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If there is a chance to win deals in a competitive marketplace, we must be more assertive, have established rapport, and make a second and third effort. It’s not easy…

A painfully uncomfortable sales scenario is the team call with a senior that does not go well.  Whether the senior has been blindsided or the salesperson just wasn’t prepared, a…

Team call situations are ripe for confusion and frustration unless the team members agree on a clear call plan. Team calling demands a much more specific definition of roles. To…

Because clients’ needs have become increasingly complex, most salespeople recognize that to meet those needs a team effort is required. Being able to gain access to team members, preparing with…

If you like feeling appreciated by your clients, if you want to strengthen relationships, and if you want to win more business, start making thank-you calls today. Here are some…

The best salespeople know their clients. They know more about clients than their competitors know. They know how to ask questions that go beyond product needs. They know how to…

If you target a particular industry, a prime marketing vehicle could be a trade show within that industry. Trade show attendance and participation have been declining in recent years…fewer attendees…

Many people in the P&C industry, particularly agency CSR’s and a number of producers have not yet had the pleasure of experiencing a hard market. It’s been about 15 years…

Sounds good, doesn’t it? Fifty or more sales calls in a single day? Obviously, making this many (or more) individual sales calls would be pretty difficult. But what if you…

Much has been written about how to reduce insurance premiums. Unfortunately, too much of this advice has been BAD and much of this bad advice comes from consumer web sites…