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.

The One Thing the Best Customer Experience Companies Do Differently

Sales and Marketing Management

In this emerging Relationship Economy, organizations have to intentionally train their employees to avoid the traps of a low service aptitude and embrace the customer’s perspective. . .

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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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Part Three: Determining When To Coach Your Salespeople, When to Provide Sales Training and When To Give Them The Answer

Keith Rosen

As a recap from Part One, “Do I Coach Them or Train Them?” The question is, what exactly do you use to fill in this gap – do you coach them, train then, advise them or flat out just give them the answer? Scenario Three: Situation : Bob, a successful, established and well seasoned insurance salesperson had been a long time top producer for his company. Training and Coaching Solution: This is a coaching and training issue.

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.

The Sales Playbooks Every Sales Team Needs

Costello

In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned.

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. MTD Sales Training.

What does ‘seasonality’ really mean in sales?

Nutshell

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. When I owned and operated a medical device business, November and December were our busiest months due to insurance periods ending,” says Albert Ho , Founder of Healthcare Heroes.

The Simple Secret to Doubling Your Income in Sales

Women Sales Pros

Last month, I conducted a training with a large software company and discovered their top rep, Trina, earns more than five times as much as the lowest performer in her company—while talking to the exact same number of customers.

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! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Will you follow up next week?

What was the first sale you ever made? 11 successful salespeople discuss their first big wins

Nutshell

The class of new brokers and I had just completed three weeks of sales training in Princeton, N.J. I had done nothing up until that point but hit the phone every day, looking for prospects willing to invest today or within a very short time.

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.

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.

Quota 135

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. Average output after fully training: 3.33

Data 198

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. Each associate is trained.

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! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Best in Class Sales Training.

eBook 234

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! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Best in Class Sales Training.

eBook 220

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

MTD Sales Training

You then followed up by confirming the appointment by telephone the day before. Use the incident to insure a proper meeting as planned. MTD Sales Training | Sales Blog | Image courtesy of FreeDigitalPhotos.net.

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! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Best in Class Sales Training.

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! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Best in Class Sales Training.

8 Steps for More Effective Closing - Sales Solution #10

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Best in Class Sales Training.

Sales Stuff That Works - 3 Steps to Get More Introductions

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Best in Class Sales Training.

SME 156

Episode #082: Your Customers Online Behavior with Jeff Shore

Jeff Shore

In a crowded field of sales keynote speakers and sales training programs, Jeff Shore stands out with his research-based “buying formula” methodology. You’re online because you need insurance. That means that we’re using their name in that follow-up.

So Far So Good? Are You On Track for Sales Success in 2011?

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Best in Class Sales Training.

eBook 181

7 Things Sales Leaders Must be Doing Now

The Brooks Group

It's no different than what is going on now with major league baseball professionals at Spring Training. Here's a checklist for sales leaders to insure you and your sales team are practicing the fundamentals to excel in this economy. Have a system to insure every lead is followed up on.

August - The Dog Days of Selling

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Best in Class Sales Training.

eBook 156

Sales and a Fish Story

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Best in Class Sales Training.

Course 170

First Things First - #4 Sales Solution for Successful Selling

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Inadequate Post-Sale Follow-Up 3.

eBook 218

#9 Sales Solution - Presenting - 10 Critical Components

Anthony Cole Training

Does Your Team Need a Wake Up Call? Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Best in Class Sales Training.

eBook 156

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 for the areas where you need more help, engage a coach, read some books, or watch some YouTube training videos.

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.

How to Interview and Identify Top Sales Champions and Avoid the Costly Mis-Hires

Keith Rosen

” I hear this from practically every manager or HR executive I’ve ever had the privilege of coaching or training. Just pick up any newspaper and read about another company closing their doors or missing their sales goals to exemplify how much of a priority this is today for any organization. What would you be mindful of needing to do and the resources and training you would need to secure your success here? “I know how to interview.

The Complete Guide for Selecting the Right B2B Lead Generation Company

Cience

For example, there are lead generation companies that provide accounting, corporate IT training, custom software development, electrical engineering, film services, privacy shield notice, technical support, etc. Look up the case studies ( usually placed on the website ).

The Laws of Sales Attraction By Drew Stevens

Sales Training Advice

ES Research Group reveals that 90% of all sales training programs conducted for corporations result only in a 90-120 day increase in sales productivity and, as a result, fewer than 20% of companies realize any sustainable productivity gain that lasts beyond 12 months. In the United States alone over four billion dollars is spent per year on training selling professionals with two thirds of that money ear marked for one day training. Laws of Sales Attraction.