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Monthly Archives: January 2015

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3 Signs That You’re Wasting Your Time With a Prospect

Professional Marketing Associates Posted on January 21, 2015 by Joe ArakJanuary 26, 2015

Professional poker players are always discerning whether to bet, raise or fold. Insurance producers are faced with the similar choices determining if a prospect is worth pursuing. If you disqualify a suspect too soon you may miss a sales opportunity. … Continue reading →

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Posted in Sales intelligence | Tagged Bad habits, Business intel, Commercial insurance, Insurance prospecting, Insurance telemarketing, Lead generation, Lead qualification, Prospecting, Qualifying prospects, Sales, Sales intelligence, Time management | 5 Replies

Three Simple Steps to Becoming a Master Qualifier

Professional Marketing Associates Posted on January 21, 2015 by Joe ArakJanuary 21, 2015

What’s so good about being a master qualifier? Is Warren Buffet’s amazing track record grounded in his ability to scrutinizing companies before he invests? Was Ted Williams such a formidable hitter because his fighter pilot eyes knew which pitches were … Continue reading →

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Posted in Sales intelligence | Tagged Business intel, Buying signals, Cold calling, Commercial insurance, Commercial insurance telemarketing, Insurance prospecting, Lead generation, Lead qualification, Motivation, Productivity, Prospecting, Qualifying prospects, Sales, Sales intelligence, Sales training, Telemarketing lists, Time management | 2 Replies

Transmuting the Three-Headed Monster: Stalls, Non Sequiturs, and Procrastinations

Professional Marketing Associates Posted on January 21, 2015 by Joe ArakJanuary 21, 2015

At almost any stage in the sales cycle, from setting the first appointment to closing the deal, the three-headed monster of hesitation can rear its head. The prospect is stuck and you’ve got to do something about it. The best … Continue reading →

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Posted in Insurance prospecting | Tagged Business intel, Buying signals, Commercial insurance, Insurance agents, Insurance prospecting, Lead qualification, Motivation, Procrastination, Prospecting, Qualifying prospects, Sales, Sales intelligence, Sales training | 4 Replies

How to Magnetize Prospects & Build Great Customer Relationships Even While You’re Sleeping

Professional Marketing Associates Posted on January 6, 2015 by Joe ArakJanuary 6, 2015

Think for a second about the last few commercial accounts you’ve written. Did the process move quickly and seamlessly from the referral or prospecting call, to the sales meeting, and then to closing? I’m guessing in at least one case … Continue reading →

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Posted in Insurance newsletters | Tagged BtoB Advantage, Business relationships, Client relationships, Commercial insurance newsletters, Communication, Drip marketing, Email, Email newsletters, Familiarity, Hari Kondabolu, Insurance prospecting, Insurance renewals, Lead nurturing, Mere Exposure Effect, Prospecting, Sales, Sales intelligence | 2 Replies

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