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SURVEYS SUBSTANTIATE THEORY: RETENTION EQUALS GROWTH When striving to make an agency grow, most agency managers focus on increasing new business. But it's just as important to address improv...
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SWEAT THE SMALL STUFF: SUCCEEDING BY SERVING THE CUSTOMER by Jack Burke The top-selling book Don't Sweat The Small Stuff gave me pause to think. Many businesses today aren't sweating the...
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SWOT: ASSESSING YOUR CHALLENGES AND OPPORTUNITIES by Pamela Millard There are signs that the economy is improving. Some have even suggested that the recession is over. Lets hope s...
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TARGETING THE ETHNIC CONSUMER by Jack Burke In the marketing field, the debate continues as to which is better, a well-aimed shot with a 22-caliber rifle or a broad spray of buckshot fr...
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TELEMARKETING CAN BUILD BUSINESS by Randall Marc and Adam Seid Before beginning a telemarketing campaign, some internal research needs to be done. Everyone would like to believe th...
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TELEPHONE PROSPECTING TECHNIQUES THAT GET RESULTS One of the best articles IMMS has seen about getting through to prospective clients was written by a pro, Ed Drake of SAFECO. SAFECO is,...
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TELEPHONE TIPS FOR THE FAINT OF HEART by Mitchell Axelrod The telephone is one of the most powerful business tools ever created. But too many people underuse it. Are you making...
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TEN REASONS WHY AGENTS NEED A STRATEGIC ADVISORY BOARD by Andrew Barile Privately owned retail agents, wholesalers, and MGAs can benefit by creating a Strategic Advisory Board of executi...
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TEN STRATEGIES TO AVOID THE BRUSHOFF FROM NEW REFERRAL PROSPECTS by Bill Cates Even referral prospects can give you the brush of if you dont approach them properly. Here are a ...
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TEN TIPS THAT FIRE UP LEADS Networking is fundamental to lead generation, but many prospects do not know how to network properly. Ten networking tips, offered by Bob Burg, president...