Tag Archives: marketing

The only way for a company to find out if its marketing is performing is to doubt everything it’s doing. Instead of guessing, jumping from one initiative to another, hoping for the best, or taking advice without knowing how to evaluate it, start at the beginning by questioning your assumptions, your expectations, your personal preferences, and, particularly, your perceptions of …

Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple: The six-figure sales reps understand the importance of business development and never …

When we hear the word “negotiating,” we often think of closing a big sale or making a big purchase, but negotiating is something that can happen every day with family, co-workers and clients. You are negotiating any time you tell someone that what you want is different from what they are trying to give you. The common goal of negotiation …

The idea that marketing is something that companies “do” is so ingrained in the business mindset that it’s impossible to think otherwise. Yet, that’s exactly what needs to happen. It’s true that many marketers enthusiastically avoid the traditional marketing label with energetic efforts to recalibrate their careers. No matter what you call it, pull the curtain back and marketing largely …

One-shot wonders in business are not unlike one-hit wonders on the Billboard charts. Basically, a person starts out with a bang, but is never able to replicate that level of success again. As Andy Warhol once said, “In the future, everybody will be world famous for 15 minutes.” Are you guilty of putting one-shot wonder effort into your insurance career? …

"Let your clients work through the solutions. They are more likely to acknowledge a problem they “discover” themselves, through discussion, than they are if you just assert that the problem is there."

If everyone is telling you "I'm not interested," you're probably not saying anything interesting.

There aren’t many guarantees in this business. The products might have guarantees, but does anyone guarantee you results on a mailing? Results on a given appointment? Results on a lead? No. But there is one thing I can guarantee: We live in the world of the Internet; and customers will begin and end their research online. And when they do, …

"I spent more money on advertising, marketing and promotion in 18 months than I had in 18 years! Now, two years later, I have tripled my income and more than doubled my staff."