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To succeed in today’s selling environment, you’ll need to think out of the box.
There’s one revolution no one wants to think about, let alone discuss. It’s what’s happening to selling. Although the Internet has a profound effect on sales, it isn’t the only challenge facing salespeople. In fact, the Internet might only be the tip of the iceberg.
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MERGERS AND ACQUISITIONS: MAKING THE DEALS by Sharon Cunningham Amid the merger and acquisition frenzy, many agencies believe the value of their businesses might never be higher. Sharon...
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Follow this systematic approach to market planning and watch your sales and profitability grow. Today...
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MINE THE INTERNET FOR PROSPECTS by Steve Anderson You can strike gold if you know where to look. A good place is the Internet. Insurance is all about making sales. And yo...
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MINING THE ASSETS OF STUDENTS by Jack Burke In the future, student-clients will make or break your business. Hiring students as part-time workers can also be crucial for per...
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MONITORING RESULTS OF A TELEMARKETING DEPARTMENT Keeping track of your telemarketing efforts is important for many management reasons. By monitoring results, you can ascertain which of y...
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Motivating support staff to help generate sales expands the network of potential customers. Here are some tips for putting together and operating an effective lead-generation campaign.
Reward them for leads as quickly as possible. If the payoff is quick, non-sales employees will be more motivated to provide leads.
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MOTIVATION: GETTING OFF THE TREADMILL by Al Diamond Three agencies we visited had problems so similar that we decided to see just how many agents have the same experience, and the sa...
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Sometimes I think that the best thing that could happen would be for someone to take away the computer printer. Why? Because, every time I send an E-mail out to a large group, a third of the group will print the message even before reading it, a third will read it and then print it, and only the last third will simply read and delete it.
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According to an old axiom, keeping an existing customer is much more profitable than spending money going after new prospects. While that's generally valid in any business, it seems especially true in P/C agencies, particularly when management recognizes dozens of related financial services that can flow through a P/C book of business.