The world of benefits has changed. It used to be that those withthe most discipline simply had an advantage over everyone else.Now, what was once an advantage has become a necessity forsurvival.
Unfortunately, one of the almost universal frustrations I hearfrom agencies is their lack of a disciplined sales culture.
As I talk to these agencies, I see two realities playing out. Isee many struggling with a reality of a changed industry: theirbooks of business are shrinking; they sense impending irrelevance;they're scared.
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