Finding Your Balance in a World of Extremes – by Don Perkins

Don F. Perkins Photograph

Tibor Shanto’s blog post on The Pipeline got me thinking about how our cultural norms shape our business practices. You might say the amount of information and training available about sales today is extreme. If you search with Google, “Extreme” gets 334 million hits. The word “More” gets over 9 billion hits. It seems our culture is […]

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How to Deal With clients Who Won’t Cooperate

Robert Terson

In 2013 I 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; […]

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Two Castle Builders – Author Unknown

Robert Terson

Hot sun. Salty air. Rhythmic waves. A little boy is on his knees scooping and packing the sand with plastic shovels into a bright blue bucket. Then he upends the bucket on the surface and lifts it. And, to the delight of the little architect, a castle tower is created. All afternoon he will work. […]

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THE 6 BIGGEST CHANGES IN TODAY’S SALES ENVIRONMENT YOU NEED TO KNOW ABOUT – by Jim Keenan

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Sales is changing.  There is no debating it. There are a number of changes in sales today that impact our ability to be successful and make our numbers.  These changes are changing the way we connect with prospects, differentiate ourselves from the competition, and position our products and services.  The sales people, leaders and organizations […]

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A Book Review: “Insight Selling: Surprising Research on What Sales Winners Do Differently” by Mike Schultz and John E. Doerr

Robert Terson

  Today’s blog is a review of Mike Schultz’s and John E. Doerr’s Insight Selling: Surprising Research on What Sales Winners Do Differently. I’ve never spoken to Doerr, but Mike Schultz is a friend and guest-post contributor to this site. Mike is President of RAIN Group, a sales consulting and sales training company. He helps companies around […]

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