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TELEMARKETING: ONE STEP TOWARD SALES EFFICIENCY by Phil Zinkewicz As the agency system strides to be competitive, some agencies find telemarketing pays off. The efficiency of the...
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SHARKS WANTED: HIRING GREAT SALESPEOPLE by Chris Burand Find the best sharks and train them to be even more effective predators. We dont want the people who ...
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E-MAIL MARKETING: METRICS 101 by Patricia Berry The beauty of e-mail is that when done right, those who interact with you through e-mail are even more likely to become long-term,...
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In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?
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SMART PROMOTIONAL STRATEGIES TO SUPPORT YOUR BUSINESS by Richard Barry Your firm's promotional materials and e-commerce activities serve multiple purposes. They provide y...
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THE PERFECT TEN: GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU The better your underwriting submissions, the better for you, your companies and your clie...
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E&O: A CASE STUDY by Jack Burke Jack Burke shares responses to a Flood and Business Interruption question from a reader. In regard to an article about an agency being sued ov...
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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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Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.
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COMMUNICATING IN A CRISIS by Janine Reid Protecting your company's reputation and credibility during a crisis is a responsibility that you need to address from the get go. ...