How to Protect Your Good Accounts from the Competition
The Pareto Principle, also known as the 80/20 rule, dictates that for most salespeople, 20% of their customers produce 80% of their revenue. If that is true for you, it…
Marketing
Accepting Responsibility for Your Sales Success
What is it that empowers some people to change smoothly and effortlessly, while getting others to modify their behavior seems like moving a mountain? It is something that is becoming…
How to Maximize the Power of a Sales Call
No matter how clever the marketing program, how creative the advertising, or how friendly the customer service reps, if you mishandle the sales call, everything else is a waste. Mishandle…
How Well Are Your Salespeople Serving Your Customers?
That’s right. Serving, not selling. I know you are concerned with sales. It’s easy to determine how well your people are selling to your customers. That’s what sales reports are…
How Sharp Is Your Sales Structure?
How can I get greater productivity out of my salespeople? In one form or another, that’s a question every owner and sales manager ponders regularly. As a sales trainer and…
Advertising and Marketing Insurance in the “TiVo” Age
The “TiVo” phenomenon is just the tip of the iceberg when it comes to consumer-centric product and service marketing. This change, most noticeable in television advertising, is in itself a…
The Ultimate Marketing Tool and the Golden Rules of Sales
Why do the unsuccessful marketers constantly seek the ‘Holy Grail” of sales and marketing when the answer has always been well within reach? I assume that the fads in the…
Producer Validation and Management
Most insurance agencies would like to be driven by a regular flow of new business from their producer force. However, most agencies find that their producers spend most of their…
The 3 Most Common Mistakes Sales Managers Make
Sales manager is an incredibly important and difficult job. Unfortunately, it is often the most under-trained job in the entire organization. Instead of providing information on the best practices and…
Before You Can Close a Sale, You Have to Open It!
Every salesperson talks about “Closing the sale.” The best salespeople understand that before you can close the sale, you must open it. “Opening” means using well designed and delivered questions…
