Sales & Marketing

Have you ever noticed that when a series of events collide, the result is often both a crisis and the emergence of new opportunities? That appears to be what’s happening today.  The tough economy we’ve experienced over the past several years has led to record-high levels of unemployment across most of the nation, and the situation is improving at a …

Success is something everyone wants but only a few achieve. However, it doesn’t have to be that way. No matter where you are in your career, from job seeking to having held the same position for an extended period, there are principles you can apply to ensure your success. Below are seven sure-fire success principles you can start using right …

In Lee Child’s Without Fail, a Secret Service official simplifies a disturbing problem. “If the Yankees come to town saying they’re going to beat the Orioles, does that mean it’s true?” And then he adds, “Boasting about it is not the same thing as actually doing it.” It’s the same with sales. There’s often too much boasting and not enough …

Networking is the art of building and sustaining mutually beneficial relationships. The goal of networking is to communicate with a stranger and make a connection.  Depending on the firm you work for, networking events may be mandatory for you to attend, so it’s good to look for ways to make networking easier for you and more comfortable. When you are …

If you asked me what my future job would be five years ago, I would have said car salesman or prison guard. At the time, I was working as an outside sales force for a website design firm, and doing well, but not as well as I would have liked.  Then, one day I walked into a State Farm Agent’s …

If you’re in sales, I’m sure you’ve heard the expression “sell the sizzle.” So what if bacon was the product you were selling?  People love bacon. In fact, it’s so adored that manufacturers offer bacon-flavored gumballs, lip balm, soap, and even dental floss. If people love bacon that much, wouldn’t it make sense to actually focus on selling the bacon? …

As a sales strategist, I have witnessed salespeople try to disqualify a client time and time again. Whether they realize it or not, they’re actually looking for a reason to move onto the next call or what they feel may be the easier sale. They’re cherry picking for the slam dunk, the lay down, or the rollover. I have heard …

Marketing and sales initiatives are a company’s lifeblood. Yet, the top leaders of many companies harbor serious doubts about the effectiveness of such initiatives. The confidence level among some executives is so low that they’re not sure it would make much difference if they threw most of it out. The range of opinions on marketing and sales is amazing—from doubtful …

Why don’t reps ask for referrals more often? Mistaken assumptions! Producers make certain assumptions about the referral process that often hold them back from fully leveraging their client relationships. A few weeks ago, I was having a very interesting conversation with Phil Simonides, a successful manager in the financial services industry.   In teaching my referral system to both new and …

The financial industry is rife with rejection, and some agents/advisors deal with it better than others. How do they deal with it? By building up their emotional strength and not taking it personally.  Indeed, it is possible for advisors to desensitize themselves to rejection and become like Teflon. However, if your days are filled with calls and meetings that are …