The Story of a Woodcutter – by Stephen Covey from “7 Habits of Highly Effective People”

Robert Terson

Once upon a time, a very strong woodcutter asked for a job in a timber merchant and he got it. The pay was really good and so was the work condition. For those reasons, the woodcutter was determined to do his best. His boss gave him an axe and showed him the area where he […]

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Do You Have Prospects or Suspects? 10 Ways to Know the Difference. – by Mark Hunter

Mark Hunter 1 - Copy

This post (http://thesaleshunter.com/do-you-have-prospects-or-suspects-10-ways-to-know-the-difference/) was originally posted on Mark Hunter’s website and is republished here with permission. Too many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. It’s better to have a narrow fast-moving […]

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Coaching and Training: What’s the Difference? Chapter 11 from “Sales Manager Survival Guide: Lessons from Sales’ Front Lines” by David A. Brock

Robert Terson

  Dave Brock is a friend of mine. There’s no one in the sales consulting business that I respect more than Dave; a few that I respect just as much, sure, I have a ton of friends in this business, but no one outshines Dave Brock in my view—his business is worldwide. I once encouraged […]

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Make a Wish… – by Deb Calvert

Deb Calvert

What if you obtained the magic lamp with a sales genie inside? Your three wishes have to be related to changing something about the way you sell… What would you wish for? Over the past five years I’ve been asking sales reps this question. Hundreds have responded, coming from different backgrounds and different companies. But […]

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How You Should Deal With Non-Cooperative Clients

Robert Terson

I once had a great conversation with one of the most outstanding individuals I’ve ever had the pleasure of meeting via social media—Felix P. Nater, CSC. Felix’s company is Nater Associates, LTD. They offer professional advice on how best to be proactive in the fight against crimes in the workplace and multi-layered security threats; how […]

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