E&O AND POLICY CHANGES by Mike Edwards In this document, Mike Edwards examines the E&O implications of mid-term policy changes. Edwards presents two E&O ...

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...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills &- and grow their sales.

REVIEWING THE ENTIRE SALES MANAGEMENT PROCESS by Tom Markley Successful sales management depends on how you answer eight questions. Selling is the act of negotiating between a co...

THE GENESIS OF MARKETING by Jack Burke 'In the beginning . . .' there was an idea. Then came the plan. Unfortunately, when it comes to marketing, the action often comes b...

UNDERSTANDING YOUR CORPORATE CULTURE by Jack Burke In this excerpt from his book 'Creating Customer Connections: How to Make Customer Service a Profit Center For Your Company,...

Have you ever considered what just one customer is worth to your business over a five to ten year period or longer? Carl Sewell is one of the nation’s leading Cadillac dealers. In his book, Customers for Life, Sewell calculates the amount of revenue an auto dealer could realize from an average buyer if the dealership could keep the customer for life. Would you believe $332,000? And that’s just one customer! In this article, Vicki Lenz shares her top 10 reasons for creating customer loyalty.