Sales teams need to find a way to intervene earlier in the buying process, both for their benefit and that of the buyer.

Not enough opportunities in the pipeline? Whose fault is that?

Salespeople are playing the same game every day. Don't make that game harder than it needs to be.

Even if there is collusion between insurance carriers on market prices, what if one of the carriers breaks ranks?

If profit is limited to a fixed percentage of the whole, the only way profit goes up is if the size of the whole increases. Right?

The communication bar in this industry is so low it could be used as a limbo pole.

Confidence is attractive. Apologies are not.

Today's most successful salespeople are educators above all else.