A RELATIONSHIP AUDIT by Michael Manes Before the agency marriage, both parties need to answer these questions. The article was thought provoking...

If you’re in sales, you know the feeling. It’s the middle of the night about two weeks after starting a new job. You were enthusiastic and could hardly wait to get going. Now, your head is full of doubts. You try to shove them aside, but they don’t go away. “Everything is new,” you tell yourself. “I just need to give it a little more time.” However, the doubts keep coming back.
The gap between what you were told about the job and what’s actually happening grows wider by the day. After about three weeks, you finally ask yourself, “Have I made a mistake?”

BOOST YOUR SALES BY 95% Patricia A. Berry Most salespeople can increase their sales by 95%, by using professional knowledge and skills - and anyone who presents ideas, influences dec...

BORING OR SOARING? GREAT PERFORMERS! by Mike Manes IMMS Consultant Mike Manes strives to facilitate change, communication, learning, and positive results. To that end, Manes has writ...

COMMON MISTAKES IN SELECTING SALESPEOPLE These points from Boardroom Reports were taken from a talk by Dr. Arthur Witkin, chief psychologist at Personal Science Center, New York. These are basi...

DOES YOUR PREPARATION EXCEED YOUR PRESENTATION? by Preston Diamond Do you compare your presentations to a startup funding request for venture capital? How much money did you ask fo...

GETTING PERSONAL: IVANS HEART by Jack Burke 'If you have a touch-tone phone, press 9 hellip; To file a grievance, hang up and call someone who cares.' Ever feel as though ...

HANDWRITTEN LETTERS - FORWARD TO THE PAST by Jack Burke Writing a monthly column appears much easier than it is! After all, how hard could it be to string 500-600 words together...

HOW TO STRENGTHEN AGENCY-COMPANY RELATIONSHIPS by Emily Huling Use this five-step approach to get and keep company relationships strong. Your eyes open with t...

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.