https://completemarkets.com/Article/article-post/1888/THE-ART-OF-CONVERSATION-LISTEN-UP/
...events them from making their point and persuading others. They blame problems such as confidence, oratory skills, and mastery of the subject – but...Inc. (Short Hills, NJ), is a marketing and communication coach with 20 years’ experience packaging and launching new products and brands into the marketplace. You can reac...
https://completemarkets.com/Article/article-post/386/Leadership-Meltdown-Atrophy-Or-Recovery/
... For many of these stalwarts in business, ethical behavior isn't so...
Although greedy and dishonest behavior will always be w...
https://completemarkets.com/Article/article-post/1943/BUSINESS-PLANNING-WORKBOOK/
...ation needs to enroll in the vision and process. The leaders must give an unwa...yze carefully all available historical and management information. Include: &...
https://completemarkets.com/Article/article-post/1046/THE-NEGLECTED-ART-OF-SALES-MANAGEMENT-%E2%80%93HOW-MUCH-IS-IT-COSTING-YOU/
...stablish a strong “Nothing Starts Until You Make a Sale” culture w... improved retention, reduced turnover (and, over the longer term, increased pr...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/2273/Cross-Selling-Your-Untapped-Gold-Mine/
... cross-selling. Cross-selling, at its core, is no different than selling a new piece of business. Yes, the originating producer has a relationship now, but there's still an incumbent agent who owns the line of business that the cross-seller wants. And, there's a decent chance that the buyer is fairly satisfied with the incumbent. FOR THE CROSS-SELLER TO WIN, THE INCUMBENT MUST LOSE Cross-selling is both art and science. The art of cross-selling has to do with the originating producer knowing when to bring in a partner who has different products and expertise. It has to do with timing, empathy, listening, and relationship skills. But there's a science to this business as well. The cross-seller must think of every Commercial client for whom the agency doesn't write the entire account as an opportunity that ... as good as I am.") The leech theory (" I'm tired of taking other producers in on all my accounts and never getting anything in return") Whether these are good reasons or not hardly matters because they're real in many producers' minds. As a result, the Cross-Seller never has a chance. The solution: Change the people, change the compensation, and change the culture. GETTING THE CLIENT INTERESTED Now, we're getting to the real problem with cross-selling: Most Cross-Sellers have no strategy for obtaining the opportunity to get an introduction. They can't tell you who the incumbent is, or effectively articulate how they are better or different than the incumbent. As a result, the producer lacks the ammunition to get their client interested in seeing the Cross-Seller. THE PRE-CALL STRATEGY ...
https://completemarkets.com/Article/article-post/2621/Netiquette-The-Art-of-E-Mail-Etiquette-Part-3/
...re reading it, a third will read it and then print it, and only the last third will simply read and delete it.
One of the goals for E-mai...BTW" is the equivalent of "by the way" and :-) is a happy face or smile (turn ...
https://completemarkets.com/Article/article-post/539/Corporate-Branding-How-To-Stay-Original/
Corporate Branding: How To Stay Original
Unfortunat.... Stay original, dare to be different, and don't lose your focus on who you are and what business you're in.
https://completemarkets.com/Article/article-post/2273/Cross-Selling-Your-Untapped-Gold-Mine/
...ducts available, i.e. Life, Health, and Financial Planning. It would not be un... share this information with the Buyer and get you in the door.
https://completemarkets.com/Article/article-post/2142/Is-Your-Web-Site-A-Potential-E-O-Headache/
...yes.” However, with proper planning and execution, there’s a good chance the h...ick fixes. It takes strategic thinking and ongoing effort.”
Conclusion
Where i...
https://completemarkets.com/Article/article-post/415/Getting-Back-To-Basics/
...ght up in the day-to-day operations and deadlines, which we neglect to stand back and view our work with a critical eye. Thi... do it, how he should do it, what he stands to lose if he doesn't do it.