AGENCY FINANCIAL MANAGEMENT: CONTROL EXPENSES AND BUILD YOUR BOTTOM LINE by Sharon Cunningham Proven ways to increase potential earnings and investment value of your business. You might...

EVALUATING PRODUCERS by Catherine Oak The more effectively your agency evaluates and manages producers, the better for them and you. Whos responsible for sales managem...

FIVE KEYS TO DYNAMIC SALES MEETINGS by Randy Schwantz It's Thursday afternoon and you're already thinking about Monday morning's sales meeting. You say to yourself, 'What a drain! Thi...

FRONT-LINE EMPLOYEES: CRITICAL TO SUCCESS by Emily Huling CSRs can make or break your retention rate. In this document, Emily Huling discusses the proper methods for hiring, tra...

LOSING THOSE MEETING BLUES by Jack Burke Meeting, noun. 1. A coming together; assembly. 2. A joining. 3. A hostile encounter, as a duel. (Webster's American Dictionary) Meeting, n...

Follow this systematic approach to market planning and watch your sales and profitability grow. Today...

REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...

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.

SELLING INSIGHT: GROWING PAINS by Sharon Cunningham The number of large agencies is increasing, making changes in management practices more important than ever. In this document, Sharon...

The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.