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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The Elephant Rope – Author Unknown

Robert Terson

As a man was passing the elephants, he suddenly stopped, confused by the fact that these huge creatures were being held by only a small rope tied to their front leg. No chains, no cages. It was obvious that the elephants could, at anytime, break away from their bonds but for some reason, they did […]

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