According to the United States Department of Labor’s Occupational Outlook Handbook, “Employment of insurance sales agents is projected to grow 22 percent from 2010 to 2020, faster than the average for all occupations.” Sales jobs in general are only expected to grow by 13 percent within that same timeframe. It’s a great time to be …
Insurance Lead Management – Prepare for Increasing Demands Read More »
So far in this blog series we’ve discussed why it’s important for your inside sales team to have a comprehensive understanding of your sales pipeline related to these stages: Lead Generation, Research/Fact Finding, Initial Communication, Lead Nurturing, and your Solution. In part 3, I will wrap up the last couple of stages in a typical …
In a sales pipeline, there are multiple steps taken to get to the final sale. It’s important for sales reps to have an intimate understanding of their sales pipeline so that they can better connect with the lead. If a sales rep has a good understanding of what it takes to get from point A …
Part 1: “Attach” Yourself to a Lead – Lead Generation, Research, & Initial Communication Read More »
In business, as in our personal lives, it is sometimes easy to identify the problem but hard to take action to solve it. This is particularly true when the struggle is one between the heart and the mind, when your instinct is telling you something but your mind doubts the conclusion. And just as with …
According to a recent article from By Tamara Weintraub on Business 2 Community, “55% of companies don’t respond to new sales leads at all.” There were a few other key facts that we just had to put together for you in the form of this infographic. Enjoy and share! And, don’t forget to prevent the …
I just wanted to give a quick shout-out to the anniversary of an important day for all of us who work in the inside sales space. On this day 137 years ago the US Patent Office granted a patent to cover “the method of, and apparatus for, transmitting vocal or other sounds telegraphically ….” Although …
Using the appropriate “tools of the trade” is an important guiding principle for jobs that require specialized skills. Plumbers need wrenches and carpenters need hammers to effectively apply their skills and complete their work effectively and efficiently. There is a reason why farmers use shovels and hoes to till the soil and tend to their …
Let’s look at another issue that I have run into surprisingly often when looking at Inside Sales processes: death by a thousand calls. In fact, I was on the phone with a sales manager about a week ago who had decided to try out some new, more expensive lead sources in the sales mix. The …
Part 3: Death by a Thousand Calls or Familiarity Really Can Breed Contempt Read More »
January is well under way. How are your resolutions going so far? To help you out with you 2013 goals, we’ve put together this infographic to help you identify solutions to help you with some key areas of concern: Cloud Solutions–cloud-based solutions help protect your data, minimize risk, and allow you to reallocate IT resources …
Let’s start with that discussion I mentioned in my last blog about the customer who couldn’t understand why leads were being called once and then would seemingly disappear and never come up again, or only came up quite a bit later
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