If you approach sales as the beginning of your client-experience opportunity, that should reframe and challenge how you and your team are approaching sales today. Customer experience and client success...
When I first began my career as an advisor, a mentor gave me two lessons that I still use today: If you can’t measure it, don’t do it. The bottom...
In this PT exclusive webinar, John talks about the best way to approach an appointment setting program, from your process for determining if it’s a fit for your business all...
Sales can be won or lost on a first impression. In this exclusive PT webinar, John and Dan break down a repeatable, reliable process for making the first 5 minutes...
Though sales coaching and business insights often focus on the technical aspects of growth, like dealing with objections or how to discuss budget with a prospect, our Sandler Sales Coach...
As a business, we have always intuitively pursued a good client fit. That desire goes beyond simply avoiding problem clients—though that is a benefit as well. We also want to...
How do prospects know that you are one of the top advisors in their region? Well, you have the designations, right? Do the fancy initials at the end of your...
Business owners and salespeople are no strangers to the idea of having and meeting goals, but how you set, frame, and apply your goals can have a significant impact on...
In any B2B context, the temptation to rely on referrals for growth is substantial. Referrals can be lucrative, and the nature of a referral means that the sales process itself...
Everyone wants to give you advice. When should you accept? Experienced insurance advisors are often jaded. They have faced good times and bad. They have endured bad deals. And they have been...