Pointclear
AUGUST 16, 2018
Often hot leads are really buying companies that have already been sold by another vendor. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. Leads at every stage of the buying cycle are essential for a healthy pipeline.
Pointclear
AUGUST 9, 2016
They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry. In many cases hot opportunities are already baked.
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Understanding the Sales Force
APRIL 15, 2013
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.
The Pipeline
NOVEMBER 6, 2017
I know that when i bought insurance a few years back, I went with the one reps who stayed with me, not on me, but with me, and was present when the time to buy came, all because he erred on the side of more, rather than the side of giving up to soon.
Anthony Cole Training
JUNE 11, 2013
Insurance is different than banking which is different than wholesaling which is different than manufacturing. At The Objective Management Group, Dave Kurlan, the president of the company and creator of the sales force evaluation, defines this as "Buy Cycle". In other words, to use an old cliché, "selling is selling."
Customer Centric Selling
APRIL 2, 2018
As a salesperson one of my best customers was a large insurance company in downtown Boston. It amounts to executing top-down vs. bottom-up buying cycles. By John Holland, Chief Content Officer, CustomerCentric Selling®. Their CIO was an astute businessman who wasn’t very current with technology.
Anthony Cole Training
JULY 28, 2010
Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! We left very good jobs with above average incomes behind and I entered the world of life insurance sales under the tutelage of my good friend, David Zimmerman. It is the way we buy stuff. Click here to listen to Tonys BEW Interview.
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