THE MISSION STATEMENT: WHAT DOES YOUR T-SHIRT SAY? by Mike Manes How to tailor an effective mission statement for your agency. This article started with a bet, a disagreement bet...

THE NEEDED REVOLUTION IN RISK MANAGEMENT! by Mike Manes Use risk management to control uncertainty in your clients businesses. INTRODUCTION Risk management (RM) is not only an im...

THE NEGLECTED ART OF SALES MANAGEMENT -HOW MUCH IS IT COSTING YOU? by Bill Hoos Why your agency cant afford not to have an effective sales manager. Im c...

The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.

THE NEXT GENERATION OF INSURANCE AGENCIES by Bill Schoeffler The common thread in all the advice given in today's business and management books is that we're going through a period...

The No. 1 Reason Why Most Sales Managers Fail! by Patricia Berry The primary reason for failing as a sales manager seems to be invisible to most managers. This article provides the reason ...

THE ONE-MINUTE MARKETER by Mike Manes 'I expect to pay more to get less.' You wouldnt expect to hear this from your customers that often. Yet Mike Manes manages to derive ...

THE PERFECT EMPLOYEE: PERFECT OR NOT? by Grace Bauer I just finished talking to a customer about one of his staff members. 'He's a perfect employee,' the customer said. 'He's ki...

THE POWER OF GOALS by Grace Bauer Do you feel that you're getting 100% out of each employee in the office? When t...

THE POWER OF TESTIMONIALS by Jack Burke Preachers might have been the first to understand the power of te...