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Sales & renewal strategies

Tuesday, April 12, 2011

Video: Two biggest flaws in selling

Learn the two biggest flaws in selling and how to overcome them to get the sale.

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Friday, April 1, 2011

Video: Prospecting? Pain-free selling: Part I

Sales guru and best-selling author Jeffrey Gitomer talks about insurance sales and how to engage a prospective customer. Hint: Getting at their 'pain' has nothing to do with it.

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Monday, March 14, 2011

Winning Strategies: How the best of the best achieve success

The best agencies remain on top by demanding consistent growth from all producers and by hiring new producers who will add vitality and energy to the organization.

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Monday, February 21, 2011

Trokey’s Take: A pipeline built on client referrals starts with the right conversation

I know that one of the most difficult things to do as a producer is to keep your pipeline full....

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Tuesday, February 8, 2011

Video: Selling skills vs. buying motives

By converting selling skills into buying motives, you will have all the answers you need when you're in front of a prospect, Jeffrey Gitomer explains why.

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Friday, February 4, 2011

Speak to their pain, and they will listen

Your business growth potential is limited to how you position and communicate your services. As a benefits broker you are likely...

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Tuesday, January 11, 2011

Video: How is your opening?

The real secret to selling is opening. It's all about how you prepare for the sale, and how you open the sale to engage the customer – and it's not about price. Jeffrey Gitomer explains more.

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Monday, January 10, 2011

Winning Strategies: Rapid producer validation

It's critical that you make a great hire that has sales talent and an existing pipeline. Roger Sitkins explains.

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Thursday, December 23, 2010

Trokey’s Take: Choose your centers of influence wisely

Just like not every client is a good client, not all centers of influence (COI) is a good referral source....

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Monday, December 20, 2010

The new age of researching prospects

Whether your prospects come from a marketing list or straight out of the phone book, it's always important to learn as much as you can before contact. We've gathered together a list of researching tips, from classic strategies to some new ideas to get your prospecting off on the right foot in the new year.

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