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TRIAGE A BACKLOG REDUCTION PROGRAM by E. Al Diamond Backlogged work in an agency can kill productivity and profitability. As it snowballs out of control, you might think that yo...
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With all their limitations, warts, and crazy ideas, marketers can play a critical role in the success of your business. Unfortunately, they’re often overruled by management and, more often than not, by the sales department.
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TURNING COMPLAINTS INTO GOLD MINES by Lynn Thomas, JD Only one client is more detrimental to your organizations well-being than the dissatisfied one who complains - and that&...
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TWENTY CUSTOMER CARE ACTIONS THAT BUILD SALES by John Graham Its easy for just about anyone in business - including companies, salespeople, and marketers - o fa...
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TWO CLAIMS SCENARIOS SHOW VALUE OF ELECTRONIC PROCESSING by Sharon Cunningham If you have any doubt about your automation systems ability to improve your agencys claim...
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TWO MAGIC QUESTIONS IN LIFE PROSPECTING by Jack Nordhaus Every great salesperson seems to have a simplistic method of selling --at least, the method seems profoundly simplistic when ana...
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UNDERSTANDING CLIENTS by Steve Anderson Have you ever wondered what makes people 'tick'? Why people do the things they do? And why you, yourself, act and react the way you do? You'...
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UNLEASHING THE POWER OF CUSTOMER CARE by JoAnna Brandi Do we know who our customers really are? Do we know why they really buy from us? Do we know what their needs and desires are? Do...
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UNUSUAL STRATEGIES FOR CLOSING MORE SALES by John Graham Selling is a tough profession -- and from all indicators, it might not be getting much easier any time soon. T...
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USE CROSS-SELLING TO INCREASE CLIENT RETENTION by Lynn Thomas The more products and services your clients buy from you, the closer your relationship with them. In this document, Lynn Th...