Insurance sales representative send out mass mailings, attended networking events, conferences, fundraisers, and join country clubs all with the goal of building their book of business. Technology has changed things and provided better options to manage connecting with interested buyers. And one very effective way is LinkedIn. With LinkedIn you can even combine old methods […]
Best Sales Tool for the Insurance Industry Learn More »
As I spoke with the owner of a small engineering firm yesterday, he talked about how surprises keep popping up in many of his meetings with prospects. “I feel as if I’m giving free consulting and getting nowhere closer to a contract,” he said. “I’m not even sure this is a qualified prospect. I feel
Up Front Contracts Learn More »
I read a Harvard Business Review article awhile back that emphasized that as salespeople we must sell ourselves first, our company second, and only then have we earned the right to present our product. After several tests of this approach – I believe it wholeheartedly! Prospects want to know who to trust. A salesperson’s ability
The salesperson is the biggest differentiator in a competitive market. Learn More »
Cold calling is a key component of a company’s sales cadence, but the success rate of it is less than 3%. After seeing that statistic, your first question might be “Does cold calling still work?” The answer? It all depends on you, and how effectively you are approaching the prospect and the call. What is
Does cold calling still work? Learn More »
Since the beginning of the pandemic, selling has become harder and harder! With the shift to more online interactions, buyers have become extremely comfortable with doing their own research and involving sales professionals much later in the buying cycle. This means that what made the salesperson valuable in the past no longer exists. Further, the
Why Prospecting is Essential to Successful Selling Learn More »
One of the keys to a successful marketing initiative is to communicate the right message to the right audience via the right channel. Marketing Works frequently shares this concept with our clients and ironically, the definition for sales enablement used by many leading market intelligence companies is nearly identical. To be successful as a
Sales Enablement – Maximizing the Success of Your Sales Efforts Learn More »
In this time consuming world, business-to-business companies are faced with the daunting task of managing lead generation and cultivation on a daily basis. Of those leads, an average of just 20 percent is sales-ready when they come into your organization. Lucky for us, there is a tool that can integrate customer relationship management with your
5 Key Benefits of Marketing Automation Learn More »
