Thriving: Sales and Client Development
Highlights from our continuous coverage of sales best practices.
December 01, 2017
4 things scarier than a prospecting callPeople 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.
July 01, 2017
Improve your odds of sales successWant to know what will do the most to increase the odds of success on your next sales presentation?
March 01, 2017
Transforming your agency: Selling with insightWe spend quite a bit of time working in the business, but not as much time working on the business.
January 16, 2018
Are you selling offensively or defensively?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.
May 01, 2017
Standing out when everyone's carrying the same bagThere have long been two general categories of brokers in the benefits industry.