Insight
Know Your Personnel
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February 12, 2020
Who should be where. Who does what. Who is the best person to handle a certain play. In the high-stakes structured chaos of a football…
Tag Archive: B2B sales and marketing
Insight
What To Do When Prospects Lie
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January 10, 2020
If we pull back and look at our own lives, we can see why well-intentioned prospects might distort the truth during a sales conversion. Think…
Insight
To Sell More, Replace Pain with Optimism
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December 20, 2019
First, find your client’s dark corners. Now... find a way out. Identify and illuminate the problem that we can solve; challenging our prospect to look…
Insight
The Magic of B.A.M.F.A.M.
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October 28, 2019
You should be asking for the next meeting in 90 percent of your appointments, with the remaining 10 percent being unique sales circumstances or the…
Insight
To Close More Sales, Open This
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September 30, 2019
Approaching sales with an open mind can be deceptively difficult. After all, most advisors would consider themselves open-minded individuals. If we don’t address the subtle…
Insight
When Being an Elite Advisor Works Against You
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May 30, 2019
Early in our careers, every appointment feels like an entirely new problem. We encounter roadblocks we didn’t expect. Prospects ask questions we weren’t prepared for.…
Insight
What Financial Services Can Learn From Disney World
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April 23, 2019
Build a high point for your prospects and deliver a sales experience that leaves you and your message echoing in their minds and that leads…
Insight
Advisor Insight: Erika Bylund
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March 10, 2019
John sits down with Erika Bylund, co-founder of Point Sur Wealth Management to talk about her past experiences with lead generation and appointment setting services…
Insight
Advisor Insight Series: Erika Bylund
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February 22, 2019
John sits down with Erika Bylund, co-founder of Point Sur Wealth Management to talk about her past experiences with lead generation and appointment setting services…