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Tag Archives: Qualifying prospects

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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 →

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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

Situational Fluency

Professional Marketing Associates Posted on May 15, 2017 by Joe ArakMay 15, 2017

Here’s a riddle: What does a business insurance producer have in common with a London cabby, a pro basketball player, and a hotel concierge? Like the cab driver, you’ve got to have a real-time knowledge of the “territory” to make … Continue reading →

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Posted in Sales intelligence | Tagged Asking questions, Building trust, Cold calling, Commercial insurance, Communication, Focus, Insurance agents, Insurance prospecting, Insurance telemarketing, Lead generation, Lead qualification, Qualifying prospects, researching prospects, Sales, sales calls, Sales training, Situational fluency, skill sets | Leave a reply

4 Signs a Prospect is Hot (Or Not)

Professional Marketing Associates Posted on January 27, 2016 by Joe ArakJanuary 27, 2016

In the game of baseball, the best hitters develop a good eye for pitches that are right in the strike zone. In criminal investigations, the great detectives know how to zero in on the real suspects and avoid wasting time … Continue reading →

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Posted in Sales intelligence | Tagged Business intel, Buying signals, Commercial insurance, Communication, Insurance prospecting, Lead generation, Lead qualification, Qualifying prospects, Sales training | Leave a reply

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

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