Pipeliner

OCTOBER 1, 2022

Melanie Musson works as an insurance and finance writer at Clearsurance.com in Belgrade, Montana. She is passionate about assisting people in finding the right insurance for their business and personal lives. She teaches people about how insurance can help them protect their financial stability.

Real Estate 52

Real Estate Video Insurance Insurance 52

Gong.io

DECEMBER 19, 2019

Marketing has given you killer case studies. Put another way, the number of emails exchanged between a sales rep and a prospect over a given period of time (aka, “email velocity”) is the best indicator of whether your deal will close or not. Car insurance? Health insurance? Home insurance? You’re feeling great.

Data 122

Data Insurance Insurance Cold Calling 122

Zoominfo

APRIL 24, 2020

Its purpose is to help customers identify prospects interested in specific subject matter and topics related to a customer’s value propositions. Good question: Prospects are identified via a company’s IP address. Intent data is designed to uncover buying opportunities. Where does the data come from? And the data backs this up.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Selling Essentials RapidLearning Center

MAY 10, 2022

The big difference between the successful and the unsuccessful is what a landmark psychological study calls “explanatory styles.” The study we’re referring to was conducted by University of Pennsylvania psychologist Martin Seligman. Did I cause a given setback to happen, or was it created by external circumstances?

Motivation 52

Motivation Insurance Insurance Journal 52

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

DiscoverOrg Sales

DECEMBER 9, 2016

Go back to the phones and meet sales goals by providing prospects with solutions. Staying on fire requires constant honing of skills, studying the competition, and doing the hard work. In fact, a DiscoverOrg study revealed that CIOs spend over $1 million while catalyzing organizational change within their first year.

Remedy 120

Remedy Insurance Insurance Face-to-face 120

Hubspot Sales

MARCH 29, 2021

According to a study by the Kauffman Foundation , 60% of aspiring entrepreneurs cited finding mentors who can provide guidance as a challenge. Another study from the Kauffman Group found that finding customers was the most common challenge cited by entrepreneurs — with roughly 72% of respondents reporting having struggled with the process.

Face-to-face 125

Face-to-face Data Guarantee Banking 125

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. I failed in the life insurance business. However, the strength of the relationship varies considerably from study to study. The General Agent was Dave and his manager was Bob. You do the math. Well, not entirely.

Sales Management 204

Sales Management SME Incentives Incentive 204

Zoominfo

OCTOBER 5, 2021

The goals: deliver a seamless experience for the prospect or customer, increase conversion rates, and ultimately boost revenue. Average number of touches it takes to convert a prospect into a customer. How many times must sales or marketing communicate with a prospect before they actually make a purchase?

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Hubspot Sales

SEPTEMBER 21, 2020

During this stage, you'll use the information gathered during discovery to begin diagnosing your prospect’s issues. If you can convince your prospect that not addressing the diagnosis will negatively affect their future growth, they’ll be eager to engage with your solutions. For example, commercial insurance sales are complex deals.

Examples 119

Examples Insurance Insurance Sales Cycle 119

Salesmate

DECEMBER 11, 2020

Amidst the ferociously competitive market in the insurance sector, you need a way to stay on top of your game. When you’re on the path of growth, you need to capture and nurture every prospect. Insurance agents deal with multiple tasks and clients every day. What is Insurance CRM? There’s close competition.

Insurance 128

Insurance Insurance CRM Policies 128

Score More Sales

APRIL 5, 2014

Seligman spent years studying the relationship between positive attitudes and sales success. He worked with the Metropolitan Life Insurance Company and realized a correlation between an assessment he did with the sales reps to determine their level of optimism and their actual sales production. We all have them.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

Hubspot Sales

JULY 25, 2023

Whether your prospect is a potential buyer, seller, or tenant, use these scripts to grab their attention. Some might also use lead distribution software and gain access to third-party prospect lists. Notice how these three sentences put zero-to-no pressure on the prospect. So, how should you cold call in real estate?

Real Estate 88

Real Estate Cold Calling Commission Face-to-face 88

Hubspot Sales

NOVEMBER 30, 2020

In a study by Thomas Gilovich and Kenneth Savitsky , they conducted this experiment to see how many people noticed the shirt (yes, with a Barry Manilow t-shirt). According to the study, less than 50% of the people were able to recall the shirt. Instead, they provided a helpful case study. Write content that helps your prospects.

Promotion 107

Promotion Lead Rank Lead Scoring Inbound 107

Hubspot Sales

DECEMBER 8, 2017

Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. Salespeople who scored high in optimism sold 33% more insurance than those who scored lower. If business is slow, they: Increase their prospecting efforts and activity or change their approach.

Hiring 105

Hiring Insurance Insurance Lead Rank 105

Zoominfo

APRIL 24, 2020

Its purpose is to help customers identify prospects interested in specific subject matter and topics related to a customer’s value propositions. Good question: Prospects are identified via a company’s IP address. Intent data is designed to uncover buying opportunities. Where does the data come from? And the data backs this up.

Outsourcing Services 100

Outsourcing Services Intent Data Transportation Intent 100

Selling Essentials RapidLearning Center

NOVEMBER 11, 2020

Even an insurance policy is risky – if nothing bad happens, the premiums are money down the drain. Fortunately, there is, and a study on buyer behavior and risk disclosure reveals it. Bonus: If you go about disclosing risk in the way the study suggests, you can actually improve your odds of getting the sale. The reasearch study.

Buyer 59

Buyer Study Insurance Insurance 59

Pipeliner

DECEMBER 12, 2020

From my perspective, though, the most vital element of insuring effective virtual communication is fundamental pre-call planning. Of course, it wouldn’t surprise you to hear that studies show pre-call planning increases the likelihood of call success. Your lack of preparation will be glaringly evident to your prospects.

Face-to-face 98

Face-to-face Enterprise Enterprise Ideal Customer Profile 98

Crunchbase

JULY 14, 2022

Hungry for stronger prospect relationships? For instance, if you’re targeting B2B leads, your prospects are likely using Twitter and LinkedIn. After discovering which platforms your leads use most, study up on channel-specific algorithm updates, best practices and recent news. You’re in the right decade because social selling?

Social Selling 52

Social Selling Lead Rank Lead Scoring Social Media 52

Crunchbase

FEBRUARY 22, 2021

If you haven’t defined the steps that make up your sales life cycle, you can’t possibly tell the difference between prospects who need more information and prospects who are ready to buy. Discover new prospects with Crunchbase Pro – try it free. Remove needless steps. Consider external factors in your sales process.

Paid Content 98

Paid Content Pipeline Top of Funnel Hiring 98

Hubspot Sales

JANUARY 12, 2018

to your prospects and/or current customers. According to the same study, 25% find it “more trustworthy.”. for prospect lists. Want to book appointments with your top prospects? Hire a freelancer on Upwork or Fiver to draw cartoons or portraits of your prospects. What is direct mail? Everything old is new again.

Direct Mail 133

Direct Mail Lead Rank Campaigns B2C 133

Partners in Excellence

FEBRUARY 28, 2024

However, I have developed a genuine deep interest in studying and understanding SALES in a systemic way. I then studied Electrical Engineering at the Swiss Federal Institute of Technology, specializing to the max. Also, the Academic World was largely ignorant about SALES as a topic worthwhile to be studied and taught.

Lead Rank 104

Lead Rank Lead Scoring Ideal Customer Profile Customer 104

Hubspot Sales

MAY 18, 2023

Anyone can take a 90-hour course to study for the certification test. Offered through the National Association for Insurance Education and Research, a CRM certificate validates a consultant's knowledge when creating effective risk management plans. Improved employment prospects and chances to work with global corporations.

Hiring 71

Hiring Ideal Customer Profile Education Networking 71

Braveheart Sales

JANUARY 30, 2020

Sources: Boston Consulting Group; Aberdeen sales force study – Onboarding 2013]. The compelling reason that the prospect might purchase – and just how compelling the reason is. You must coach your new hires relentlessly to insure good habits are formed. Accelerated time to productivity (4-8 months faster).

Hiring 64

Hiring Sales Qualified Lead ROI Insurance 64

Sales Hacker

FEBRUARY 14, 2023

Create a larger base of prospects Increasingly more studies show that people use TikTok for product discovery and as a search engine. The right ads can sway your potential partners in the right direction: You can help your prospects understand their true needs. How does that help you as a sales (and not marketing) person?

B2B 90

B2B Top of Funnel Ideal Customer Profile Video 90

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. An owner I spoke with yesterday was totally freaking out over the 40% increase in his costs to provide health insurance.

Travel 251

Travel Decision Maker Insurance Insurance 251

Crunchbase

SEPTEMBER 21, 2020

According to a Gallup study, about 36 percent of U.S. That same study reports that high-skill, high-earning gig workers comprise one of the fastest-growing segments of the freelance workforce. Giggers are responsible for their own tax documentation, their own retirement plans, and finding their own health insurance, for example.

Penetration 134

Penetration Segment Demographics Benefit 134

BrainShark

MAY 20, 2022

When discussing insurance agent onboarding, most people focus on improvements to the hiring process: automation for applications, background checks, and other tasks to get agents in the door. You can learn more about how Colonial Life streamlined their sales onboarding and training in this case study.

Insurance 62

Insurance Insurance Software Software 62

Sales Hacker

SEPTEMBER 20, 2019

Prospecting is often cited as the most difficult step in any sales process. . Finding new opportunities among the sea of prospective buyers in your segment is always a challenge. Everyone is following tedious prospecting process A…. My prep work for tech sales was cold calling life insurance leads. .

How To 69

How To Cold Calling Lead Rank Lead Scoring 69

Sales Evangelist

MAY 14, 2019

His life has been a study in overcoming adversity, and the lessons are useful for anyone because everyone will eventually face challenges. The prospects are 100 percent in control of the result. He and the prospect are at the beginning of the hallway together. Most importantly, prospects have questions about price.

Face-to-face 60

Face-to-face Insurance Insurance How To 60

Pipeliner

OCTOBER 4, 2018

If you’ve hired a sales manager to lead your sales team, this is your insurance policy that execution at 5,000 feet will occur in alignment with the goals you set at 30,000 feet. Providing tested sales messaging for each situation will ensure sellers don’t misuse valuable air time with prospects and centers of influence.

Hiring 68

Hiring Lead Nurturing Collateral Case Study 68

Vengreso

JANUARY 21, 2020

LinkedIn ® alone has more than 660 million professionals , providing a platform for sellers to share relevant content, develop their thought leadership, and build relationships with prospects to create more sales conversations , fill your organization’s pipeline, and improve win rates. Has your #sales team adapted?

Social Selling 88

Social Selling Strategy Social Media Buyer Persona 88

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. You will also want to keep in mind where you have the best chance of getting testimonials or branded case studies. Vertical marketing best practice #2.

Marketing 52

Marketing Strategy Collateral Case Study 52

Showpad

JANUARY 8, 2021

The onboarding phase that begins when a new employee in their first 30 days should focus on essential aspects of sales — identifying prospective customers’ needs, communicating effectively, understanding and overcoming objections and so on — through the lens of your unique organization. Case studies will be perfect for this purpose.

Hiring 52

Hiring Training Sales Enablement Case Study 52

Showpad

OCTOBER 27, 2021

Video has dethroned the phone as the communication channel of choice in most B2B sales situations—including internal collaboration, existing customer communication, prospect meetings, and vendor syncs. B2B buyers took to video communication like a duck to water. This isn’t a blip, either. . Video is like a direct line to their attention.

Video 52

Video Face-to-face Channels Call-back 52

Sales Gravy

MAY 8, 2012

Your job as a sales professional is to help your prospects understand their need and to feel the pain that can result from avoiding a solution. According to life insurance industry studies, 36% of clients don’t recognize they have a need.

Insurance 40

Insurance Insurance Study Industry 40

Pipeliner

OCTOBER 25, 2021

According to a study recently released by the United States Bureau of Labor Statistics in September of 2021, the total number of job openings in the country has reached a recent high of 10.9 The increase was spread across a number of different industries with health care, social assistance, finance, and insurance being among the biggest.

Health Care 52

Health Care Insurance Insurance Face-to-face 52