Selling

DON'T LOSE YOUR WAY WHEN NAVIGATING CUSTOMER CURRENTS by Al Diamond Recently, the people at Motorola, the electronics giant, announced that they had 'lost their way.' This innovative c...

DUE DILIGENCE IN AN AGENCY SALE OR ACQUISITION by Al Diamond Proper Due Diligence permits you to assess the true earnings potential of any acquisition or merger poten...

E&O AND THE HARD MARKET by Bill Wilson In a hard market, E&O claims have a tendency to rise in both frequency and severity due to increased workloads, reduced coverages, and other facto...

A client who utters these words might well be laying the groundwork for a nasty E&O claim. Consider this case:...

E&O: MAINTAINING SUSPENSE SYSTEMS by Patricia Alexander Although suspense/follow-up is a big issue when it comes to E&O, there's very little in print about the importance of effectiv...

E&O-PROOFING YOUR AGENCY: 25 TIPS FOR LITTLE OR NO COST! by Ken Buehler E&O incidents are on the rise. We've entered an era where it seems that any uncovered loss creates a problem. In a hard mar...

The key to achieving anything is to have a plan. More important, you need a plan you believe will work. Companies are willing to pay for sales training because it increases sales, meaning more money.

Times have certainly changed. It wasn’t so long ago that you could open your doors and find a steady stream of customers ready to buy whatever you offered them. If they liked your company, they were loyal 'customers for life.'

Rarely will you get something for nothing. But how do you know if you’re getting what you should out of your marketing program? This document by John Graham provides you with the guidelines to properly evaluate your marketing efforts.
Getting something for nothing seems to be a universal human desire that extends into the business arena. For example, company owners and managers often ask, 'What should we expect to get out of our marketing program? How will our dollar investment translate into increased sales?

EIGHT WAYS TO GET SERIOUS ABOUT MAKING SALES IN TODAYS ECONOMY by John Graham These eight selling lessons can apply in any economy. Stunned. Confused. Shocked. These thr...