ADOPT MEASURABLE OBSERVABLE SERVICE STANDARDS by Troy Campbell Measurable Standards Developed By The Team To compete in the service sector, realize that price-cutting will co...

AGENCY TELEPHONE PROCEDURES: HOW TO TAKE CALLS by Karen Flaherty Verbal Courtesy Courtesy pays off. It's hard to be mad at someone who's being nice, so be nice! Be generous with ...

ASKING QUESTIONS: IT'S AN ART by Mary Beth Bolen Different types of questions require different types of responses. In your daily dealings with customers, it's important for you to know the ...

BUDGETING FOR NEW PRODUCERS by Chris Burand Few agencies consider the cost of new producers. Chris Burand explains why agencies wishing to grow or perpetuate need to focus on th...

CONVERT PROSPECTS TO CLIENTS by Bill Cates Many factors go into converting a prospect into a client. However, theres one factor that most people who are trying to make the ...

CUSTOMER SERVICE: ACTIONS SPEAK LOUDER THAN WORDS by Jack Burke I recently attended a city council meeting in Hollister, Missouri, a sister city to Branson. I attended in order to support...

CUSTOMER/PROSPECT CORRESPONDENCE: CHOOSE RIGHT WORDS TO CONVEY RIGHT MEANING Poor word choice in customer correspondence can alienate prospects and customers. Additionally, jargon can be misint...

DOES YOUR WEB SITE HAVE PEOPLE SAYING lsquo;WOW!? by Maribeth Kusmeski These seven questions can help you evaluate the WOW! factor on your Web site: Does your sit...

The key to achieving anything is to have a plan. More important, you need a plan you believe will work. Companies are willing to pay for sales training because it increases sales, meaning more money.

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?