Four Steps To Writing Killer Prospecting Emails

Professional Marketing Associates Posted on by

What kind of a role does email play in your agency’s marketing arsenal? Chances are you’re making use of email in some marketing capacity, even if it’s just to keep your name in front of customers and build loyalty.

But have you taken the step of integrating email as a tool for new commercial business development? If not, you could be overlooking a great resource.

Here are four quick tips for creating potent and effective prospecting emails. And it all starts with the subject line. Continue reading →

Situational Awareness (Without It You’re Just Not There)

Professional Marketing Associates Posted on by

A while back, Inc. Magazine contributor Jeffery James wrote about some interesting parallels between fighter pilots’ training and successful sales operations.

We thought those comparisons were great, especially since situational awareness – one of the must have qualities of any successful military operation — is a hot concept in sales training these days. Consider these three topics, based on that article, as key building blocks for success in your sales engagements. Continue reading →

How To Win The Value Vs. Price Scrimmage

Professional Marketing Associates Posted on by

Sometimes it seems that every year is another bidding war, agents shopping the markets to keep their accounts in the corral. But what if you could change that pattern — at least some of the time?

Winning the classic skirmish of value over price means focusing on what’s important to the buyer, and showing them that that’s worth more than price considerations. Continue reading →

Why Is That?

Professional Marketing Associates Posted on by

As sales professionals, we want to answer questions with assurance and convey our knowledge and expertise, but there’s a problem.

When we offer familiar answers based on preconceived ideas, we miss the opportunity to learn more about the questioner and her situation. Even worse, we can take the conversation in a completely wrong direction. Continue reading →