We’re used to hearing sleazy stories about people and companies that put profits above all else and are willing to do all kinds of unscrupulous things to cheat the system – like opening accounts for customers without their permission, or fudging automobile emissions tests.
Even if we ourselves tend to be trusting by nature, there’s no reason to assume others feel the same way. Continue reading →
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 →
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 →
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 →