Insurance Related Topics 
Understanding the Sales Force
FEBRUARY 10, 2022
The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts. I found it challenging to write this article.
Understanding the Sales Force
MARCH 27, 2019
When you hear a phrase like the hard sell , do you instantly think of car salespeople? Replacement windows? No offense intended to those of you in one of those three industries! While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal.
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Understanding the Sales Force
SEPTEMBER 18, 2023
Back in the 1950’s, insurance executive Albert Gray said, “The only difference between sales winners and everyone else is that the winners do the things they don’t want to do.” But many salespeople have fear and lots of it.
Understanding the Sales Force
AUGUST 9, 2016
Life insurance, where turnover can run as high as 90%, is a perfect example of this. Insurance industry executives say that it's perfectly normal. However, outside of the insurance industry, most executives will try just about any remedy to stop the discomfort. Here are some of the craziest I've seen.
Understanding the Sales Force
DECEMBER 1, 2020
A major client of ours, a large insurance company, recently stopped using Caliper as a pre-employment assessment because it failed to differentiate between successful and unsuccessful salespeople. Coachable or not. I don't know about you, but I believe Caliper falls short across the board with its sales assessments.
Understanding the Sales Force
JANUARY 18, 2013
Understanding the Sales Force by Dave Kurlan Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. The referrals and introductions which happy customers make for their sales reps.
Understanding the Sales Force
APRIL 8, 2013
Think about some of the core services and products that nearly every business, your business, purchases: Health Insurance and 401K. Business, Auto and Professional Liability Insurance. Granted, some services that are outsourced could be done in-house but 95% of the time this is simply impossible. Commercial Real Estate.
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