The concept is simple: Recognize that the big decisions you ask your clients to make are made up of several smaller ones.
By Kevin Trokey|October 14, 2020 at 10:32 AM
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Perhaps the most significant ongoing challenge for producers is keeping their pipeline filled with the right number of the right opportunities. A close second is to keep moving those opportunities through the pipeline to close.
The combination of challenges with the pipeline and buyers’ reluctance to make a change is potentially deadly for producers who need to continue selling new business. It’s time to take an approach that removes as many of the obstacles as possible: the challenges that exist from prospecting all the way through to delivering the client experience. It’s time to embrace the idea of “land and expand.”
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