Instant Insights Thriving: Sales and Client Development

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    "title": "Thriving: Sales and Client Development",
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    "summary": "Highlights from our continuous coverage of sales best practices.",
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        "uri": "/2017/12/01/4-things-scarier-than-a-prospecting-call/",
        "title": "4 things scarier than a prospecting call",
        "summary": "People only embrace the pain of change once the pain of the status quo becomes greater. You will only embrace your prospecting responsibility when you realize avoiding it is the scarier option.",
        "byline": "Kevin Trokey",
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        "prettyDate": "December 01, 2017",
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        "uri": "/2017/10/01/sell-stories-not-products/",
        "title": "Sell stories, not products",
        "summary": "Starbucks is known for selling coffee.",
        "byline": "Andy Neary",
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        "prettyDate": "October 01, 2017",
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        "uri": "/2017/07/01/improve-your-odds-of-sales-success/",
        "title": "Improve your odds of sales success",
        "summary": "Want to know what will do the most to increase the odds of success on your next sales presentation?",
        "byline": "Kevin Trokey",
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        "tags": [],
        "prettyDate": "July 01, 2017",
        "wordcount": "485",
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        "uri": "/2017/03/01/transforming-your-agency-selling-with-insight/",
        "title": "Transforming your agency: Selling with insight",
        "summary": "We spend quite a bit of time working in the business, but not as much time working on the business.",
        "byline": "Chad Schneider",
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        "prettyDate": "March 01, 2017",
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            "webUrl": "/author/profile/chad-schneider/",
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        "uri": "/2018/01/16/are-you-selling-offensively-or-defensively/",
        "title": "Are you selling offensively or defensively?",
        "summary": "Brokers are gaining more experience than in past years and that the average broker is now more knowledgeable about voluntary. And that makes him or her a more formidable competitor. ",
        "byline": "Gil Lowerre and Bonnie Brazzell",
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        "prettyDate": "January 16, 2018",
        "wordcount": "327",
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            "webUrl": "/author/profile/gil-lowerre/",
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      {
        "uri": "/2017/05/01/standing-out-when-everyones-carrying-the-same-bag/",
        "title": "Standing out when everyone's carrying the same bag",
        "summary": "There have long been two general categories of brokers in the benefits industry.",
        "byline": "Gil Lowerre and Bonnie Brazzell",
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        "prettyDate": "May 01, 2017",
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