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Congratulations on closing the sale!  The contract is signed and implementation is moving forward.  Time to move on, right?  Wait! Not so fast. Often overlooked is a retrospective meeting with decision makers.  This is an opportunity to look back, debrief the process, and tweak your tactics.  A retrospective conversation is a way to know what ...

For financial services brokers, agents, advisors and money managers, there is stiff competition. Many are offering similar or the same services, making the same promises, even seeking the same clients. In this environment of “sameness”, how can you set yourself apart from the competition, both in actuality an image? The answer is outstanding customer experience. ...

Contact management software is critical to the operation of any sales organization. It is a new age of sales. The sales force are digging in and really find out about their prospects and their barriers, needs and wants. This approach also greatly affects contact management, and the choice of a usable contact management software. Being able to ...

A lofty goal, for sure. The first sale, of course, is great. But its real value is in its potential as it kicks off a relationship that can lead to continued business over the long term – streams of revenues and profits  that fuel growth. But making the relationships sustainable requires focus, commitment and meaningful ...

The sales profession can teach us excellent life lessons when we allow it. We only earn a fraction of the business that we attempt. Our best foot forward is to remain calm and professional and remind ourselves that closed doors often lead us to better opportunities for growth. Experience Losing a client early in a ...

If you’re looking for new ways to increase your sales, you may be considering subscription-based products or services. Subscriptions help you earn long-term income from customers instead of relying on infrequent or sporadic purchases. You can learn from other business models requiring monthly payments, like car insurance for different types of drivers, to see what ...

Many people think of quitting when they face seemingly insurmountable setbacks. Worse, for some, a life-altering dilemma can threaten their futures. But no matter the route of our life journey, a strong mindset dedicated to overcoming obstacles, including injuries, can lead us down a path we never envisioned—and all for the better! Good Health and ...

Saving money is something to strive for all year round, but sometimes, it’s good to put extra effort into a reset with the new year. If you’ve taken the step to insure your business, you’re demonstrating your commitment to financial security even if catastrophe strikes. But you shouldn’t be spending too much money or paying ...