DON'T FAIL TO ADDRESS CUSTOMERS' WANTS AND NEEDS Your customers and prospects do not care about you and what you want or need. Does that sound harsh? It may, but it's also true! Your ...

The growth of the Internet poses a threat to the need for sales people. In this article, John Graham offers six guidelines that sales professionals can use to survive, and thrive, in a Web-based business environment.

Rarely will you get something for nothing. But how do you know if you’re getting what you should out of your marketing program? This document by John Graham provides you with the guidelines to properly evaluate your marketing efforts.
Getting something for nothing seems to be a universal human desire that extends into the business arena. For example, company owners and managers often ask, 'What should we expect to get out of our marketing program? How will our dollar investment translate into increased sales?

EIGHT WAYS TO GET SERIOUS ABOUT MAKING SALES IN TODAYS ECONOMY by John Graham These eight selling lessons can apply in any economy. Stunned. Confused. Shocked. These thr...

If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”

ELECTRONICS FIRMS - 'GAPS IN YOUR PRESENT COVERAGE' Dear (Customer Name): JUST ONE SMALL DISTINCTION BETWEEN MOST INDUSTRIAL OPERATIONS AND YOUR FIRM . . . could be the deciding factor ...

ENHANCING AGENCY VALUE: WHAT THE MARKETING MANAGER CAN DO by John Jaques In daily dealings with agency principals and managers, carrier marketing personnel will do well to remembe...

ENJOY INSTANT GRATIFICATION - BE A GREAT PROSPECTOR by Preston Diamond Stamp the p word on your brain like a tatto...

Dear (Customer Name): All year round people rent home improvement equipment such as saws, drills...

ESTABLISH AN ORGANIZATIONAL STRUCTURE by Gary Holgate When analyzing the organizational structure of an independent insurance agency, you will find that there are four different general functions pe...