A Great Question: Should You Be a Salesperson?

Robert Terson

My friend and mentor Chris Lytle is the author of The Accidental Salesperson and The Accidental Sales Manager, both terrific reads. No one influenced the rewrite of Selling Fearlessly more than Chris did; he’s an amazing guy! Chris originally wound up in sales by “accident”; it wasn’t a choice he made, it wasn’t something he […]

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WHY YOUR BUSINESS PLAN DOESN’T WORK – by Dan Waldschmidt

Dan Waldschmidt

It’s all too easy to imagine that business is black and white. That if you follow an exact seven steps you’ll be successful. That sounds amazing, promising, like a plan you want to follow. But it’s also completely delusional. It just doesn’t work. Sure in business school there are plans and case studies and the […]

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The Great Ones Preempt Objections

Robert Terson

In a recent blog—Is it an Obstacle or an Opportunity?—I told a story of a young salesman who was hearing the price objection in eight out of ten presentations. He hadn’t been able to come up with a rebuttal to the objection, never mind taking the necessary steps to preempt the objection in the presentation […]

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The Secret of Success!—Author Unknown

Robert Terson

A young man asked Socrates, an ancient Greek philosopher, the secret of Success. Socrates told the young man to meet him near the river the next morning. They met. Socrates asked the young man to walk with him toward the river. When the water got up to their necks, Socrates took the young man by surprise and ducked him into […]

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Be the Architect of Your Life – by Joanne Victoria

Joanne Victoria

If you have a strong foundation you will be able to build a thriving, profitable life and business. A simple method to create this foundation is with Discovery, Vision, Planning and Benchmarking, the four cornerstones of your life and your business. Discovery is defined as examining where are you now and where are you going. […]

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