The Hedgehogs – Author Unknown

Robert Terson

It was the coldest winter ever. Many animals died because of the cold. The hedgehogs, realizing the situation, decided to group together to keep warm. This way they covered and protected themselves; but the quills of each one wounded their closest companions. After awhile, they decided to distance themselves one from the other and they […]

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5 Superb Insights That Will Make You a Better Salesperson – by Lee Bartlett

Gone are the days when a complex monthly report was the first sight that managers had of their team’s success or otherwise: this data is now easily available in real time, which allows for flexible goals to be set, monitored, and re-aligned on the fly. Leading data analytics company, insidesales.com, recently published great insights into […]

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It’s Absolutely Necessary to Have an Equality Mindset

Robert Terson

I’m often asked what I think the most important aspect is to becoming a master salesperson. Not an easy question to answer, because, of course, there are so many things that make a salesperson successful, let alone a master; we could create a list a few pages long, covering every point of all three sides of […]

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No Proposals Before You Close – by Carole Mahoney

Tomorrow we Rick give our version of how to close a new client for our group sales training. But I started writing this blog post almost a month ago as almost every new client who has started our 3 month trial program has had this same problem. How to close the sale that has had a […]

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It’s Destructive to Be Too Meek

Robert Terson

I once met a Twitter follower for breakfast, a terrific young man who drove all the way up from the northwest side of Chicago to spend some time with me. Tim’s 46, single, has a marketing background and, outside of some freelance work, has been unemployed for a few years now. He’s definitely an introvert, a laid […]

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The Story of a Blind Girl – Author Unknown

Robert Terson

There was a blind girl who hated herself just because she was blind. She hated everyone, except her loving boyfriend. He was always there for her. She said that if she could only see the world, she would marry her boyfriend. One day, someone donated a pair of eyes to her and then she could […]

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Logic, Emotion and Why Your Sales Process Isn’t Working For You – by Stephen Lahey

As a Star Trek fan from way back, I have always enjoyed Leonard Nimoy’s iconic character, Mr. Spock. Perhaps this is because deep down I wish that we humans were more logical creatures. Over the years, I’ve observed that even our business decisions are driven as much by emotion as logic. On a personal level, […]

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You Need to Get a PHD at the School of Hard Knocks

Robert Terson

The eternal question is “Why are some driven and others not?” If you’re not hungry, obsessed to succeed, you lack the fuel to ignite your rocket to the stars; you may blow a lot of smoke, but you’re not going anywhere. When people ask me where I went to school, I tell them I attended […]

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Once In a While, Just Go With the Flow – by Sam Richter

Sales is hard. And sometimes we make it a lot harder than it needs to be. We spend hours compiling lists, cold calling prospects, and engaging people on social media. Maybe the best sales opportunity is right in front of your eyes. It could be a prospect who has viewed your LinkedIn profile or website multiple […]

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Are You Feeling Sorry for Yourself, Oh You Poor Baby?

Robert Terson

A middle-aged woman I know has been going through some tough times lately; everything fell apart all at once: she lost her job as an inside salesperson; broke up with her latest boyfriend again (there are only so many sports events on TV a 55-year-old woman can tolerate before going stark raving mad, to say […]

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