Running a Small Business? Why a Sales Playbook is Key to Growth and Success
One of the first areas that many small business owners look to delegate is sales. Maybe they started their own firm because they liked the providing the service and, but they don't enjoy the business side. Maybe they enjoy selling but it just takes up too much of their time. Or maybe they just aren't very good at it. But a little time spent on creating a sales playbook can go a long way. It's common to want to pass on the sales activities (and headaches) to someone else. They figure that they will just hire a salesperson or two and then be able to wash their hands of any sales activities. It's true that having a robust sales team, … [Read more...]
2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles
(If this article resonates for the challenges you have in your agency, be sure to check into the Small Business Sales Manager Coaching Program) In coaching hundreds of insurance agents over the years, I've become aware of a challenge that has arisen for many of them. As they've added additional products and services to their mix, their sales processes have become jumbled and muddled. They don't sell a few straightforward insurance products anymore. Instead they are now insurance providers, financial planners, health-care agents, and wealth managers that offer a wide-range of financial products to their customers. It can be … [Read more...]
Create Massive Leverage with the Last Week of 2018: 15 Experts Show You How to Master 2019 Now
In December it gets way too dark, way too early (at least in the northern hemisphere). Here in Chicago, the sun sets around 5:00 and then it's a long, cold night. And the days themselves can be pretty grey. It's not very motivating. Then you add in the busyness and distractions of the holiday season, and it can be hard to focus and find motivation. Especially when you get to the week between Christmas and New Year's Day. Too often, I see people just bounce around like an aimless pinball during that week. They're half-in and half-out of business mode, half-in and half-out of relaxation mode, and 100% not-engaged in anything. So … [Read more...]
Sometimes the Only Way Through is To Do
You’ll Play Better in Your Suit
I'm a big fan of the movie The Commitments. If you haven't seen this story of a working-class Dublin soul band, I highly recommend finding it on Netflix. I love this film for many reasons, including a scorching soul soundtrack. It has all of the drama you'd expect when you get a group of people trying to work towards a common goal. And subsequently, it shares some powerful leadership lessons for the careful observer. It also unwittingly taught me my favorite mantra about intention. Before the band's first performance they are backstage getting dressed in black suits, basically because their manager is forcing them to. These are … [Read more...]
The Easy Way to Make 5 New Friends At Your Next Networking Event
updated July 2021 How do you walk into a room of strangers and make new friends? Or what about staring at your screen at a bunch of smaller windows in a Zoom call. How do you make it less awkward and actually connect with someone when you aren't even together? Those are questions that sneak into into our minds when we join a group of people we don't know. And there's no easy answer in sight. That's why networking events, everything from conference cocktail hours to Chamber of Commerce breakfasts to online networking lunches, fill so many of us with dread. In fact, it's why so many of us skip them altogether. But what if … [Read more...]
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