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. JF Corporation.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Sales Hunter

DECEMBER 28, 2012

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. To create an engagement you might provide to the customer 2 websites you want them to look at to review what insurance companies look for in security systems. Again, what you’re doing is engaging the prospect.

Prospecting 212

Prospecting Customer Insurance Insurance 212

Understanding the Sales Force

MARCH 27, 2019

After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance. Replacement windows?

Insurance 264

Insurance Insurance Objections Up-Sell 264

MTD Sales Training

MAY 3, 2013

For a prospect making a decision to buy means taking the risk of a competitor coming by soon after with a better proposal that is a better fit to the prospects situation. How do we insure that we are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Insurance 235

Insurance Insurance Video Proposal 235

Anthony Cole Training

FEBRUARY 21, 2013

In 1987, when I entered the life insurance business with David Zimmerman at National Life of Vermont, I learned that selling life insurance was truly "selling" and my experience with Nautilus had been merely "order-taking". Can your clients or prospects say the same thing? I thought that was selling.

Insurance 213

Insurance Insurance Hiring Sales Qualified Lead 213

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. It wasn’t until 2018 five years into his tenure that they developed a structured approach to guiding prospects through the sales process.

Scale 108

Scale Hiring Insurance Insurance 108

Anthony Cole Training

JUNE 16, 2014

Prospecting, prospecting, prospecting. I was in my second year of my insurance career with National Life of Vermont. Tony, it''s prospecting.". After 30 years, it''s still prospecting! Even if I''m in this business for 30 years, prospecting is STILL going to be my biggest problem. The Fun Rule.

Insurance 191

Insurance Insurance Groups Prospecting 191

SalesFuel

FEBRUARY 16, 2025

If youre a Sales or Training Leader, mastering influence is no longer optionalits essential. About Elaina Zuker Elaina Zuker is President of Elaina Zuker Associates, a management training and consulting firm in Montreal. Is influence about communication skills? Is it manipulation? Is it just about knowing the right people?

Influencer 59

Influencer Webinar Metrics Training Hiring 59

Anthony Cole Training

DECEMBER 27, 2017

First with Nautilus Exercise Equipment, then in the insurance business and for the last 23 years with Anthony Cole Training Group. It’s been at least 25 years since I heard David Sandler, on a cassette tape, say; “there’s no such thing as bad prospects, just bad salespeople.” I’ve been working on growing sales for over 30 years.

Prospecting 123

Prospecting Insurance Insurance Exercises 123

Anthony Cole Training

OCTOBER 20, 2014

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. Here it is – Make sure that, when you are presenting your solution to their problem, you are presenting ONLY to those prospects that are qualified. Guaranteed!

Hiring 201

Hiring Insurance Insurance Margin 201

Anthony Cole Training

JANUARY 16, 2014

I was talking to a prospect yesterday about this very thing. It reminded me of a pivotal conversation about prospecting that I had years ago when I was new to selling. In 1988, I, like many other new life insurance agents, was trying to figure out how to get in front of more people. Finding prospects is not difficult.

Prospecting 157

Prospecting Insurance Insurance Cold Calling 157

Smooth Sale

MARCH 13, 2025

Protect Yourself and Your Clients Clients want to know theyre working with someone they can trust, and one of the most significant ways to boost your credibility is to show that youre fully insured. The additional business will offset the cost of buying insurance. Learn more to train teams and join the advocacy program.

Insurance 78

Insurance Insurance Hiring How To 78

Mr. Inside Sales

APRIL 2, 2021

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). ON DEMAND SALES TRAINING THAT GETS RESULTS! Focus on the direct benefits to your specific type of customer. Get Access Today.

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

MTD Sales Training

NOVEMBER 15, 2018

We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company. Personalised stories that ring true to the prospects you are talking to. appeared first on MTD Sales Training.

Insurance 163

Insurance Insurance Cold Calling Competition 163

Understanding the Sales Force

JULY 10, 2013

When salespeople do make calls they quickly learn that prospects no longer answer and don''t return calls from salespeople anymore. Salespeople give up on prospects without realizing that today it requires as many as 10-15 attempts to either reach or get a call back from a prospect. Don''t you still get calls from them?

Opportunity 227

Opportunity Pipeline Hiring Real Estate 227

Anthony Cole Training

OCTOBER 20, 2014

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. Qualified” means the prospect has: described a problem that has to be fixed. More Resources: Why is Qualifying Prospect So Hard eBook. Guaranteed!

Insurance 165

Insurance Insurance Margin Hiring 165

Mr. Inside Sales

APRIL 10, 2020

The good part is this prospect isn’t saying no, rather, he/she is saying, “It is best to reschedule this call.” Prospect name} is really booked right now with very little down time. Comment: Another honest and realistic response based on what this—and many other—prospects are dealing with. What to do: Empathize—don’t pressure.

Objections 233

Objections Nonprofit Face-to-face Call-back 233

Anthony Cole Training

AUGUST 9, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Training (5).

Hiring 135

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 135

The Pipeline

SEPTEMBER 18, 2018

But seriously, people talk about what they know, so if we help them understand what prospects want to know about, which is not product oriented. Rather than having your reps go through another training de-jour, send them to a business course, buy them The Ten-Day MBA. ” The silence also works and wares on the prospect too.

Vendor 255

Vendor Discount Insurance Insurance 255

MTD Sales Training

OCTOBER 5, 2011

For the prospect that comes out with sincere apologies like, “I am so sorry to keep you waiting. However, what of that prospect that shows obvious and total disrespect for your time? What of that prospect who just says, “Ok, I’ll see you now…” Or the one who greets you without the slightest regard for what happened? What to Do.

Prospecting 120

Prospecting Decision Maker Insurance Insurance 120

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 162

Prospecting Hiring Objections Sales 162

Awarathon

DECEMBER 12, 2024

In the competitive insurance sector, strong pitching skills are essential for building trust, simplifying complex policies, and addressing client concerns effectively. These skills often determine whether an agent can turn prospects into loyal customers. This ability to adjust ensures agents communicate effectively with each client.

Scale 52

Scale Insurance Insurance Conversion 52

The Pipeline

OCTOBER 31, 2011

For instance, insurance agents (I know they are advisors now), they like real estate agents, are required to have a certain amount of CE credits to maintain their licence. Prospecting. Sales Training. 3 R’s of Prospecting Success. Dave Kahle – Sales Training. From The Heart Sales Training Blog.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Score More Sales

APRIL 5, 2014

He worked with the Metropolitan Life Insurance Company and realized a correlation between an assessment he did with the sales reps to determine their level of optimism and their actual sales production. Great salespeople have much fewer when it comes to beliefs about prospects or the future. We all have them.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

Anthony Cole Training

APRIL 13, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Training (5).

Hiring 179

Hiring Ideal Customer Profile Webinar Metrics eBook 179

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

Anthony Cole Training

OCTOBER 18, 2012

For years we - Anthony Cole Training Group - have taught and instructed our clients about sales and selling. What makes it so hard to qualify or disqualify a new prospect? What makes it so hard to qualify or disqualify a new prospect? How and why most sales people fail to get decisions from prospects.

Hiring 198

Hiring Exercises Proposal Decision Maker 198

Anthony Cole Training

JANUARY 16, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Training (5).

Hiring 195

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 195

Anthony Cole Training

APRIL 19, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Training (5).

Hiring 167

Hiring Ideal Customer Profile Webinar Metrics eBook 167

Anthony Cole Training

JUNE 21, 2013

I once worked with a local insurance company that was acquired by an insurance holding company. I have a very close friend who also is in the insurance business and he alone , with a very limited sales support teams and half the time, has built a 4 million dollar operation!

Insurance 167

Insurance Insurance Face-to-face Guarantee 167

Anthony Cole Training

OCTOBER 25, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Training (5).

Hiring 179

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 179

Anthony Cole Training

OCTOBER 23, 2012

Doug: Doug had been working on an insurance account in eastern Pennsylvania. He had a strong relationship with an inside coach and in a very short period of time leveraged that relationship to develop strong relationships with the decision makers on who provided commercial insurance for their firm. He didn't gt the business.

Insurance 179

Insurance Insurance Hiring Decision Maker 179

Anthony Cole Training

NOVEMBER 15, 2010

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Training (5).

Hiring 187

Hiring Ideal Customer Profile Sales Qualified Lead eBook 187

Anthony Cole Training

APRIL 1, 2013

Every firm we work with here at Anthony Cole Training Group uses some sort of sales pipeline application. Recently, while working with an international insurance firm, I was told that their tool had initially been very usefull and effective. However, the company had then made the "sales CRM tool" into a finance reporting application.

Lead Rank 188

Lead Rank Lead Scoring Insurance Insurance 188

Anthony Cole Training

MAY 16, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Training (5).

Hiring 184

Hiring Ideal Customer Profile Webinar Metrics eBook 184

Anthony Cole Training

AUGUST 17, 2010

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Training (5).

Hiring 183

Hiring Lead Rank Lead Scoring Ideal Customer Profile 183

Anthony Cole Training

FEBRUARY 6, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sales Training (5).

Coaching 190

Coaching Hiring Ideal Customer Profile Journal 190