22 EFFECTIVE WAYS TO OUTMARKET THE COMPETITION by John Graham Outmarketing competitors is easy - if you do it right. This takes a combination of work and savvy, but the results ...

Despite fax, e-mail, and Web site marketing, direct mail remains one of the most effective methods for conveying your company’s message to prospective clients. John Graham provides tips for making your direct mail efforts as powerful as possible in this document.

A MARKETING MINDSET CREATES CUSTOMERS by John Graham As the insurance organizations marketing meeting began, the president stated, We need more sales. This might see...

Trying to get fish into the boat before catching them sounds crazy; it wouldn't make...

Selling in every industry and every size of business is changing so radically...

If you’re in sales, you know the feeling. It’s the middle of the night about two weeks after starting a new job. You were enthusiastic and could hardly wait to get going. Now, your head is full of doubts. You try to shove them aside, but they don’t go away. “Everything is new,” you tell yourself. “I just need to give it a little more time.” However, the doubts keep coming back.
The gap between what you were told about the job and what’s actually happening grows wider by the day. After about three weeks, you finally ask yourself, “Have I made a mistake?”

Those who own a business hold their peers in high regard. You might dislike someone personally, but give them a thumbs-up when it comes to running a company. Those who survived the recession deserve a special commendation. Only the native outsider thinks otherwise.

AVOIDING THE DANGERS: ITS NO TIME TO TRIP! by John Graham It happened on Thursday after lunch as I ran up five steps to the office holding a cup of coffee. On the second step, I tr...

When a bank buys an insurance agency it's a marriage made in heaven. At least, it seems that way. On the agency side, principals have the opportunity to cash out at a time when values are declining. For those wanting to remain in the business, a bank offers a needed infusion of capital.

There are still those who believe that something will stick if you toss enough stuff against the wall. John Graham believes that we fail to ask ourselves the right question, the one that defines the marketing and sales mission.