AGENCY TELEPHONE PROCEDURES: TELEPHONE EXCELLENCE by Karen Flaherty If you ask a group of customer service representatives to talk about problems they encounter on the job, the agency tel...

FOCUSING ON CLIENT OR PROSPECT NEEDS by Mary Beth Bolen There's a lot of talk about niche marketing or target marketing today. Many speakers feel that it's imperative to find a certain niche i...

MANAGEMENT AND LEADERSHIP Management implies the existence of formal authority, while leadership may not have any connection with formal authority. Marketing managers are in their...

SELLING STRATEGIES: HOW TO BE THE LEAD DOG IN SALES by Emily Huling 'How does she do it?' 'Do you think he'd share his secret?' 'I hear her name all over town.' 'He ...

We all know that doing business today is differs dramatically from even a few years ago. In spite of what might seem so obvious, many of us keep clinging to a familiar past with nothing less than stubborn tenacity. Although it’s easy to spot others who have fallen behind, it takes almost desperate determination to drown out the noxious notion that we might be out of sync.

SIXTEEN WAYS TO SURVIVE A RECESSION AND BUILD YOUR SALES by Patricia Berry Managers who approach tough economic times with a get-down-to-the-essentials attitude come out of a r...

TELEPHONE PROSPECTING TECHNIQUES THAT GET RESULTS One of the best articles IMMS has seen about getting through to prospective clients was written by a pro, Ed Drake of SAFECO. SAFECO is,...