Insight
Upfront Agreements
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August 11, 2013
As our sales trainer Dan Hudock explains it, upfront agreements are an opportunity to bring down the walls between you and the buyer. By setting…
Insights
Insight
Black Bag Questions
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August 10, 2013
In this client-exclusive training video, our sales trainer Dan Hudock talks about how to break the ice at the beginning of a sales conversation, gently…
Insight
Cold Calling: A Four-Step Process
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April 17, 2013
Cold calling is not for the faint of heart. There was an excellent movie called The Pursuit of Happyness (starring Will Smith) released a few…
Insight
A 24-Year Veteran Almost Gives-Up on Appointment Setting
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March 6, 2013
With a schedule packed with existing clients, Chase—a health and welfare specialist—had little time to devote to prospecting, but he knew that he needed new…
Insight
Making the CPA Numbers Work
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March 3, 2013
Statistics show that one out of every two CPAs will offer financial services in the future to remain competitive. How can you as an agent…
Insight
Finding Your Way to Use Business Intelligence
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February 10, 2013
Looking back at 2010, amid sweeping political reform and global financial uncertainty, our industry has been changing. Just two years ago, the leading edge of…
Insight
Using Business Intelligence Part 2: Preparation and Method
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February 10, 2013
Last week, we began a series designed to help you determine if and how you should be using high-quality business intelligence. We discussed the consistent…
Insight
Using Business Intelligence Part 3: Maximize Conversion
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February 10, 2013
This is the third in a series of posts intended to provide our point of view on the most efficient ways to conduct a successful…
Insight
Using Business Intelligence Part 4: The First Appointment
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February 10, 2013
This is the fourth post in a series of blogs designed to help you prepare to begin a business intelligence program to build a pipeline…