Focus on attracting customers not making sales.
With effusive CEO testimonials and countless articles and books describing how companies have transformed themselves into tightly focused, totally energized commerce machines, it would seem that change should be easy. But let’s face it: If it were simple, there’d be more of it. Even when the evidence for change is compelling, most companies continue to cling to the known and the familiar.

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.

In order to properly serve our clients and prospects we must first diagnose their problem and pain. The way we do this is to ask questions. Find out where they are hurting and why. If we jump right into quoting or fixing without diagnosing the problem how do we know they best way to treat their pain? WE DON'T.

SEVEN BIG STRATEGIES TO MAKE YOUR BUSINESS GREAT by Pamela Millard If you built business around these seven key strategies, even an economic downturn wont mean the end of business ...

THE EXIT INTERVIEW: AN INVALUABLE INVESTMENT by Tom Baker How you end the e...

In spite of those who claim that “marketing costs too much,” John Graham provides four major reasons why just the opposite holds true.

WHY ELEVATOR SPEECHES DEFEAT SALES by John Graham There are few offenses in business worse than challenging the validity of the near sacred elevator speech, that one-minute ...

WORK IN PEACE, INCREASE EFFICIENCY by Grace Bauer Are you getting tons of interruptions every day? Are you questioning why employees are coming to you when you know that the...

WORK YOUR CONTACTS! by Ellen Lubin-Sherman Whether youre a recent graduate, looking to advance in your company, or trying to widen your social network, you need to work your list o...

Over the past 4 years or so, we have been overwhelmed with information regarding social media marketing for use in your agency. Selecting the most direct route for engaging clients and worthwhile prospects...