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WHY ELEVATOR SPEECHES DEFEAT SALES by John Graham There are few offenses in business worse than challenging the validity of the near sacred elevator speech, that one-minute ...
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THE SEVEN DEADLY SINS OF MARKETING by John Graham Quite often, the problem is that companies fall into a marketing trap. In this article, John Graham explores the seven most likely reasons wh...
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AVOIDING THE DANGERS: ITS NO TIME TO TRIP! by John Graham It happened on Thursday after lunch as I ran up five steps to the office holding a cup of coffee. On the second step, I tr...
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HOW TO KEEP YOUR SALES FROM RUNNING OUT OF GAS by John Graham Most of us have figured out that its smart to have a least a few gallons of gas in the tank at all times. Its n...
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HOW TO MAKE SALESPEOPLE MORE EFFECTIVE The challenge for salespeople is to be ahead of the curve, not behind it. by John Graham Not withstanding the value that many salespeople bring to ...
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PULLING NEW CLIENTS TO THE PROFESSIONAL SERVICES FIRM by John Graham It's taken long enough, but the professional services field has discovered marketing or, perhaps more ...
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CONSULTANTS: A USER'S GUIDE by Jack Nordhaus, Ph.D. Everything you always wanted to know about working with a consultant. 'All is flux, nothing stays still' Heraclitus...
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TWO MAGIC QUESTIONS IN LIFE PROSPECTING by Jack Nordhaus Every great salesperson seems to have a simplistic method of selling --at least, the method seems profoundly simplistic when ana...
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Situation: Our agency has several thousand personal lines insureds, and we have written mortgage reduction life insurance-reducing term-on many. But we're not writing much of anything else in personal lines Life or Health, partly because our life producer is uncomfortable with that market.
I know there's more to life than reducing term, but what can I as agency president-not a Life expert at all-do about developing more business from that potential? (Our commercial accounts are handled well by other life producers.)
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Globalization and technology have affected every industry, including insurance. This has moved ACORD to participate in organizations and program...