Hyper-Connected Selling

DECEMBER 12, 2018

(If this article resonates for the challenges you have in your agency, be sure to check into the Small Business Sales Manager Coaching Program ). In coaching hundreds of insurance agents over the years, I’ve become aware of a challenge that has arisen for many of them. Non-Demand Products. They are already in the market.

Insurance 45

Insurance Insurance Sales Cycle Top of Funnel 45

Anthony Cole Training

SEPTEMBER 4, 2014

I stopped reading, highlighted the passage and made the following note: “This pertains to sales managers and sales professionals in their relationship AND should also be applied to sales professionals and buyer relationships!”. How does this fit in sales and sales management?

Sales Management 163

Sales Management Negotiation Insurance Insurance 163

SalesFuel

SEPTEMBER 7, 2024

In this podcast for sales managers and executive leadership, Audrey Strong, C. Multi-Faceted Negotiation Strategy Don't focus on just one aspect like salary; consider other negotiables such as title, bonus, PTO, health insurance, and 401k matching. This allows for better optimization and trade-offs.

Negotiation 105

Negotiation Salary Hiring Insurance 105

Understanding the Sales Force

JUNE 17, 2024

This applies to the C Suite and Sales Sr Sales VPs when considering the needs of their sales organizations, as well as to sales managers and salespeople when considering their own needs. Companies use insurance agencies, benefit firms, banks and more.

Real Estate 172

Real Estate Coaching Insurance Insurance 172

Miller Heiman Group

OCTOBER 24, 2019

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. Here are three ways sales managers can better support their channel sellers by cultivating better relationships.

Channels 51

Channels Sales Management Insurance Insurance 51

SalesFuel

AUGUST 21, 2024

While banks offer FDIC insurance, consumers often seek higher return and invest their money directly with other institutions offering mutual funds or other kinds of diversified funds but with slightly higher risk ratios than offered by traditional passbook savings.

Banking 102

Banking Campaigns Media Closing 102

Anthony Cole Training

JANUARY 30, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Sales Management 154

Sales Management Hiring Ideal Customer Profile Call-back 154

Anthony Cole Training

JULY 18, 2013

Regardless of where your sales people are on the bell curve, they can get better. My good friend at Alliant Insurance Services, Ron Stewart, shared this piece of wisdom with me in our very first meeting: "Just because they aren''t sick doesn''t mean they can''t get better.".

Hiring 163

Hiring Sales Management Guidelines Intent 163

Understanding the Sales Force

SEPTEMBER 18, 2023

Back in the 1950’s, insurance executive Albert Gray said, “The only difference between sales winners and everyone else is that the winners do the things they don’t want to do.” But many salespeople have fear and lots of it.

Decision Maker 204

Decision Maker Insurance Insurance Call-back 204

Janek Performance Group

DECEMBER 14, 2018

Numbers and analytics through data mining and mass market research can project when someone is likely to buy a car or seek various types of insurance. From a sales team management perspective, analyzing data sends up red flags of potential issues with a rep’s performance.

Insurance 63

Insurance Insurance Sales Management Sports 63

Anthony Cole Training

SEPTEMBER 26, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Hiring 169

Hiring Sales Management Ideal Customer Profile Webinar Metrics 169

Anthony Cole Training

MAY 19, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Hiring 163

Hiring Sales Management Webinar Metrics Ideal Customer Profile 163

Anthony Cole Training

OCTOBER 28, 2014

This thought/concept is very important for sales managers and sales people alike to grasp and think about EVERY day. They all clearly exhibit: high-road ethics, hard work, practical experience, and solid judgment in the application of special skills and knowledge of their insurance profession. Sales Force Grader.

Insurance 186

Insurance Insurance Fashion Government 186

Anthony Cole Training

AUGUST 29, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Hiring 145

Hiring Sales Management Decision Maker Ideal Customer Profile 145

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. 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.

Insurance 163

Insurance Insurance Margin Hiring 163

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. 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.

Hiring 199

Hiring Insurance Insurance Margin 199

Anthony Cole Training

MARCH 23, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Sales Management 120

Sales Management Hiring Ideal Customer Profile Webinar Metrics 120

Sales and Marketing Management

FEBRUARY 26, 2019

Many of the managers, sales coaches and consultants who responded to a query we posted while researching this story said purposeful work is the only way to drive engagement. Also, every sale is compensated the same even though some carriers may provide HealthMarkets a higher commission than others. “I

Insurance 120

Insurance Insurance Commission Lead Rank 120

Hubspot Sales

DECEMBER 12, 2017

It tells the story of Frank Bettger, who at 29 was a failed insurance rep. This business classic (which Dale Carnegie insists salespeople should read) will give you what you’re looking for. Eleven years later, and Bettger was the owner of a country estate and a significant personal fortune.

Sales Management 95

Sales Management Cold Calling Influencer Insurance 95

Allego

DECEMBER 13, 2023

You get to meet, share ideas, and have fun with other sales enablement managers, sales managers, learning and development professionals, and revenue enablement folks. Below is a list of the top sales enablement conferences for 2024. Then there’s the networking.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

Crunchbase

MAY 27, 2021

As your product offering changes and your business grows, the sales roadmap will need to grow with you. Let’s look at an example in the insurance industry. In its early days, a company like True Blue Life Insurance may have only offered a limited selection of life insurance products, which would limit their pool of sales prospects.

Ideal Customer Profile 105

Ideal Customer Profile Insurance Insurance Customer 105

Anthony Cole Training

DECEMBER 27, 2017

I’ve been working on growing sales for over 30 years. 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.”

Prospecting 123

Prospecting Insurance Insurance Exercises 123

Hubspot Sales

FEBRUARY 6, 2018

It tells the story of Frank Bettger, who at 29 was a failed insurance rep. This business classic (which Dale Carnegie insists salespeople should read) will give you what you’re looking for. Eleven years later, and Bettger was the owner of a country estate and a significant personal fortune.

Sales Management 94

Sales Management Influencer Insurance Insurance 94

Sales and Marketing Management

MAY 10, 2020

Sales management and enablement teams need to ensure they provide the sales teams with new scripts and talk tracks – what to say, what not to say, and how to say it. For example, claims will go up for health insurance, but there will be a downturn as more states mandate services that are free.

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

Increase Sales

MARCH 26, 2014

When we were discussing shipping the phone to my home address, she asked me “Do you want the device insured?” ” Coming from a 20 plus year inside sales career, I always stayed with the current conversation until I confirmed agreement and then was very specific in moving to a new topic. Strike #One.

Insurance 107

Insurance Insurance Sales Qualified Lead Cancellation 107

No More Cold Calling

SEPTEMBER 25, 2014

Example: I prefer buying insurance from my long-time agent (whom I’ve known and liked for 25 years), rather than trying to find something cheaper on the Web. Geoffrey James is a contributing editor and sales blogger for Inc.com and the author of Business Without the Bullsh*t: 49 Secrets and Shortcuts You Need to Know.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

Anthony Iannarino

JUNE 1, 2020

There is another area where there needs to be an agreement that is fair to both sides; salespeople and sales managers sometimes know too little about this area to understand the issues. You’ll see just how fair your client believes it is when they are insuring you. What Does Indemnification Mean. Risk Shifting.

Insurance 67

Insurance Insurance Negotiation How To 67

Pipeliner

SEPTEMBER 17, 2023

We’ve had some promising deals this year that, if won, would have insured a great end to the year. And they identify the critical actions to maximize the chances of winning, utilizing RACI to insure accountability. You’ll likely get some help with that from your sales manager. 31 number that will end up south of 100%.

Motivation 69

Motivation Insurance Insurance Commission 69

Pipeliner

JULY 14, 2023

Of course, you can dream of a second half so strong that it drives your numbers up, salvaging your year, insuring robust performance and healthy commission checks. And maybe you’re fortunate to be part of an inspired organization that insured you integrate those January SWOT findings into practical plans to guide your 2023 progress.

Insurance 52

Insurance Insurance Territories Maximizer 52

Braveheart Sales

JANUARY 2, 2018

Here is a quick checklist for sales managers to make sure you have everyone focused correctly. Each individual salesperson must know what’s expected of them regarding sales. This includes where the sales need to come from – will it be from new clients, an expansion of existing clients, or some combination of the two?

Sales Management 40

Sales Management Fashion Insurance Insurance 40

Anthony Cole Training

AUGUST 10, 2016

It is the recruiting business solution to help companies profile, attract, screen, evaluate, hire and on –board “A” sales talent. We specialize in financial services, banking and insurance. There are actually three differentiators in our approach, but now I only want to talk about one of the three – Onboarding.

Hiring 120

Hiring Insurance Insurance Banking 120

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 176

Insurance Insurance Hiring Decision Maker 176

SalesFuel

JUNE 12, 2024

Primary payment types are private pay, Medicaid and privately purchased long-term care insurance. SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement assisted living facility market size is valued at approximately $65 billion. of the U.S.

Account 52

Account Cancellation Licensing Advertising 52

Pipeliner

NOVEMBER 19, 2020

It is vital to know when you are liable to take the right approach to insurance. Any time that an employee is performing duties related to work, they are considered on the job, and a sales call comes under the same. Insurance can be a savior. You may have to compensate the injured employee under the workers’ compensation claim.

Insurance 52

Insurance Insurance Company Compensation 52

Hubspot Sales

FEBRUARY 2, 2022

Sales Development Representative — $49,537 per year. Field Sales Rep — $52,774 per year. Sales Manager — $69,391 per year. Territory Manager — $87,751 per year. Sales Director — $95,225 per year. Let's say you're starting a role as a field sales rep at a new company. Base Salary Example.

Salary 93

Salary Compensation Commission Incentives 93

The Sales Hunter

FEBRUARY 4, 2013

Are weekly sales meetings a waste of time? I hear from both salespeople and sales managers about the pros and cons of the weekly sales meeting. Want to find out if a sales meeting is an asset or a waste of time? Is the conversation one-sided with the manager doing all of the talking?

Sales Meeting 216

Sales Meeting Meeting Insurance Insurance 216

Pipeliner

MARCH 12, 2018

It was the New York Life Insurance Company that hired me, and I never had any doubts that life insurance was a necessary product. I guess that it’s kind of rare for a person to awaken in the morning, yawn, stretch, and sit up and say, “You know, I feel like buying life insurance today!”. I got my wish within two weeks.

Insurance 76

Insurance Insurance Licensing Hiring 76