Smooth Sale

SEPTEMBER 12, 2023

Upon receiving a call, the person on the other end ranted and trashed my seeming tactics. Suddenly, he ended the call. I sold long-term care insurance long ago, and people told me then that the new concept was ridiculous. However, the irony came decades later when the same people purchased the insurance at a much higher rate.

Negotiation 106

Negotiation Insurance Insurance Hiring 106

Increase Sales

OCTOBER 30, 2013

Can we have a forthright conversation that the business world has changed and specifically the most pressing sales training dilemma? ” Sales Training Coaching Tip: People buy on emotions (feel) first then justified their buying decision with logic. Sales Training Marketing sales leads sales practices sales process SMB'

Training 156

Training Insurance Insurance Social Media 156

Allego

JUNE 14, 2022

Hybrid work has disrupted traditional training and the financial services industry—with its emphasis on personal relationships—faced unique issues. As Voya’s one-person training team, Voya Financial ’s Jeff Lovanio has his work cut out for him. Allego: How did you get to be the person in charge of training and development at Voya?

Training 62

Training Hiring Customer Distribution 62

Mr. Inside Sales

APRIL 17, 2020

Follow this quick list of 5 tips to insure you not only make a great impression, but that you also easily place yourself above your competition. I was on a meeting with someone just the other day and it appeared as if they were calling from a cave. You know, all the things you would normally do if you were back at the office.

Film 159

Film Face-to-face Call-back Gatekeeper 159

Lessonly

AUGUST 14, 2020

To do so, companies are looking into online training platforms and other forms of interactive training software , which leads to an important question: Is online training effective? Your lower back is killing you from sitting in all kinds of ridiculous poses during work calls from your home office. You went online.

Software 49

Software Software Google Training 49

The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday.

Pipeline 230

Pipeline Training Twitter Hiring 230

Showpad

JANUARY 8, 2021

For instance, the objections expressed by customers in selling business insurance solutions will be significantly different from those encountered with electronic health records software. Your training content must clearly educate new reps as to the circumstances they’re likely to encounter in your corner of the sales universe.

Hiring 52

Hiring Training Sales Enablement Case Study 52

Rob Jolles

FEBRUARY 8, 2024

The “Vinnie-Mobile” getting ready for its trip back to Albany Airport. I’m heading to Keene Valley to conduct three days of sales training in the Adirondacks.” Getting back to Albany was critical. I felt safe in what I was now calling the “Vinnie-Mobile” and the trip was a success. I’ve never been one for big cars.

Travel 52

Travel Licensing Insurance Insurance 52

Understanding the Sales Force

JULY 10, 2013

They are very different from the leads of yesteryear; bingo cards from magazines, call-ins, and brochure requests. Today your brochures live on or as Websites, call-ins went the way of the typewriter, and the closest thing to a bingo card are the inbound leads requesting samples, white papers and free trials. All those new leads?

Opportunity 224

Opportunity Pipeline Hiring Real Estate 224

Rob Jolles

JULY 30, 2021

To some extent, I was fortunate; I was taught the answer to this question when I was twenty-one years old selling life insurance. Then, my manager’s memory improved, and we went back to that list. What if she said something like this to you: My husband died without life insurance. His podcast is called, “Listen Then Speak.”

Insurance 96

Insurance Insurance Motivation Call-back 96

Pipeliner

OCTOBER 26, 2023

These tasks can range from bookkeeping, administrative support, sales phone calls, to other back-office functions. Chris highlighted that his company doesn’t just find people for clients, but also handles recruitment, compliance, training, and ongoing coaching for VAs.

Outsourcing Services 59

Outsourcing Services Real Estate Video Construction 59

Anthony Cole Training

MARCH 31, 2015

I got into the life insurance business as an agent with National Life of Vermont. I came into the business as a life insurance agent only to find out that others in that business were calling themselves planners, consultants, advisors, risk managers and a variety of other titles.

Insurance 120

Insurance Insurance Advertising Advertising 120

Anthony Cole Training

FEBRUARY 23, 2015

A Guest Blog By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. Hello, this is Mark Trinkle with Anthony Cole Training Group and I want to ask you one simple question. Spend your time in advance of the call figuring out the questions you need to ask within a consultative approach. Who is your competition?

Competition 120

Competition Insurance Insurance Call-back 120

Increase Sales

OCTOBER 4, 2013

Every week I receive at least five to 10 cold calls or what some prefer to call discovery calls from complete strangers. I guess calling cold calls, discovery calls, makes a failed strategy sound better. I do not know you so why would I want to call you back? First, there is no relationship.

Cold Calling 134

Cold Calling Insurance Insurance Social Media 134

Rob Jolles

APRIL 22, 2022

I was a 21 year old insurance agent, speeding down the Rockville Pike in Maryland on my way to a client meeting, when I was about to get the lesson of my life called “being on time.” As I was getting ready to leave, I let time get away from me with that one extra phone call I wanted to make… but didn’t have to make.

Insurance 52

Insurance Insurance Call-back Travel 52

Hubspot Sales

JANUARY 9, 2024

Norton attributes his “rock-solid foundation of training and experience” in sales to his early years in D2D. If you have itchy feet, Norton recommends that you first “take a step back and realize that in order to speed up, you need to slow down.” Jim’s next job was “banging on doors, selling 60-second radio ads.” And use them again.

Face-to-face 102

Face-to-face Up-Sell Research Sales 102

Anthony Cole Training

MARCH 10, 2014

He said he would get the number for me and then I could call the coach and tell him I wanted to play. I called Coach Gazzara, told him who I was and that I wanted to play football. He told me he knew someone that coached Peewee football in town, which was Hammonton, NJ. I was my own motivator. That is their motivation.

Motivation 207

Motivation Insurance Insurance Coaching 207

Rob Jolles

JULY 2, 2021

The title of this Blarticle® poses a great question, and I’ll always have a soft spot in my heart for Aetna Insurance Company for teaching me the answer… quite by accident. Aetna had signed up for Xerox sales training and I flew off to pilot the training in their Hartford, Connecticut facility. They got quite a show.

Insurance 52

Insurance Insurance Call-back Training 52

criteria for success

MARCH 2, 2022

Are there opportunities for continued training? Prospects never call me back.”. I’ve watched the insurance industry change time and time again year after year. Support – Is the team supported to succeed by management and other parts of your organization such as marketing and operations? I never win.”.

Sales Management 104

Sales Management Insurance Insurance Policies 104

Anthony Cole Training

JUNE 11, 2013

Over the years, I have found some very common responses to our sales and sales management training programs. We are commited to designing a targeted training and development program based on a scientific method of improving and developing sales performance. In other words, to use an old cliché, "selling is selling."

Buying Cycle 190

Buying Cycle Education Objections Insurance 190

BrainShark

MAY 20, 2022

When discussing insurance agent onboarding, most people focus on improvements to the hiring process: automation for applications, background checks, and other tasks to get agents in the door. Capability #2: Deliver interactive trainings to in-house (captive) and independent agents in an easy to use platform.

Insurance 62

Insurance Insurance Software Software 62

Anthony Cole Training

OCTOBER 18, 2012

For years we - Anthony Cole Training Group - have taught and instructed our clients about sales and selling. You see, 'back in the day' Nautilus was the 800 pound gorilla in the fitness equipment industry. When I come back and present a solution will you be able to tell me yes or no?

Hiring 197

Hiring Exercises Proposal Decision Maker 197

The ROI Guy

SEPTEMBER 13, 2013

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. On the surface, a training program looks very basic to these people, and they cop an attitude that the training is too basic. The ACA is a huge change that is rocking the insurance world.

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

Partners in Excellence

FEBRUARY 28, 2024

My parents paid me the tuition fee for learning, in my spare time, in a private institute for extra-occupational training, how to program a IBM 360-20 mainframe. My superiors considered it as a sales role and sent me to a sales training provided by an external sales trainer. on the topics of Computer Science.

Lead Rank 114

Lead Rank Lead Scoring Ideal Customer Profile Customer 114

Lessonly

JANUARY 7, 2022

Some people reluctantly get back into the swing of things. Tactfully point out the places where their sales performance might improve, and back up those points with data and metrics whenever possible. . More than 75% of learners value personalized training based on their unique career goals, according to a LinkedIn report.

Face-to-face 49

Face-to-face How To Insurance Insurance 49

Smooth Sale

NOVEMBER 7, 2022

A while back, a television show called ‘The Apprentice’ repeatedly told contestants, ‘You are fired!’ Those who have been employees for a long time can collect unemployment insurance; however, short-term employees will not qualify and encounter excess stress. Learn more to train teams, and join the advocacy program.

Hiring 78

Hiring Sales Qualified Lead Lead Rank Lead Scoring 78

Allego

AUGUST 14, 2019

As an insurance brokerage general agency (BGA) representing the products of 80-plus carriers, it also needed its reps to deliver more effective and consistent messaging —to be razor sharp when discussing the benefits and features of all those financial products. You ought to call them up and see what they can do for you!’”.

Hiring 59

Hiring Insurance Insurance Face-to-face 59

Allego

APRIL 21, 2022

After more than two years of the COVID-19 pandemic, many companies are welcoming employees and guests back to their offices. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually. You aren’t alone.

Hiring 71

Hiring Video Distribution Buyer 71

MEDDIC

JANUARY 16, 2021

Should you call or email? Whether you are in a customer facing role or simply professionally interacting with other people, I’m sure you have come across this question more than once: Should you call, text or email? Phone, text, email, instant messaging, video calls, video messages, etc. Call or Email? It Depends.

Ideal Customer Profile 88

Ideal Customer Profile Face-to-face Channels Call-back 88

Openview

DECEMBER 15, 2017

When in fact, it turned into a whole lot of kicking back, but not much kicking off. Like any sales call, remember the importance of stating your objective. A few years ago, we wanted to focus on getting our reps to make more calls as we had better success rates with our customers on the phone. State Your Objective.

How To 89

How To Call-back Insurance Insurance 89

Rob Jolles

APRIL 8, 2022

As a result, we’ve gotten out of what I call, “meeting-in-person-shape.” I asked my client if he would insure everyone would have the necessary handouts that are required for the program. I asked my client if he could pick me up and take me to the training site. My hotel was only two miles from the location of the training.

Meeting 52

Meeting Travel Hotels Call-back 52

Anthony Cole Training

JANUARY 30, 2012

Does Your Team Need a Wake Up Call? Maximize the Initial Sales Call: The 3 rules. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Fix Your Problem Now.

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

Sales Hacker

JUNE 16, 2022

From layoffs at Redfin and Tesla to the plummeting crypto markets , companies are starting to tighten their belts — and the economy has shifted from the so-called “Great Resignation,” with a job market heavily favoring employees, to the “ Forced Resignation.”. Have their back (and tell them you do). Invest in training.

Cost per Lead 94

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 94

Customer Centric Selling

AUGUST 28, 2013

Sales Training Article: The Well-beaten Path to Mediocrity. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro from FreeDigitalPhotos.net While claiming to be customer-centric most vendors have an inward looking focus on products and services they offer.

Outsourcing Services 45

Outsourcing Services Training Buying Cycle Hiring 45

Nutshell

JULY 24, 2019

Just as a homeowner might want to sell their house before the year’s end to assist with tax issues or avoid upcoming tax law changes, health care consumers are more likely to buy at the end of the year in order to take advantage of their insurance benefits. During the back-to-school season we also experience an increase in supplement sales.

Hiring 120

Hiring Real Estate Trends Retail 120

Anthony Cole Training

JANUARY 19, 2012

Does Your Team Need a Wake Up Call? Maximize the Initial Sales Call: The 3 rules. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Fix Your Problem Now.

Hiring 192

Hiring Ideal Customer Profile Conference Sales Qualified Lead 192

Pointclear

FEBRUARY 23, 2018

While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. If Sales has to make 100 phone calls to determine which 3 are worth something, they won’t invest the time, and it’s not smart for your company to ask them to.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100