Pipeliner

APRIL 11, 2024

It can be an elusive target, though, given the typical focus in working to insure your products and services delivered to a client are the very best that they can be. Over the years, I’ve proposed and worked with a totally different process for client satisfaction. It’s a goal we strive for in selling. Think about it.

Guarantee 52

Guarantee Hotels B2C Enterprise 52

Hubspot Sales

SEPTEMBER 21, 2020

The cycle includes four stages: Discovery, Qualification and Diagnosis, Proposal, and Closing. Proposal Stage. Since these deals likely include multiple complex solutions, providing them with a detailed proposal accompanied by other visual aids and presentations will give them a well-rounded view of your offer. Discovery Stage.

Examples 122

Examples Insurance Insurance Sales Cycle 122

Cincom Smart Selling

AUGUST 19, 2021

For many insurers, the approach toward IT budget construction and the measurement of IT value remains rooted in a traditional approach of centrally planned budgets and top-down portfolio metrics that can mask where IT value is really being delivered. Customer communication solutions can have a significant impact on key business outcomes.

System 118

System Customer Insurance Insurance 118

Jeff Shore

OCTOBER 9, 2018

I am going to propose three scenarios that are similar to ones you might come across fairly often in your sales career. ??Scenario Scenario #1: You sell life insurance. You are having a conversation with a friend in a social setting, and the talk turns to your friend’s insurance coverage. By Jeff Shore. ?. ?I

Insurance 104

Insurance Insurance Customer Policies 104

Sales Hacker

JUNE 24, 2021

Are your sales org’s deals getting stuck in the proposal stage more often than not? The first solution to the stalled proposal problem is arguably the simplest. If your reps send emails linking to an online proposal document, make sure they are considered safe links from reputable domains. If so, it’s not a rep problem.

Top of Funnel 108

Top of Funnel Closing Decision Maker Proposal 108

Pipeliner

SEPTEMBER 17, 2023

We’ve had some promising deals this year that, if won, would have insured a great end to the year. For each, they craft customized four-step value propositions – the solution proposed, what it does, how it benefits and how the benefit will be measured. 31 number that will end up south of 100%. But we came up short on all of them.

Motivation 69

Motivation Insurance Insurance Commission 69

Partners in Excellence

MAY 9, 2023

For example, if our proposed solution will help the customer reduce costs by $1M, we define our value proposition in those terms. The greatest value we create for anyone, and ourselves, is insuring that we are using that time well. At least in selling, for ages we’ve talked about “value propositions.”

Insurance 95

Insurance Insurance Face-to-face Proposal 95

Understanding the Sales Force

APRIL 8, 2013

The other problem I have with this article is that rather than propose an alternative selling approach, James suggests that salespeople should be able to fill the function that a manager would have served if the product or service was being handled in-house. Business, Auto and Professional Liability Insurance. Commercial Real Estate.

Consultative Selling 206

Consultative Selling Outsourcing Services Telecommunications Real Estate 206

Understanding the Sales Force

JANUARY 22, 2014

Five Things VP’s Must Do To Insure Sales Enablement Has Impact. Conversations - Before demos, proposals, quotes, presentations, samples, references and even qualification, salespeople must, at minimum, get their prospects to engage in a conversation, discover their compelling reason to buy, and differentiate.

Proposal 234

Proposal Sports Sales Qualified Lead Scale 234

Understanding the Sales Force

JANUARY 28, 2014

Five Things VP’s Must Do To Insure Sales Enablement Has Impact. The yearly model might look like this: 7500 Attempts/Requests 1500 Conversations 150 New Scheduled Meetings/Calls 100 Quality Opportunities 75 Qualified Opportunities 68 Demos/Presentations 54 Proposals/Quotes 18 Closed. Demos/Presentations 1 Proposal/Quote 0.35

Lead Rank 242

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 242

Pipeliner

AUGUST 20, 2022

Or Net Jets, the aviation leasing company or Geico, the insurer? The Alumni channel proposes tracking those who exit, potentially opening new doors where they land. If you’re serving Dairy Queen, the ice cream chain, why might you have potential opportunities with Benjamin Moore, the paint firm?

Account 98

Account Pharmaceuticals Decision Maker Enterprise 98

Rob Jolles

JULY 30, 2021

To some extent, I was fortunate; I was taught the answer to this question when I was twenty-one years old selling life insurance. My manager then doubled down on that emotional appeal and continued: “Rob, certain products like insurance need to be sold because most people tend to wait too long to purchase it on their own.

Insurance 96

Insurance Insurance Motivation Call-back 96

Increase Sales

JULY 11, 2014

Consider proposing a win-win situation where both you and the other person reach a collaborative agreement. For some small businesses, their insurance policies may cover attorney’s fees for filing the court order to actually filing a formal lawsuit.

Small Business 138

Small Business Small Business Insurance Insurance 138

MTD Sales Training

DECEMBER 13, 2018

Listen ‘between the lines’ as well, meaning that you have to ask relevant questions that will uncover some of the reasons they are taking the stance they have proposed. You want to be clear on what they want and why they want it. Remember to establish ‘why’ they are taking their position. 6) Concentrate of interests rather than positions.

Negotiation 174

Negotiation Margin Positioning Insurance 174

Anthony Cole Training

OCTOBER 18, 2012

When I left Nautilus in 1987 and moved to Cincinnati with my wife Linda I got into the life insurance business and then I discovered what selling was really all about. I hear lots of words, I hear them desribe their position, or, I hear them talk about the other guy and what he has done or is proposing to do. Why is that a problem?

Hiring 198

Hiring Exercises Proposal Decision Maker 198

Partners in Excellence

FEBRUARY 28, 2024

Intuitively I felt building trust with the customer by demonstrating deep technical knowledge paired with showing deep understanding of the customer’s concerns and providing preventive arguments for proposed necessary deviations from the initial specifications was the way to go. The commercial part was handled by my boss.

Lead Rank 105

Lead Rank Lead Scoring Ideal Customer Profile Customer 105

The Pipeline

MARCH 30, 2015

You know at the time you propose the meeting that you are not being truthful, as do your prospects, the 15 minutes is their insurance policy, “if this guy sucks as badly as I think he may, I can pull the lever after 15 minutes; if by chance he is good, then we’ll see.”

Prospecting 120

Prospecting Cold Calling Insurance Insurance 120

Braveheart Sales

JANUARY 30, 2020

Proposal creation (Only after fully qualified). You must coach your new hires relentlessly to insure good habits are formed. Timing of first sale and then velocity of sales thereafter. What happens if they aren’t executing as expected and at what interval? Communication with other parts of the organization. CRM usage and input.

Hiring 64

Hiring Sales Qualified Lead ROI Insurance 64

Pipeliner

JANUARY 18, 2023

For each, they craft specific four-step value propositions covering the solution proposed, what it does, how it benefits and how the benefit will be measured. And then they identify the critical actions to maximize the chances of winning, utilizing RACI to insure accountability.

Maximizer 52

Maximizer Insurance Insurance Sports 52

Understanding the Sales Force

NOVEMBER 27, 2013

An owner I spoke with yesterday was totally freaking out over the 40% increase in his costs to provide health insurance. Your prospects are making the very same decisions about your demos and if your demo isn''t creating reaction #1 above, then the quotes and proposals that follow are sure to create.losses. No interest.

Travel 251

Travel Decision Maker Insurance Insurance 251

Sales Hacker

NOVEMBER 19, 2020

This information can be used by sales teams in a variety of industries — such as telecom, SaaS, insurance, hotels, cleaning, and janitorial — that are interested in improving their timing and focus when prospecting. Proposed move-in dates for new tenants. New Construction Data. Cities where new construction is booming. Intended use.

Intent Data 110

Intent Data Intent Real Estate Data 110

Julie Hanson

JUNE 18, 2018

So am I proposing you memorize your pitch word for word? Memorizing these key lines and sections will insure you consistently communicate your message, free you from your slides, and give you the ability to focus on your prospect and engage in a conversation with him/her, which is really what a pitch or presentation should be.

Face-to-face 104

Face-to-face Film Insurance Insurance 104

Anthony Cole Training

AUGUST 9, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Proposals made. Proposals made. For many of our insurance clients, that number is closer to $10,000 to $15,000 dollars per sale. Proposal appointments. Listen to Tonys Live Interview with Business Expert Radio! Alltop.com.

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

Anthony Iannarino

OCTOBER 29, 2019

At this time in the history of sales, the insurance salesperson would ask their prospective customer, usually the father, if he loved his wife. You are requesting permission to propose something that will benefit your client in making the right decisions. Sharing What Works.

Proposal 67

Proposal Insurance Insurance Closing 67

Customer Centric Selling

FEBRUARY 3, 2016

Whether a retail store, buying insurance or buying a car, chances are the buyer and seller won’t ever do another transaction. My belief is that sellers issue premature quotes or proposals and close before buyers are ready to buy , therefore pressuring buyers and potentially putting opportunities in jeopardy.

Closing 40

Closing How To B2C Insurance 40

Mr. Inside Sales

OCTOBER 1, 2015

Option #4: “What don’t you see with our proposal that you see in others?”. What can I do right now to insure that we win your business?”. Option #3: “What would it honestly take for you to choose us for this?”. Option #5: “Are we in the running with what else you’ve seen out there?”. [If What would you need to see to choose using us?”.

Competition 120

Competition Objections Vendor Insurance 120

The ROI Guy

APRIL 15, 2014

In this “do more with less economy”, buyers have less resources and budget than ever to apply to new proposals. Second you have to prove the value of your proposed solutions. The ACA is a huge change that is rocking the insurance world. Individuals will soon buy private health insurance through exchanges.

Insurance 65

Insurance Insurance Lead Rank Pharmaceuticals 65

Pipeliner

DECEMBER 18, 2019

With that said, once you do receive an offer, if it is not acceptable, it is fine to negotiate for higher compensation, provided you do so in a way that leaves both parties feeling good about the proposal and ultimate outcome. However, like any other skill, effective negotiating also requires practice.

Salary 75

Salary Negotiation Compensation Insurance 75

Cincom Smart Selling

JULY 29, 2016

It doesn’t matter if you are talking software, hardware, dump trucks or liability insurance. CPQ Software Reduces Contract and Proposal Errors. times reduction per year in contract and pricing mistakes associated with final contracts and proposals. Aberdeen research shows 1.6 Download the Aberdeen Report on CPQ.

Software 48

Software Software Lead Rank Sales Qualified Lead 48

Cincom Smart Selling

JULY 29, 2016

It doesn’t matter if you are talking software, hardware, dump trucks or liability insurance. CPQ Reduces Contract and Proposal Errors. times reduction per year in contract and pricing mistakes associated with final contracts and proposals. How is this affected by CPQ? Aberdeen research shows 1.6

Lead Rank 48

Lead Rank Sales Qualified Lead Marketing Qualified Lead Software 48

Anthony Cole Training

FEBRUARY 13, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! I have one more proposal Im looking at. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Tony Cole on TV. Alltop.com.

Hiring 138

Hiring Ideal Customer Profile Cost per Acquisition Proposal 138

Hubspot Sales

NOVEMBER 23, 2017

For our call Wednesday, please take a look at this initial draft of the proposal, and jot down any questions or edits. Instead, find out something cool about your prospect or congratulate her on a recent success, as I did with this contact from a maritime insurance company: Look at you guys hosting a great Summit. Went swimmingly, etc.

Sales Process 105

Sales Process Real Estate Follow-up Insurance 105

SugarCRM

JULY 13, 2021

For example, the export-financing journey of one financial institution involved four organizations: the financial institution itself, the importer, the exporter, and an export insurance company. The journey required one and a half to two years to complete and included many highly technical components that bedeviled redesign efforts.

Customer 26

Customer B2C Segment B2B 26

Cincom Smart Selling

MAY 2, 2016

He remarks that your wedding band means you are married and before you know it, you’re signing a credit life insurance policy. When you build your quotations and proposals in this fashion, you are maximizing the dollar value of each quote. Your pipeline will be built around real value proposed and under consideration by your prospect.

Maximizer 59

Maximizer Pipeline Proposal Insurance 59

SBI

NOVEMBER 25, 2013

” Posting current client logos on your site, in your proposals and presentations and even in your email signature act in the same way. Do you sell to the Insurance industry? How can you convey excitement? Referral selling and testimonials is a way to show that you don’t have an “empty booth.”

SalesForce 135

SalesForce Webinar Metrics SAP Case Study 135

Anthony Cole Training

AUGUST 17, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Make them practice their phone pitch, their initial meeting/qualifying appointment and their proposal presentation to you without the lights and the flash. Listen to Tonys Live Interview with Business Expert Radio! Tony Cole on TV. Alltop.com.

Hiring 137

Hiring Ideal Customer Profile Webinar Metrics Up-Sell 137

Pipeliner

MAY 8, 2018

If you choose to move ahead and submit a proposal, your chances of success are greatly increased. For identifying your previous mistakes insures that your next opportunity’s Go/No-Go process will be more effective, increasing your probability of winning through valuable lessons learned. You win or you learn.

Analysis 40

Analysis Enterprise Enterprise Insurance 40