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Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries. Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. guarantee that 74% of them will suck at sales too!

Taking the lead with lead quality insights

Leads360

This new infographic, based on recent Leads360 research , sheds light on attributes that make one lead more likely than the next to convert. Insurance Lead Management Mortgage Sales AutomationNot all leads are equal, but too often we treat them that way. How significant are the findings? The post Taking the lead with lead quality insights appeared first on Leads360 Blog.

Sales CRM for Small Businesses with BIG Ambition

Leads360

It was also built as a sales equalizer – with winning sales strategies baked right into the product including workflows, call strategies, and email templates, all based on research of top performing sales organizations. With Leads360 Express, sales managers will gain more control, visibility and peace of mind. It is this entrepreneurial, opportunistic spirit that America was founded on.

Insurance ICM Industry Market Overview

LeapComp

Gartner released a market overview specific to the insurance incentive compensation industry. For those who haven’t seen it or don’t have access to it, here is a summary of what I found to be the most interesting facts: There are 9 main ICM vendors in the life, property and casuality (P&C), and health insurance industry: ActekSoft, Callidus Software, CSC, CSSI, MajescoMastek, SAP, SunGard, Synygy and Versata. 2009 saw 30 new ICM insurance deals, 27 of which were in North America. Callidus acquired ActekSoft two weeks after the release of this research).

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The Value (And The Sale)…Was In The Solution

Bob Burg's Blog

Ilene and her husband, Alan, had held off doing so until the above-mentioned hero of our story told them that the chances were excellent that if there was damage on more than 25 percent of their roof, their insurance company would need to foot the bill. Surprised, they did some research and found out this was indeed true. They then called their insurance company. When the insurance adjuster visited them, he explained that because the roof was ten years old they would need to take that into consideration and he would get back to them. Guess who got the sale ?

Are You the Hare or the Tortoise in Your Marketing Approach?

Increase Sales

” My last words to him were: “I have insurance with people I already know and trust.” He or she is far more educated as evidenced by ongoing research that suggests 60% of the buying decision is made before any outreach to a salesperson or firm. Do you remember the Hare and the Tortoise fable?  The first email had the subject line of  “I Would Like to Talk.”

The Impact Sales Process has on Quota Attainment: What you Need to Know

Smart Selling Tools

According to research by CSO Insights, companies with a sales process and the technology to support it are more likely to hit quota.  At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process. CSO’s research seems reason enough to decide it’s high-time to implement a formal sales process at your company.

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The “Prospecting” Disease

Sales and Management Blog

These unsuccessful sellers can show lists of several hundred names and phone numbers they have spent hours and hours researching that they have on a call list—a few dozen will have check marks beside them, even fewer will be scratched through.  As salespeople we have three very basic duties—finding and connecting with quality prospects, working with those prospects to help them satisfy needs or wants, and insuring that they are taken care of during and after the sale. . Some have been hail fellow well met types, others have been shy introverts.  They’re all doing stuff.

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales

Sharon Drew Morgan

My tech team used the material to involve all the right people immediately and extract the most vital information quickly, making programming and implementing more efficient, and insuring early project completion and no ‘user errors’. I I’d like to set the record straight. This article presents the intended definitions and explains how I came to coin the terms. But it doesn’t. Sales

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales by Sharon Drew Morgen

Sharon Drew Morgan

My tech team used the material to involve all the right people immediately and extract the most vital information quickly, making programming and implementing more efficient, and insuring early project completion and no ‘user errors’. I I’d like to set the record straight. This article presents the intended definitions and explains how I came to coin the terms. But it doesn’t. Sales

April 1st - A Day for Sales People to Remember

Anthony Cole Training

I normally have to do some research prior to posting an article or shooting a video for our weekly Sales Brew. With April Fool’s Day on the horizon, I did some research on this annual day of chicanery. Apparently, they didn’t want their prospects to think they were trying to “sell” insurance. Aha! I had found my theme. There are reasons I wrote, “Why is Selling so Damn Hard”.

Why You’re Not Going to be Able to Grow Sales This Year

DiscoverOrg Sales

These are common concerns.  At DiscoverOrg we hear about them more than most, because we actually solve this issue for our customers with a database of more than 400,000 contacts within the IT, Marketing and Finance departments of over 19,000 companies that is constantly refreshed by our in-house research team. Total Annual Cost for 3 researchers. They come in and start calling.

Curiosity and Discontent: Words to Live—and Sell—By

No More Cold Calling

Especially for those of us in sales, as well as those just beginning their college education. I’ve read lots of amazing commencement speeches, but it’s rare to find an address to college freshman. (I haven’t researched how rare.). Insurance actuaries would give you a life expectancy of around 50 years. My insurance man graduated from Rutgers in Agriculture.

Leveraging LinkedIn Connections

Jill Konrath's Fresh Sales Strategies Blog

Recent research from Reachable.com shows just how much it impacts you''re ability to get a callback from a "stranger." In fact, you''re: 3x more likely if you contact a mutual acquaintance. When Your Prospects Aren''t on LinkedIn. "I work with seniors, but I am referred by business partners such as attorneys, financial planners, certified financial planners and insurance planners.

How Much Sales Content is Too Much?

Dave Stein's Blog

” I heard that question too many times when I was running ES Research Group. because the customer knows they have to pay for your product, whether its software, trucks, or group life insurance. “Why should I spend money on sales effectiveness content when I can get everything I need for free on the Internet?” Not on the Internet. Nowhere. What do you think?

The 3 Top Industries for Social Selling with LinkedIn

No More Cold Calling

Business Services: Industries like Commercial Insurance, Commercial Real Estate, and Business Banking benefit from the long-term payoff of a LinkedIn investment. Social media provides a host of research information; referrals get you the meeting at the level that counts; and your sales and product or service expertise seals the deal. Then I met Kurt Shaver: He’s different. Comment.

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

Research over the years has found that positive attitudes impact sales success. One of the pioneers of this research is Dr. Martin Seligman. He worked with the Metropolitan Life Insurance Company and realized a correlation between an assessment he did with the sales reps to determine their level of optimism and their actual sales production.  – Jack Canfield.

Sales Tips: Overcoming Basic Instincts

Customer Centric Selling

For example if approaching a car head on, veering to the right (an American instinct) can make you wish you’d opted for the insurance. They do their own research of offerings via the Internet and social networking. User-level buyers that have done research are likely to find sellers aren’t especially helpful. Sales Tips: Overcoming Basic Instincts.

The Single Biggest Difference Between Highly Successful Sellers and Also Rans

Sales and Management Blog

If you network, it means actually being in front of and meeting prospects or garnering introductions to prospects from referral partners, not researching events or even spending time at non-qualified events where you’ll meet few, if any, prospects. . It means creating a highly targeted and well researched direct mail campaign, not just sending letters to a purchased list. Yet even in the above prospecting activities, the prep and research time is NOT prospecting time and should be done only during nonproductive prospecting hours. But activity alone is fruitless. 

I’ll Never Make That Mistake Again. Ever.

Dave Stein's Blog

From that day forward, I insist on background checks for sales (and any other) candidates. I don’t care how much they’ve sold, whom they worked for, who recommends them, and how well they do during the recruitment and selection process. I’ve used research data from HireRight in some of my presentations over the years. Would you provide us with the latest data in that area?

The Best B2B Customer Service I’ve Ever Seen

Dave Stein's Blog

The Client Relationship Department at Minnesota Life includes 24 associates who manage group life insurance relationships nationwide. Here are the Key Drivers of Satisfaction as identified by the 177 clients responding: Minnesota Life is easy to do business with; Insurance plans are administered as agreed upon; Client Relationship Advisor takes ownership of customer issues; Minnesota Life is a valued partner for my company; Offers insurance plans for which the cost is worth the benefits received. Great teams of any sort are rarely great without great leadership. The result?

The Best B2B Customer Service I’ve Ever Seen

Dave Stein's Blog

The Client Relationship Department at Minnesota Life includes 24 associates who manage group life insurance relationships nationwide. Here are the Key Drivers of Satisfaction as identified by the 177 clients responding: Minnesota Life is easy to do business with; Insurance plans are administered as agreed upon; Client Relationship Advisor takes ownership of customer issues; Minnesota Life is a valued partner for my company; Offers insurance plans for which the cost is worth the benefits received. Great teams of any sort are rarely great without great leadership. The result?

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Blog

In fact, a lead generation Research Partner of ours at MECLABS wanted to discover new strategies to increase engagement and encourage deeper conversation. Company: A large, well-known insurance carrier. Primary Research Question: Which voicemail script will generate the most lead responses? Consequently, wouldn’t it make sense to test and optimize this process? Results.

Dogfooding: is it part of your CRM selection process?

Jonathan Farrington

” I recently had the opportunity to present my product to the VP of Sales Support at a major insurance company. The VP had done his research: internally to the key stake holders, the sales agents, managers, IT department, marketing and HR; and externally to the insurance industry and even outside his industry. Hence dogfooding can act as a kind of testimonial advertising.”

B2B Prospecting Data Just Keeps Getting Better

Pointclear

But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your targeting, or for building predictive models, to pick your targets even more effectively. In fact, you might say that business marketers now have access to prospecting data as rich and varied as that available in consumer markets.

What Makes YOU So Special?

No More Cold Calling

Most consumers, before buying anything, will conduct online research. consult with some of the nation’s top advisors and agents, broker dealers, and insurance companies on strategic marketing planning, recruiting, and the development of more effective business-growth strategies. For salespeople, it’s always a struggle to stay ahead of the competition. What does work?

Stupid, Damn Sales Scripts @#$%&?!!!

Increase Sales

When  we were discussing shipping the phone to my home address, she asked me “Do you want the device insured?” ” Coming from a 20 plus year inside sales career, I always stayed with the current conversation until I confirmed agreement and then was very specific in moving to a new topic.  So I asked “Why should I insure the phone? ” . Strike #One.

Never Again Struggle with Staying in Contact with Prospects

Sales and Management Blog

Do you have a proven process for insuring that your relationships with prospects are continually moving forward in a manner that is purposeful and leads to the natural culmination of the process? Never leave a meeting without agreeing on what will happen next and when it will happen: Are you going to research an issue for the prospect?  If so, when will you deliver the results of your research and how will you deliver them-in person, via an email, or will you send them via the mail?  Some stairways are short and direct, others take a very circuitous route.

Are You BS’ing Yourself with Your “Prospecting” Activity?

Sales and Management Blog

Yet even in the above prospecting activities, the prep and research time is NOT prospecting time and should be done only during non productive prospecting hours. Investing time and energy in the wrong activities has killed as many sales careers as inactivity has.  As salespeople we have three very basic duties—finding and connecting with quality prospects, working with those prospects to help them satisfy needs or wants and to solve real issues, and insuring that they are taken care of during and after the sale.  Most have been busy; there is little doubt about that. 

Brent's Social CRM Blog: Social CRM Mainstreaming Continues.

Social CRM

Theyll have to be able to do so in a way that insures a cohesive message is delivered at the local level that reinforces the overall brand, while insuring each message coming from individual representatives is compliant with regulations (corporate and governmental). According to information in the Hearsay press release, independent research shows that while 64% of insurance and financial professionals have adopted Facebook, Twitter or LinkedIn for personal use, only 21% use social media for business. keyword research. Beagle Research Group. column.

LIMRA and the Hoopis Performance Network’s Trustworthy Selling

Dave Stein's Blog

Joey Davenport: Over the past decade, the insurance and financial services industry has been focused on integrating technology, compliance oversight and other areas of the business not related to sales training and development. ESR recently completed our evaluation of the Trustworthy Selling program , which was introduced 18 months ago by the Hoopis Performance Network and LIMRA.

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A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?

OpenSymmetry

The solution to avoiding these penalties: implement a value-based compensation method to receive the highest reimbursement from insurance companies and government healthcare services. But, based on current research from the physician perspective of value-based plans and recent regulations that foster favorable patient outcome, we may see this change sometime down the line.

The Sales Association: 5 Secrets for Asking for a Referral - Do What.

The Sales Association

But there are a lot of business people that benefit from referrals that we don’t readily think of, like car washes, insurance providers, utilities and of course, retail stores. Do your research. Sharing best practices in sales and sales management www.salesassociation.org. Tuesday, February 22, 2011. Secrets for Asking for a Referral - Do What Bill Did. By Julie Hansen I bought a new phone last week. I had no intention of buying a new phone. simply wanted Verizon to please, PLEASE fix my Blackberry so that it would ring every time I received a call. Promote your work. Posts.

Pharma – new challenge, new sales strategy, new sales training

Sales Training Connection

Today doctors are under significant pressure from health insurance providers to curb costs.  Along with reduced insurance reimbursement and other financial pressures, doctors are finding it harder to make money.  Interestingly, earlier this year, 23% of 680,000 doctors surveyed by market research firm SK&A said they refused to even see drug reps. Doctor’s perspective.

Marketing Automation: Lessons from 4 case studies

B2B Lead Blog

Crain’s Business Insurance is a trade publication that faced the challenge all publications are undergoing right now with declining advertising revenue, but at the same time, its industry customers began buying up-front research and content. Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Scalability. Integration with the new CRM system. Results? Conversion rate of 2.6%

No Product Differentiation? No Problem. A CEO Who Found Another Way to Grow

Sales Benchmark Index

The majority of our volume comes from direct repair programs (DRP) that requires you be on the insurance company’s preferred list. He conducted buyer research and asked his customers what their requirements would be. To learn more about winning big deals using a Key Account Management Program, register for SBI’s Make The Number Q3 Research Tour here. This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. Steve Grimshaw is the CEO of Caliber Collision Centers, based in Dallas, Texas. Build the Roadmap.

Medical sales – impact of hospital mergers and acquisitions on sales strategy

Sales Training Connection

Improve negotiating positions with vendors and insurance companies. Medical sales. In 2010, hospital mergers and acquisitions were valued at $3.8 billion, 2011 followed pace – and it looks like there will be even more M&A activity in 2012 as health care reforms kick in, certainty in the health care landscape increases, the economy picks up, and investors seek bargains.

Why Should I Talk to You?

Keith Rosen

If you’re selling IT solutions, insurance, advertising, marketing services, financial or legal services, staffing, consumer goods (clothes, jewelry, make up, etc.), For example, Jill, a client of mine, sells insurance and financial services. To help craft your compelling reasons as they relate to each prospect, research your audience. What are the “right reasons?”

Rick Sabo: Justice Fighter. [Podcast]

Dan Waldschmidt

That’s the story of Rick Sabo that you’re about to hear. A man whose family was brutally pushed around by the insurance mob. BEHIND THE SCENES: Rick was the most researched and prepared of all the people that we interviewed. Progress requires a struggle. Success demands a fight. You won’t get to where you want to be without standing your ground and pushing back against the obstacles in your way. But just because you fight doesn’t mean you’re guaranteed to win. Sometimes bad things happen to good people. That’s not a reason to give up. Onward.

Sitting With The Problem

Partners in Excellence

Perhaps the customer has done a lot of research on what they think they want to buy.  They think they may know the issues, they think they may understand the problem, they  think they may be able to determine their needs and requirements, leveraging web and other research. Often, both we and our customers seem to rush through the buying process.  Sometimes, that’s effective.