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We’re Gonna Need a Bigger Boat

Professional Marketing Associates Posted on August 7, 2018 by Joe ArakAugust 7, 2018

Are we? When we realize that the challenge before us is more daunting or complex than we thought, the tendency is to want to throw more resources at it – more money – enlarge the team – extend the deadline… … Continue reading →

Posted in Employee management | Tagged Business intel, Cold calling, Commercial insurance, Commercial insurance telemarketing, Focus, Insurance prospecting, Insurance telemarketing, Jaws, Lead generation, Lead qualification, Marketing, Productivity, Prospecting, Prospects, Qualifying prospects, researching prospects, Sales, Sales intelligence, Telemarketing, Time management, X-dates | Leave a reply

A Cure for the Tyranny of Prospecting

Professional Marketing Associates Posted on May 2, 2018 by Joe ArakMay 2, 2018

The bitter taste of rejection, frustration, and discouragement makes prospecting for new accounts feel like the last thing anybody wants to be doing. Those negative feelings – or the fear of experiencing them – can have a paralyzing effect on … Continue reading →

Posted in Insurance prospecting, Sales intelligence | Tagged Cold calling, Commercial insurance, Commercial insurance telemarketing, Focus, Insurance, Insurance agents, Insurance marketing, Insurance prospecting, Lead generation, Lead qualification, Motivation, Productivity, Prospecting, Sales, Sales training, Telemarketing | 2 Replies

Finding the Fly in the Ointment

Professional Marketing Associates Posted on February 13, 2018 by Joe ArakFebruary 13, 2018

I saw this in a recent webinar, and it didn’t surprise me at all: 60% of sales opportunities with executives result in no change – the buyer ends up sticking with the status quo. For commercial producers this is probably … Continue reading →

Posted in Insurance prospecting | Tagged Arenas of competition, Asking questions, Business relationships, Commercial insurance, Influence, Insurance marketing, Lead generation, Lead qualification, Probing, Sales, Sales training | Leave a reply

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

Professional Marketing Associates Posted on September 14, 2017 by Joe ArakSeptember 14, 2017

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 … Continue reading →

Posted in Sales intelligence | Tagged Communication, Focus, Insurance agents, Insurance prospecting, Jeffery James, Lead generation, Lead qualification, Rob "Waldo" Wingman, Sales, Sales training, situational awareness | Leave a reply

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Recent Posts

  • 4 Steps to Great Rapport September 4, 2019
  • Empowering People to Want to Switch Brands August 13, 2019
  • Pop Quiz March 27, 2019
  • 4 Things Prospects Don’t Want You to Know March 15, 2019
  • A simple technique for getting people’s support February 10, 2019

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