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 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

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries.

Research 291

Research Insurance Insurance Face-to-face 291

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

Jeffrey Gitomer

NOVEMBER 22, 2011

Health and dental insurance is provided. Life insurance is provided. Sales Management. Sales Videos. Here are 4.5 examples of “family thinking” in my business: 1. Benefits are based on what I would provide for my family. AAA Roadside Assistance is provided. Everyone eats. Select Category. Leadership.

Hiring 279

Hiring Social Media Loyalty Insurance 279

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 198

Hiring Insurance Insurance Margin 198

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

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

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 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

Understanding the Sales Force

SEPTEMBER 10, 2012

Targeting is a fairly simple practice, but when sales management doesn't perform this activity for their salespeople (as in, "Mary, call on these 27 accounts.") Take the case of the salesperson who targets hospitals, oil companies, banks and insurance agencies. They aren't being held accountable by sales management.

Opportunity 195

Opportunity Insurance Insurance Comparison 195

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

Sales Management 104

Sales Management Insurance Insurance Policies 104

Understanding the Sales Force

JANUARY 28, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Lead Rank 246

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 246

No More Cold Calling

OCTOBER 31, 2013

consult with some of the nation’s top advisors and agents, broker dealers, and insurance companies on strategic marketing planning, recruiting, and the development of more effective business-growth strategies. Associations Enterprise Sales Management Small Business' She and her firm, Red Zone Marketing, Inc.,

Referrals 234

Referrals Scale Insurance Insurance 234

Jeffrey Gitomer

SEPTEMBER 18, 2012

Sell the brochures that will reflect your prospect’s image and impact her sales. Don’t sell insurance. Power statements have several purposes and can serve many needs in completing and solidifying the sale. Don’t sell cars. Sell the prestige and status you’ll have, or the smooth ride. Don’t sell eyeglasses.

Insurance 183

Insurance Insurance Resources Sales 183

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

The Pipeline

OCTOBER 31, 2011

If you don’t want to go that far, why not reward those who do read sales books you purchase for them or any books that help them sell better. 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. Sales Cycle.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Pipeliner

DECEMBER 10, 2024

As such, providing eye care resources can be one of the most effective things sales managers can do to reduce team stress in the modern workplace. Heres more on how they can help: Insurance Your benefits package may already include health insurance. However, that often doesnt cover things like vision care.

Resources 96

Resources Insurance Insurance Lead Rank 96

Anthony Cole Training

JANUARY 22, 2014

It doesn’t matter your role: VP of Sales, President of the company, sales manager, sales professional, and professional sales development expert. What we all know is that pipeline management is a myth! Okay, I’ll admit that it IS happening, but is it because of the pipeline management tool?

Pipeline 163

Pipeline GoldMine Insurance Insurance 163

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. Say you sell different types of insurance policies in California, Massachusetts, and Colorado.

Insurance 62

Insurance Insurance Software Software 62

Understanding the Sales Force

AUGUST 1, 2024

If you’re a regular reader, you won’t be surprised to know that in my mind, there was an immediate analogy to sales turnover and more specifically, the industries responsible for the highest turnover rates. Think about life insurance, auto sales, residential real estate, solar panels, cable TV and broadband.

Hiring 194

Hiring B2C Real Estate Insurance 194

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 contact, and in a very short period of time, leveraged that relationship to develop strong relationships with the decision-makers who provided commercial insurance for their firm. He didn't get the business.

Hiring 133

Hiring Insurance Insurance Decision Maker 133

Anthony Cole Training

MARCH 19, 2013

BISA is the Bank Insurance and Securities Association. There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Jim McNeil - Executive Director of BISA, – Scott Stathis – Managing Director and COO BISRA.

Hiring 196

Hiring Banking Survey Conference 196

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 174

Real Estate Coaching Insurance Insurance 174

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" Too often highly successful sales peope reach a point in their carrer where they become complacent.

Motivation 181

Motivation Insurance Insurance Discount 181

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

Adaptive Business Services

JANUARY 29, 2025

Theres a new breed of sales managers who are succeeding by serving their sales people. They are putting their sales people first and, in turn, their sales people are taking care of their customers resulting in long term, successful sales. The result is better sales for the whole team.

Sales Management 62

Sales Management Construction Study Lead Rank 62

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 105

Sales Management Cold Calling Influencer Insurance 105

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 207

Decision Maker Insurance Insurance Call-back 207

Understanding the Sales Force

JANUARY 22, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Proposal 236

Proposal Sports Sales Qualified Lead Scale 236

Anthony Cole Training

APRIL 1, 2013

These applications, which range from simple excel spread sheets (SalesForce.com) to internally designed database systems, are used with the hope of assessing sales productivity and/or predicting future sales. However, the company had then made the "sales CRM tool" into a finance reporting application.

Lead Rank 186

Lead Rank Lead Scoring Insurance Insurance 186

Anthony Cole Training

AUGUST 17, 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).

Hiring 181

Hiring Lead Rank Lead Scoring Ideal Customer Profile 181

Anthony Cole Training

JANUARY 16, 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).

Hiring 193

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 193

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 105

Sales Management Influencer Insurance Insurance 105

Anthony Cole Training

DECEMBER 16, 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).

Sales Coaching 176

Sales Coaching Hiring Coaching Ideal Customer Profile 176

Anthony Cole Training

DECEMBER 12, 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).

Coaching 178

Coaching Hiring Ideal Customer Profile eBook 178

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 122

Prospecting Insurance Insurance Exercises 122