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SALES SUCCESS IS AS EASY AS A-B-C by Emily Huling You've been told sales is a numbers game. Through tireless effort, you've established a prospect list of 700. All names and contact in...
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SALES PREVENTION: AN ALL-TOO-COMMON MALADY by Jack Burke Not a single owner, executive, or manager of a brokerage or agency is likely to confess committing sales and marketing sabotage ...
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SALES SUCCESS DEPENDS ON THE QUALITY OF YOUR CONTACT by Emily Huling You've been told that sales is a game of numbers. Through tireless effort, you've established a prospect list of 700...
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SALES SUCCESS THROUGH MOMENTS OF TRUTH by Lynn Thomas, JD Moments of truth. Is that just a catchy phrase? Or is it another marketing gimmick? Actually, moments of truth (MOT) represent a simp...
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The following are several telephone scripts* to use for sales-related duties such as x-dating, lead-generation, and qualification.
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SATISFYING THE CUSTOMER by JoAnna Brandi There is much change afoot in American business and much needed change. Nowhere is that more evident than in the quality movement. Even though consumers ...
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If your marketing strategy hasn't changed in the past several years, it might be time to consider it. In this document, Jack Fries gives you seven tips for marketing more effectively in a hard market.
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SECRETS OF THE SUCCESSFUL: FOCUS AND COMMITMENT by Al Diamond The IIABA publishes an excellent Best Practices study that prov...
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SECURE A COMPANY APPOINTMENT, PART I: ANALYZE THE NEED by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. Securing a com...
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SECURING A COMPANY APPOINTMENT: PART II by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. THE PROPOSAL Most compa...