HOW TO KEEP YOUR SALES FROM RUNNING OUT OF GAS by John Graham Most of us have figured out that its smart to have a least a few gallons of gas in the tank at all times. Its n...

HOW TO SELL WHEN THE CUSTOMER IS IN CHARGE OF THE SALE by John Graham It only takes a few words to describe the dramatic change that confronts every sale...

KEEPING AHEAD VS. KEEPING UP by Jack Burke Through the years, businesspeople have spoken the language of proactive marketing while implementing strategies th...

LIFE/HEALTH PROSPECTING & SALES TIPS Here's a sampling of several sterling selling tips from some of the country's greatest Life/Health salespeople: At the close of a session with a friend w...

Salespeople, like athletes, need planning, practice, and coaching to compete — and win!

MARKETING-THEN SALES- FOR THE SHORT AND LONG TERM by Richard Barry Most everyone has firsthand knowledge of just how competitive business is today. We reali...

MONITORING THE PLAN The monitoring process is almost as important as the actual plan. The agency's progress toward the plan's goals should be closely and carefully monitored. To make monitoring eas...

MONITORING THE PLAN The monitoring process is almost as important as the actual plan. The agency's progress toward the plan's goals should be closely and carefully monitored. T...

SALES PREVENTION: AN ALL-TOO-COMMON MALADY by Jack Burke Not a single owner, executive, or manager of a brokerage or agency is likely to confess committing sales and marketing sabotage ...

Although salespeople (and sales managers) might blame slow sales on the economy or the lack of company marketing, the truth is that everyone can be smarter and more productive. In this article, John Graham focuses on how salespeople — and everyone else in business — can become more productive. Graham challenges us to take a hard look at we do and, more importantly, what we’ve become accustomed to doing.