The goal in business is to outdistance the competition and make profitable sales by producing more customer-friendly products or services. To reach this goal, you need an advantage to improve your batting average-but it's getting more difficult and complicated to obtain this advantage, let alone keep it.

The previous article (Creating A Successful Plan For Marketing Commercial Lines Part I), presented information about the matrix of the agency book of business, the review of the book of for account development, and a review of company programs and products. In this second of a three-part series, Jack Fries focuses on selecting a proper market.

Many in business have elevated the process of marketing to an almost magical, mystical level, either to help them maintain control, or because they don’t understand the process. In this article, John Graham examines six basic principles that will make marketing work.

DIRECT CUSTOMER COMMUNICATIONS: WINNING STRATEGIES AND LOST OPPORTUNITIES by Richard Barry Ever feel like youre talking to a brick wall because no matter what you try, you just can...

GET CUSTOMERS TO TOOT YOUR HORN AND BUILD YOUR BOTTOM LINE by Jack Fries Client testimonials offer a highly effective tool for building your sales and earnings. Marketing ex...

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...

THE TELEMARKETING CONCEPT Telemarketing separates the prospecting and sales functions in an insurance agency, leading producers more time to sell. Telemarketers spend the majority of the...