A CPA firm spends $11,200 on a Web site that attracts only a handful of visitors. An insurance agency invests $80,000 in an advertising campaign and no one sees the ads. An alternative health clinic sends out 8,000 direct mail fliers and gets 26 responses. A manufacturer spends $28,000 on an attractive brochure that no one uses.

COMMON MISTAKES IN SELECTING SALESPEOPLE These points from Boardroom Reports were taken from a talk by Dr. Arthur Witkin, chief psychologist at Personal Science Center, New York. These are basi...

COMMON MISTAKES IN SELECTING SALESPEOPLE These points from Boardroom Reports were taken from a talk by Dr. Arthur Witkin, chief psycholog...

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?”

GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU Nothing is more discouraging to an experienced, professional large account underwrite...

HOLIDAY CARDS: MY PET PEEVE by Bill Cates Mailboxes overflow with offers, incentives, and enticements. Isnt it nice when you get a note thats actually personalized? Bill ...

HORSEBACK RIDING OR RIDING ON THE BACK OF A HORSE by Mike Manes Are you running your agency, or is it running you? This document by Mike Manes examines the elements that make the differ...

HOW TO BUY, SELL, MERGE OR PERPETUATE AN AGENCY: INTRODUCTION, PART II by Larry Morrison and Gary Jacobson A Comprehensive Look at the Best Ways to Handle One of the Most Significant Finan...

IS YOUR AGENCY SENDING THE RIGHT SIGNALS? by Emily Huling When was the last time you viewed your agency, either by phone or in person, as if you had never done business before? If you're...

MACHINE SHOPS - 'WHY EXPLAIN YOUR BUSINESS?' Dear (Customer Name): (Your Agency Name) knows that in your business, a jig isn't a dance, die isn't the singular for dice, and bar stock doesn't re...