be a Mensch

Robert Terson

A word I grew up hearing a lot in my house was “Mensch.” It’s a Yiddish word that means “a real human being, standup guy, a person of integrity and honor, someone whom you always can count on, a decent, caring person—man or woman.” Whenever I heard my mother, father, or grandparents refer to someone […]

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