2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles

Hyper-Connected Selling

In coaching hundreds of insurance agents over the years, I’ve become aware of a challenge that has arisen for many of them. They don’t sell a few straightforward insurance products anymore. The two most common products in this category are auto and home/fire insurance.

Study reveals suprising attributes of higher quality leads

Velocify

Today we’re sharing a gold mine of valuable insight on what makes for a higher quality lead in insurance, mortgage and education. Prioritize lead follow-up : set up distribution and prioritization rules based on attributes that have a higher probability of converting.

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When In Doubt – Err on The Side Of More!

The Pipeline

There has been a lot written about the importance of “getting in early”, whether that is the time to follow up to a download, to reacting to a trigger like say personnel change. By Tibor Shanto – tibor.shanto@sellbetter.ca.

The Sales Playbooks Every Sales Team Needs

Costello

At Leap | Carpenter | Kemps Insurance Agency, we use playbooks to help train new hires,” says Adam J. One, in particular is a call centre group in the health insurance industry– a very competitive space,” says Louise Taylor of Unbridled.

Reaping the Value of Long-term Leads

Pointclear

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP).

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The Top 10 Enemies that Will Kill Your Productivity

Jeff Shore

Income generating activities (Sales calls, following up, etc.). Do you wake up in the morning and check your email? Recently I looked at this new feature and learned that I had picked up my cell phone an average of 49 times per day. By Ryan Taft. ?I

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

Braveheart Sales

Pull the following information from your system: All opportunities you have lost in the last two to three years. So, if you thought Step One and Step Two were hard, buckle up buttercup. I am looking forward to connecting with you in 60 days to insure complete satisfaction. Every lost opportunity should have a systematized follow-up schedule as well. In the world of selling, I am a die-hard hunter. I love the thrill of finding some new, exciting opportunity.

18 Habits of Incredibly Successful Salespeople

Hubspot Sales

Follow up. Following these 18 rules of good sellers will help you become one of the top-selling salespeople on your team -- or even company. They’re able to objectively review their opportunities, avoid happy ears, and come up with accurate sales forecasts.

Sales Call Preparation

Platinum Rules for Success

A great outcome would be to have a follow up meeting. If there is no next step at least everyone agrees and there is no time wasted in a possible follow up. Follow Ron Finklestein. you cannot afford not to hire Ron.” – Gerald McMichael, McMichael Insurance.

Top 10 Do’s and Don’ts for Selling to CIOs

DiscoverOrg Sales

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. Our panel, including the CIOs of Sephora, Arch Mortgage Insurance, and Charlotte Russe, answer that question. Every single CIO on our panel wants you to know about them and their company before they even pick up the phone.

Long-Term Leads Demand Attention Now

Pointclear

A longer-term lead may lack urgency, but it makes up for it by giving your team a very real chance to form relationships with decision makers, and in fact define and manage the buying process (including designing the RFP). They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry. If the 40 long-term leads are not followed up on simply because they’re a buying cycle or two out, $30,000 (half of the total spent) is wasted.

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What To Do When The Prospect Is Very Late For the Appointment: Part III

MTD Sales Training

The prospect shows up 30 or 45 minutes late for the meeting. In Part I and Part II of this article, we began to focus on the following solutions to use the prospect’s tardy incident to your advantage. Use the incident to insure a proper meeting as planned.

The Simple Secret to Doubling Your Income in Sales

Women Sales Pros

Second Level or Bone Questions , uncover problems and they are a follow-up to your skin questions. If you’re on a team that inspires you or you’ve followed a boss who’s motivated you, you know that leader didn’t merely tell you how to do something; she inspired you to do it.

How to Drive Business Growth Using Net Promoter Score

Zoominfo

But, building a loyal following isn’t easy. The formula is based on how customers respond to the following question: “How likely are you to recommend our brand to a friend or colleague, on a scale of 0-10?” Insurance: 42.

You Can’t Automate Me: November Referral Selling Insights

No More Cold Calling

She went to another computer, came back, and told me that insurance didn’t cover my prescription, so it wasn’t filled. Message to Account Based Selling Teams—Your KPIs Are Messed Up. “I After deleting this message, I received four follow-up emails from Stephanie, one every six days.

The Dangers of Using Cost per Lead as a Metric to Measure Marketing

Pointclear

B2B sale complexity impacts cost-per-lead —to recap, I have heard marketers (even senior ones) state that cost per lead for anything from life insurance to a $100,000 plus software solution “should be about $300”. VP I was talking to yesterday summed up the “state of the industry” as he sees it: “Well, since we can’t seem to get sales reps to follow-up on leads, we are going to try to tele-sell a $25,000 trial with a money back guarantee.

Sole Proprietorship 101: The Easy Guide to Setting One Up

Hubspot Sales

Many entrepreneurs love sole proprietorships because of the ownership they have over business decisions and revenue and how easy and cost-effective they are to set up. Easy to set up (No state registry necessary). Your state might also require follow-up steps after registration.

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

Smart Selling Tools

One thing is for certain, you have to give salespeople the tools they need for the process to be followed. And managers need a way to know whether and to what extent the process is being followed.

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6 Steps to Improve ROI of your Mortgage Email Marketing

Velocify

Did you know that lenders can be fined up to $16,000 for a single email in violation of the CAN-SPAM Act? In the case of an audit, having such policies in place and a system to ensure they were followed can ward off potential trouble. Email is a powerful sales and marketing tool.

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

DiscoverOrg Sales

Last month at our Sales Kickoff, I had a chance to discuss with my team why Lead Gen and Lead Quality are such MASSIVE issues – and this is what we came up with: Hiring expensive, top sales talent to sift through CRAP is just plain STUPID.

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10 Must-Have Business Development Strategies for Staffing & Recruitment

DiscoverOrg Sales

You can find this information in DiscoverOrg’s insider Scoops feature; you can also find a lot of relevant scoops yourself by setting up Google Alerts for your company along with hiring-related keywords. Day 2: Follow-up with an email, and reference your voicemail.

How to Develop a Strategic Plan for Business Development [Free Template]

Hubspot Sales

Pull up a chair and stay awhile, I’m diving into that and more below. Don’t forget to factor in payroll, facilities costs, insurance, and other operational line items that tend to add up. Business development.

Episode #082: Your Customers Online Behavior with Jeff Shore

Jeff Shore

You’re online because you need insurance. I can go in, I can put in a little bit of information and I’m going to find out right now how much their insurance costs.” That means that we’re using their name in that follow-up.

10 Must-Have Business Development Strategies for Staffing & Recruitment

DiscoverOrg Sales

You can find this information in DiscoverOrg’s insider Scoops feature; you can also find a lot of relevant scoops yourself by setting up Google Alerts for your company along with hiring-related keywords. Day 2: Follow-up with an email, and reference your voicemail.

The Ultimate Guide to Direct Mail

Hubspot Sales

Oversized envelopes have the highest response rate (5%), followed by postcards (4.25%), dimensional mail, or anything more than 0.75 I’ll follow up via [email, phone] to arrange a meeting. To borrow this idea, come up with a toy or tool related to your product or value prop.

7 Ways to Add Personality to the Sales Process

Hubspot Sales

You’re trying to build a long-term relationship with this person, so reference the little things, follow through on your commitments, and make them feel special. Sales reps travel a lot, and when you’re away from your email, you’re probably setting up out-of-office messages.

Sales email subject lines: 50+ tips, examples, and biggest mistakes

Close.io

How to set up subject line experiments to let data do the thinking for you. Think of this as a way to “hype up” the body of your email, in a sense. Our [product/service] has your name all over it Bad Example : What’s up, homie? Bad Example : What’s up, [name]? Insurance.

7 Types of Sales Questions Reps Should Use in Every Conversation

Hubspot Sales

A well-crafted priority question identifies the buyer’s most important objectives or challenges and is a fantastic follow-up to goal-assessment questions. In the past few years, you haven’t changed your claim submission policy to avoid the risk of insurance companies rejecting them?”.

7 Things Sales Leaders Must be Doing Now

The Brooks Group

Here's a checklist for sales leaders to insure you and your sales team are practicing the fundamentals to excel in this economy. Qualify the prospects to insure your sales staff is investing their time wisely. Have a system to insure every lead is followed up on.

Your Questions Make a Difference in Sales Success

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Will you follow up next week? What was the discussion for follow up that included getting a decision instead of a think it over?

What's it take to generate leads that fuel your forecast?

Pointclear

Is it the person who signed up for your webinar this week? They won’t get followed up. When a real person talks to a real person, and does it well, relationships and trust follow. This scenario is in stark contrast to what others in our industry do, which can be encapsulated as follows: Send me a list, send me a script, send me some money—and we’ll send you some leads. (Of Picking up the phone and making some calls.

Don’t Like Other Networking Events? 5 Steps to Running Your Own!

Hyper-Connected Selling

These days it seems like networking events are springing up everywhere. realtors, insurance agents, and mortgage providers). Be sure to have everyone pass out their business cards, and encourage the participants to follow up with each other after the event.

5 Simple Ways Digital Natives Boost Their Offline Networking

Hyper-Connected Selling

It could also mean being open to following up with someone you meet in a social setting who could be a good business contact. And while you might not be trying to sell the people in your network on a widget or insurance policy, you are trying to sell them on you.

Why Should I Talk to You?

Keith Rosen

Use the following techniques outlined here to do so. The intention of a compelling reason is to stimulate interest and open up a conversation. For example, Jill, a client of mine, sells insurance and financial services. Finally, here’s what Jill and I came up with.

Working on Sales Success

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! If you fail to agree on next steps, follow-up is a pain in the xxx. Email To : Email From : Message : Follow Me. Follow Me on Twitter!

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Part 1: 21st Century Selling: Unlocking the Power of Mobile Devices to Improve Performance & Grow Sales

The Brooks Group

Sales productivity and effectiveness gains are being reported across multiple industry sectors including Aerospace, Distribution, Engineering, Financial Services, Healthcare, Insurance, Media, Services and Software. This post is by Mark Ippolito. Mark is a Sr.

April Showers and Sales Results

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! The paperwork, the underwriting, the meetings to clean-up details, the checking with providers, the follow-up with the prospect, etc.

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A Sharp Stick in the Eye is Better Than "Think it Over"

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! The short answer is that we, as sales people, dont set up the presentation to get a decision. Email To : Email From : Message : Follow Me.

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Sales Success - Coaching Skill 1 of 9

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! This requires the following (click this link to listen to the 2 minute audio on consistent coaching) : 1. Email To : Email From : Message : Follow Me.

MiFID II: What It Means For Your Business And How To Be Compliant

Tenfold

As a follow-up, MiFID II aims to “course correct” by addressing and remedying various weaknesses and oversights consequent to the original directive. Without the means to gather no-cost research on a consistent basis, firms of all stripes must drum up the money for quality analytics.