About four decades ago, Terry pioneered a concept he now calls "Wimp Junction®."

It came about because Terry, early in his sales career, began to suspect that buyers weren't telling him the truth about when a sale was lost. Over and over, he and his teams lost sales for reasons that didn't make sense. For instance, the buyer would say that they chose the competitor due to budget, but the competitor's price would be multiples of their own, and would include less benefit.

wimp_junctionWhen Terry chased down the real reasons these sales were lost, he discovered that most buyers were lying from the start, and the sale was lost because he hadn't had the courage to pursue the truth. He began to win more deals when he discovered how to take the lead in the sales journey and avoid wimp junction altogether.

Over the four decades since, the wimp junction concept has proven true across many industries and sales environments with complex sales teams. Through his company, Slattery Sales Group, Terry has been applying this concept to help companies increase margin and revenue since 1985.

Slattery's daughter, Jennica, was raised in the company. She says she was accompanying sales trainings with her father as early as her toddler years. In 2012, Jennica joined the Slattery team officially and in 2022 took over the role of President of the company.

In 2023, she set about to co-write Wimp Junction to share the Slattery Sales system and insights with a broader sales audience.