Sales and Marketing Management

JUNE 28, 2018

Author: Glenton Davis Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way. More than ever, understanding one’s field is critical to sales success.

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Buyer Guidelines Insurance Insurance 209

Pipeliner

DECEMBER 10, 2020

Selling insurance can be challenging, and that’s true, whether you’re a new, inexperienced insurance agent or already a known professional in your field. That’s because people think insurance could cost a fortune, and it isn’t something that people often get to feel, hold, or even touch.

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Insurance Insurance Policies Referrals 52

Emissary

MARCH 2, 2022

Key account management (KAM) draws an outsized amount of marketing and sales resources to a small set of prospects. Your KAM team understands key accounts extremely well and customizes sales and marketing processes to suit their needs. Key Account Management Focuses Your Team on the Most Promising Current Accounts.

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Insurance Insurance Account Face-to-face 52

Partners in Excellence

AUGUST 10, 2021

People like Hank Barnes , Scott Gillum , Ardath Albee , and Maureen Blandford are doing some great work in helping us rethink the question of “Who is our buyer?” ” In addition to helping us define our buyers in much richer terms, they are helping us think about how to incite them to buy. The post Who Is OUR Buyer?

Ideal Customer Profile 77

Ideal Customer Profile Buyer Demographics Retail 77

Women Sales Pros

DECEMBER 18, 2018

Companies are operating in a new sales economy – this chaotic swirl of business dynamics, technology trends, and cultural change. This new sales economy is also changing their expectations you. In my research for The Modern Seller, I uncovered some top trends that are influencing your buyers and their expectations of you.

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Influencer Buyer B2C Insurance 98

Pipeliner

NOVEMBER 24, 2022

From purchasing business and commercial auto insurance to preparing for unforeseen events to changing your tactics to meet the market needs, read on for tips to experience success. Protect Your Real Estate Business With Insurance. If you’re an agent in a major real estate business, your insurance may be included in your job agreement.

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Real Estate Insurance Insurance Strategy 98

Understanding the Sales Force

SEPTEMBER 18, 2023

One major key to success in sales is a salesperson’s ability to reach decision makers. In my space, that is our buyer and signer. However, working with them also lengthens the sales process. ” It’s been years since Freddy was in training so why did it take so long for him to change his sales strategy? .'”

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Decision Maker Insurance Insurance Call-back 193

Vendor Neutral

NOVEMBER 1, 2023

Sales Tech and Innovation Hub Sales Execution Success in Regulated Markets REGISTER NOW Let’s Talk Sales Execution, Buyer Relevant Content, the Risk and Reward “Forrester Research has found that 89% of B2B buyers say receiving relevant content at each buying stage is important or very important.”

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Scale Marketing Health Care Analytics 52

The Pipeline

SEPTEMBER 18, 2018

No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. As long as companies fill their sales people’s heads with more “Product Knowledge” than business skills, the challenge will persist. Vendors overemphasize selection criteria that aren’t important to buyers.

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Vendor Discount Insurance Insurance 255

Understanding the Sales Force

AUGUST 9, 2016

It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. Well, in the 31 years I've been in the sales consulting business, I have heard some very crazy sales selection criteria too. Life insurance, where turnover can run as high as 90%, is a perfect example of this.

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Hiring Remedy Insurance Insurance 120

Women Sales Pros

JANUARY 7, 2019

In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy. I once interviewed a sales leader in the technology space, and she shared a surprising story. It’s delaying projects, and those delays are affecting her sales. Uber is hiring talent from the same pool as her client.

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Influencer Buyer Hiring Automotive 70

Sales and Marketing Management

JANUARY 8, 2018

According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process. If timeliness is important to buyers, it should be important to sellers as well. Take Control of Engagement.

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Sales Qualified Lead B2B Leads Marketing Qualified Lead 257

Jeff Shore

OCTOBER 9, 2018

I am going to propose three scenarios that are similar to ones you might come across fairly often in your sales career. ??Scenario Scenario #1: You sell life insurance. You are having a conversation with a friend in a social setting, and the talk turns to your friend’s insurance coverage. Your customer is a sales person.

Insurance 104

Insurance Insurance Customer Policies 104

Selling Essentials RapidLearning Center

NOVEMBER 11, 2020

Even an insurance policy is risky – if nothing bad happens, the premiums are money down the drain. For you, the salesperson, risks like these raise a question: What do I tell my buyer about them? But there must be a way to disclose risk that won’t hurt my chances of making the sale. A consultant’s advice may not work.

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Buyer Study Insurance Insurance 59

Gong.io

DECEMBER 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. So when we share an article that includes the “7 best data-backed sales tips,” we mean business.

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Data Insurance Insurance Cold Calling 122

Hubspot Sales

APRIL 29, 2020

That very idea is one aspect of a sales orientation approach to business. As a sales rep, if you work for a sales oriented company, your approach to sales might be different than a company with a market approach. Below, let's learn more about what sales orientation is and what it looks like in practice.

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Examples Insurance Insurance Retail 85

Partners in Excellence

MARCH 4, 2024

I first met Pete when he was running North American Sales at a small technology/professional services company. My father sold insurance. From an early age he explained to me that sales was the only field with unlimited income. One summer, he had attended a sales conference at Hershey Park. So what do I like about it?!

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Conference Insurance Insurance Construction 73

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Sales processes don’t just happen. And, sometimes last of all, they hire sales. sales reps who might be new to the business. And it results in a lot of backward sales processes. Here’s how.

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Sales Process Hiring Ideal Customer Profile Call-back 87

Hubspot Sales

AUGUST 2, 2023

Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. Sales teams everywhere are starting to use AI to streamline these processes and craft better pitches. If you’ve been hearing about the iconic ChatGPT platform for sales and want to give it a spin, look no further.

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How To Insurance Insurance Travel 78

Crunchbase

JANUARY 13, 2022

The business of sales is as nuanced as sales industries, salespeople and buyers themselves, with some industries requiring in-person selling with plenty of touchpoints and follow-ups. The same goes for the health of your sales department. How sales assessments increase agility.

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Compensation Insurance Insurance Sales Methodology 98

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I have come to this realization based on my last 4 sales.

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Hiring Insurance Insurance Margin 201

Anthony Cole Training

FEBRUARY 21, 2013

Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a sales process effectively and to ultimately improve my sales results, there was much for me to learn. in Dallas, Texas. in Dallas, Texas.

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Insurance Insurance Hiring Sales Qualified Lead 211

Highspot

SEPTEMBER 15, 2020

“Effective sales enablement has the power to take organizations from good to great, especially in a remote work environment. . “Effective sales enablement has the power to take organizations from good to great, especially in a remote work environment.

Insurance 52

Insurance Insurance Analytics Microsoft 52

Hubspot Sales

OCTOBER 19, 2017

The most recent report by the Bureau of Labor Statistics divulges the top five most highly paid sales jobs of the year -- along with projected industry growth over the next decade, and qualifications for employment. Highest Paying Sales Jobs. Sales engineers - $100,000 average salary. Sales engineers - $100,000 average salary.

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Insurance Insurance Salary Advertising 90

A Sales Guy

MAY 3, 2020

A sales discovery meeting is by far the most important part of a sales process. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in order to quickly get to the demonstration or presentation part of the sale. Yet, too many salespeople fail at it.

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Insurance Insurance Buyer Positioning 128

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Insurance. For savvy sales and marketing professionals, these are selling opportunities as well. FinancialServices.

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Company Prospecting Oracle Transportation 156

Pipeline

MARCH 12, 2024

From making the first contact to nurturing a lead, sales prospecting is a delicate art. The method your sales reps use to contact the leads affects your bottom line and customer relationships significantly. After all, 43% of buyers think impression matters , and you get only one chance to make a memorable first sales impression.

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Cold Calling Prospecting Buyer Persona How To 52

MTD Sales Training

MAY 3, 2017

For instance, people don’t buy insurance; they buy the peace of mind insurance will give them. For parents—the buyers—the dolls help engage their daughters in a conversation about the generations of women that came before them— about their struggles, their strength, their values and traditions. Happy Selling! Sean McPheat.

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Customer Insurance Insurance Travel 133

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

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Face-to-face Up-Sell Research Sales 98

The Pipeline

MARCH 3, 2016

I was reading a piece recently where the author was making the case for a specific buyer behaviour. Which gets one to think about price and risk, and the ultimate risk in using price as a sales tool, as many do. Disclaimer: I am not an insurance expert, please check with one before renting).

Insurance 120

Insurance Insurance Margin Policies 120

Mindtickle

MARCH 28, 2023

These companies ranged from F500s to high-growth commercial companies in markets like B2B tech, education, finance, insurance, and consumer healthcare. As I learned about their challenges, it became clear there are some recurring themes when it comes to the sales technologies in their stack. We need the team to scale.”

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Sales Technology Scale Forecasting Sales Methodology 59

criteria for success

DECEMBER 1, 2021

Consider both the company and the individual buyer within a company. Will those differences interest a different type of buyer? Use Buyer Personas. As you work toward better targeting, take the time to develop rich buyer personas for your ideal clients. Sales & Marketing Alignment. Who buys that solution?

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Buyer Persona Ideal Customer Profile Buyer Trade Show 98

The Sales Hunter

MARCH 29, 2013

If you know me or have been reading my blogs for some time, you know I like to use the phrase, “Sales is leadership. Leadership is sales.” “Sales is leadership and leadership is sales” is all about realizing how both those words are intertwined. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Sales Leadership Insurance Insurance Face-to-face 206

Highspot

APRIL 13, 2023

The first State of Sales Enablement Report in Financial Services highlights opportunities for enablement to drive business outcomes in the industry SEATTLE, April 13, 2023 — Highspot , the sales enablement platform that increases sales productivity, today announced findings from the first State of Sales Enablement in Financial Services report.

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Sales Enablement Report Tools Company 52

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I will illustrate this “secret” based on my last 4 sales.

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Insurance Insurance Margin Hiring 168

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have.

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Sales Management SME Incentives Incentive 204

Hubspot Sales

NOVEMBER 29, 2021

Every company has its eyes on its bottom line and, in turn, is mindful of its profit margin — the most definitive metric of how successful your sales efforts are, relative to your expenses. Find gaps in your sales process where a disproportionate number of prospects fall off. Non-Bank and Insurance): 20.13%. Financial Services.

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Margin Chemicals Real Estate Strategy 103