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Tag Archives: Value proposition

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What’s This About?

Professional Marketing Associates Posted on October 15, 2018 by Joe ArakOctober 15, 2018

You’ve been making prospecting calls for the last hour and haven’t reached a single decision maker. All of a sudden on your next attempt, you’re transferred to the head of finance at a good-sized assisted living organization. Not surprisingly, he … Continue reading →

Posted in Sales intelligence | Tagged Asking questions, Benefit statements, Business relationships, Commercial insurance, Commercial insurance telemarketing, Curiosity, Insurance agents, Insurance marketing, Insurance prospecting, Insurance telemarketing, Lead generation, Marketing, Prospecting, Sales, Sales training, Telemarketing, Value proposition | Leave a reply

4 Amazingly Effective Openings for Your Sales Presentation

Professional Marketing Associates Posted on March 20, 2018 by Joe ArakMarch 20, 2018

You’ve landed your meeting with the CFO. She and her team are all assembled and ready to listen. Barely five minutes into your presentation, you see the disenchanted looks on people’s faces and realize, with that sinking feeling, that no … Continue reading →

Posted in Sales intelligence | Tagged Amy Cuddy, Commercial insurance, Communication, Dan Pink, Focus, Influence, Insurance agents, Insurance marketing, Insurance prospecting, James Veitch, Meetings, Prospecting, Prospects, Sales, TED talks, Value proposition | Leave a reply

The Invisible, Tenacious Enemy in Almost Every Sale

Professional Marketing Associates Posted on June 7, 2017 by Joe ArakJune 7, 2017

Prevailing against an incumbent, and sometimes other agents, can be tough. But there’s an invisible third opponent lurking in the shadows that can be the most challenging of all. When we’re selling something that people already have, whether it’s insurance … Continue reading →

Posted in Insurance prospecting | Tagged Asking questions, Complacency, Influence, Insurance agents, Motivation, Probing, Prospecting, Sales, Value proposition | Leave a reply

What’s Your Proposition for 2016?

Professional Marketing Associates Posted on December 30, 2015 by Joe ArakDecember 30, 2015

Whatever you’re selling – a product, a service, even an idea – you need to communicate its value. But value, like beauty, is in the eye of the beholder. That’s a universal truth. Value is only meaningful in context. To … Continue reading →

Posted in Insurance prospecting | Tagged Benefit statements, Business intel, Cold calling, Commercial insurance, Influence, Lead generation, Prospecting, Sales intelligence, Telemarketing, Value proposition | Leave a reply

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