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MANAGING DOWNSIZING, LAYOFFS, AND RIFS by Don Phin Many companies are facing the reality that they have no alternative to eliminating hours, reducing pay, or terminating employees nd...
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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...
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PERPETUATION PLANNING: PLANTING PEOPLE by Al Diamond Make human assets the most important resources in perpetuating your agency. A Chinese prove...
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Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz...
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MAXIMIZE YOUR INTERNET PRESENCE! by Steve Anderson In an earlier article, I introduced the concept of Internet presence. To refresh your memory, heres what I said: For pas...
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GOT NOVOCAIN WITH THAT CALL LIST? by Chris Burand A study by Sandler Sales Systems (May 19, 2010, Reuters), identified cold calling as worse than giving speeches, and celibacy was prefe...
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EVALUATING BANK OPPORTUNITIES by Carol Hammes Faced with shrinking profit margins from their traditional products and services, financial institutions have been searching for ways...
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WHEN YOUR CUSTOMERS COME CALLING: WHY TELEPHONE MANNERS ARE IMPORTANT by Judi Newman More bus...
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PERPETUATION IN FAMILY-OWNED AGENCIES: PROBLEMS AND OPPORTUNITIES By Paige Proctor Perpetuation through family members is one of the most common forms of extending an agency into...
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SPECIALIST Dear (Customer Name), Would you expect to: Buy a Mercedes Benz from your local Chevy dealer? Eat a gourmet dinner at Wendy's or McDonald's? Shop for...