by Ted Harro | Oct 16, 2013 | Dirty Words, Revenue Engine
“Here’s the truth: I lie.” It was a moment of startling honesty from a salesperson I met a while back. Her job was to cold call mid-level and senior executives to set up sales meetings for her company. That’s a really tough job, so I had casually asked her how she did...
by Ted Harro | Jun 3, 2013 | Influence, Revenue Engine
We all know that developing the talent in our organizations is a fundamental role of leaders. Yes, yes we know that we should be adding to the bench strength of our organization constantly since one key to long-term growth is having enough talented, switched-on people...
by Ted Harro | May 22, 2013 | Creating the Future, Growth Planning, Revenue Engine
You’re sitting around the conference room table with your fellow executive team members staring at a list of symptoms. Sales are flat or even falling. When you start to dig into root causes, you immediately notice that your company has promoted star salespeople to new...
by Ted Harro | Mar 13, 2013 | Creating the Future, Revenue Engine
I heard with some sadness about the death of a legend the other day. One of my hobbies is wilderness camping and this grand old lady was a fixture in the Adirondack mountains near where I grew up. She had rich brown hair, perfect teeth, and piercing dark eyes. And...
by Ted Harro | Aug 16, 2012 | Influence, Revenue Engine
After a 3-month unpaid internship, I got my first job as a salesperson. I was perhaps the most unlikely salesperson in the world. My dad was a doctor and all five of his sons had been subtly indoctrinated to think that sales was a dirty word. In no way had I been...
by Ted Harro | Jun 19, 2012 | Influence, Revenue Engine
A while ago, I had the opportunity to shadow a top-performing salesperson who sells an innovative service to small businesses. We spent a high-energy day visiting business owners to see if this service was a good fit for them. It wasn’t easy to get past the...
