The Science and Art of Selling

JANUARY 12, 2015

The average insurance agent can remark that he or she can never launch forth into a presentation without fear of encountering some opposition, and that no sale is made without meeting objections. The question of how to meet objections does not come up merely in the sale. ” Click here to download it now.

Insurance 40

Insurance Insurance Objections Meeting 40

Hubspot Sales

AUGUST 2, 2023

Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. In this post, we’ve compiled step-by-step instructions for how to write a sales pitch with ChatGPT, plus our favorite ChatGPT pitch prompts to get you started engaging prospects in no time. Open a chat window.

How To 78

How To Insurance Insurance Travel 78

Mr. Inside Sales

APRIL 17, 2020

As you know, first impressions are everything, and if you’re meeting with a prospect or client over Zoom there are some things you definitely don’t want to do, and others that you do want to do. Follow this quick list of 5 tips to insure you not only make a great impression, but that you also easily place yourself above your competition.

Film 159

Film Face-to-face Call-back Gatekeeper 159

Showpad

JANUARY 8, 2021

Research from Clearslide and CSO Insights found that, on average, it takes new reps between six and nine months to get fully ramped up to the performance levels of established sales agents. Your training content must clearly educate new reps as to the circumstances they’re likely to encounter in your corner of the sales universe.

Hiring 52

Hiring Training Sales Enablement Case Study 52

Keith Rosen

APRIL 21, 2020

It’s not a surprise that most salespeople don’t get past the first 30 seconds of an initial prospecting conversation before the prospect cuts you off and says, “Not interested,” or you hear “Click.” Your prospect isn’t interested in your actual product or service, but what it will ultimately do for them.

Prospecting 102

Prospecting Guidelines How To Cold Calling 102

Hubspot Sales

JUNE 9, 2023

His previous experience — while not in sales — set him up to succeed,” says Adam Jay, chief revenue officer at Falkon. “He Fast forward a few years, and Kracov’s rep ended up going to the President's Club — an annual employee recognition program that rewards salespeople who meet or exceed sales goals and quotas. But how do you network?

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

Sales Evangelist

JULY 26, 2020

How to Virtually Forge Deep Connections With Prospects The pandemic has changed the methods of prospecting. Show up with a healthy vulnerability that reflects your interest in growing and learning. You want there to be a consistency of behavior throughout your life so you can show up to prospects comfortably.

Prospecting 98

Prospecting How To Face-to-face Hotels 98

Smooth Sale

FEBRUARY 4, 2022

Protect Yourself with the Right Insurance. First of all, make every effort to ensure that the proper insurance protection is in place. Many businesses get hit with huge bills and expenses because they didn’t take the necessary steps to protect themselves with the relevant insurance. . Against Unnecessary Expenditure.

Insurance 78

Insurance Insurance Face-to-face Hiring 78

Anthony Cole Training

MARCH 31, 2010

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Training 120

Training Hiring Ideal Customer Profile Webinar Metrics 120

Hubspot Sales

JANUARY 9, 2024

Slow down to speed up Before working for a Fortune 500 company, Jim Norton (AOL’s former EVP Global Head of Media Sales) worked “an old-school sales job.” Norton attributes his “rock-solid foundation of training and experience” in sales to his early years in D2D. Plus, you’ll pick up a few unique sales tips along the way.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Janek Performance Group

NOVEMBER 8, 2021

Salespeople can connect with prospects, research customers, and get notified of job changes and company updates. In many instances a prospect will update their LinkedIn profile before the company updates the staff page on their website. Nothing worse than calling a prospect from your CRM and hearing, “They do not work here any longer.”

Social Selling 117

Social Selling LinkedIn Guidelines Ideal Customer Profile 117

criteria for success

MARCH 2, 2022

And what about your prospects and customers—are they reporting inconsistencies or issues with your salespeople? Here are a few areas to consider: Prospecting – Is your team prospecting at all? Are they developing and monitoring prospecting plans? Is said prospecting plan working? Prospects never call me back.”.

Sales Management 104

Sales Management Insurance Insurance Pivotal 104

Rob Jolles

JULY 30, 2021

In sales, it seems the toughest prospects are the ones we know best. To some extent, I was fortunate; I was taught the answer to this question when I was twenty-one years old selling life insurance. What if she said something like this to you: My husband died without life insurance. Have you ever wondered why?

Insurance 96

Insurance Insurance Motivation Call-back 96

Anthony Cole Training

AUGUST 9, 2011

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

MTD Sales Training

OCTOBER 5, 2011

You then followed up by confirming the appointment by telephone the day before. For the prospect that comes out with sincere apologies like, “I am so sorry to keep you waiting. However, what of that prospect that shows obvious and total disrespect for your time? Finally, you arrive at the 10:00 a.m. What should you do?

Prospecting 120

Prospecting Decision Maker Insurance Insurance 120

Highspot

SEPTEMBER 15, 2020

” Shift Technology has a global sales organization, serving the world’s leading insurers across the US, EMEA, LATAM, and APAC. “Highspot’s intuitive user interface, personalization capabilities and analytics, will allow us to stay up-to-date with content that is always relevant to each of our sales motions.”

Insurance 52

Insurance Insurance Analytics Microsoft 52

Partners in Excellence

FEBRUARY 28, 2024

My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. All this does not seem to indicate that I would end up as a “Sales Expert” (not self-declared, can be verified in the recommendation section of my LinkedIn profile). I also never “carried a quota”.

Lead Rank 104

Lead Rank Lead Scoring Ideal Customer Profile Customer 104

Understanding the Sales Force

JULY 10, 2013

When salespeople do make calls they quickly learn that prospects no longer answer and don''t return calls from salespeople anymore. Salespeople give up on prospects without realizing that today it requires as many as 10-15 attempts to either reach or get a call back from a prospect. Don''t you still get calls from them?

Opportunity 221

Opportunity Pipeline Hiring Real Estate 221

Anthony Cole Training

JUNE 21, 2013

I once worked with a local insurance company that was acquired by an insurance holding company. I have a very close friend who also is in the insurance business and he alone , with a very limited sales support teams and half the time, has built a 4 million dollar operation! So, what are those differences?

Insurance 169

Insurance Insurance Face-to-face Guarantee 169

Anthony Cole Training

JUNE 21, 2013

I used to work with a local insurance company that was acquired by an insurance holding company. I have a very close friend who also is in the insurance business and has built a $4 million dollar operation alone , with a very limited sales support team and half the time! Stay up with Best Business Practices with Abstracts.

Insurance 154

Insurance Insurance Face-to-face Guarantee 154

The ROI Guy

SEPTEMBER 13, 2013

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. Yes, I believe that it has grown to become a significant issue, and we have seen it in our prospects. So how have prospects changed? Do you believe that this Value Deficit is the top issue?

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

Anthony Cole Training

APRIL 13, 2011

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 181

Hiring Ideal Customer Profile Webinar Metrics eBook 181

Anthony Cole Training

JANUARY 16, 2012

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

Anthony Cole Training

APRIL 19, 2011

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

Anthony Cole Training

MARCH 19, 2013

BISA is the Bank Insurance and Securities Association. Treat woman (actually ALL clients) as if they are your grandma who has 80,000 twitter followers. Do you have the right people that, when aligned, motivated, trained and managed, will get you to your mission? Tony Cole – President, Anthony Cole Training Group.

Hiring 198

Hiring Banking Survey Conference 198

Anthony Cole Training

JANUARY 5, 2012

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Gong.io

JULY 11, 2022

Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Anthony Cole Training

OCTOBER 25, 2011

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 181

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 181

Anthony Cole Training

SEPTEMBER 26, 2011

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Nutshell

JULY 24, 2019

When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. We asked eight sales professionals what “seasonality” means in their business, and how they manage the ups and downs. What causes sales seasonality?

Hiring 120

Hiring Real Estate Trends Retail 120

Anthony Cole Training

DECEMBER 16, 2011

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Sales Coaching 181

Sales Coaching Hiring Coaching Ideal Customer Profile 181

Anthony Cole Training

FEBRUARY 27, 2012

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 168

Hiring Sports Ideal Customer Profile Webinar Metrics 168

Anthony Cole Training

FEBRUARY 6, 2012

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Coaching 191

Coaching Hiring Ideal Customer Profile Journal 191

Anthony Cole Training

OCTOBER 21, 2010

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 120

Hiring Marketing Insurance Insurance 120

Anthony Cole Training

JANUARY 19, 2012

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 192

Hiring Ideal Customer Profile Conference Sales Qualified Lead 192

Anthony Cole Training

APRIL 15, 2011

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Anthony Cole Training

DECEMBER 10, 2010

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). Tony Cole on TV.

Hiring 180

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 180