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Insurance professionals have a perfect opportunity this year. With the passing of the Healthcare Reform Act, companies are now facing the challenge of how to remain compliant with these regulatory changes. Business owners, now more than ever, are concerned about mitigating risk and reducing cost. Companies need guidance and this creates a window of opportunity …

It’s challenging growing an IT Managed Services company. The field is highly competitive. Often MSP businesses are started and run by individuals with a technical background. And, while those individuals are very capable of supporting their customer’s technology, rarely do they have the skillset, experience and resources necessary to market and sell their services. One …

You’ve picked up the phone, made the cold call and the prospect has answered the phone. Now what? You have approximately ten seconds to grab their attention… yep, that’s it. So what do you do? The answer lies in that question and it’s the million dollar question. If you can answer that correctly, you can …

How many times have you cold called and set a meeting with a prospect only to find out, after you’ve invested valuable face time, that they are a tire kicker?  Successful inside salespeople understand that the purpose of a cold call is to set an appointment with a qualified prospect. When cold calling you will …

How many times have you felt like Charlie Brown when listening to a salesperson give their pitch?  The salesperson is telling you all about their product or service but all you hear is “wah-wah-wah”. Cold calling, lead generation and appointment setting is typically the first step in any sales process.  A system must be developed …

The art of cold calling, lead generation and sales boils down to influencing.  Each step of the sales process, from the initial conversation to the closed deal, involves influencing the decision maker.  Cold calling and appointment setting requires the ability to influence decision makers over the phone. In order to influence decision makers on the …

The Healthcare Reform Act has widespread implications for businesses.  Beginning in 2014, uninsured individuals must buy coverage – on their own, through an employer’s plan or through a health insurance exchange – or else pay a tax penalty.  What does that mean for businesses with 50 or more full-time employees beginning in 2014?  It means …

Inside Sales (including appointment setting and lead generation) is growing at 15 times the rate of outside sales (7.5% vs 0.5%) according to a 2009 study done by SKKU and MIT in conjunction with infoUSA. Likewise, a study done in 2012 by The Bridge Group Inc shows that the number of inside sales jobs has …

Qualifying leads is a drastically underrated step in the sales process; countless companies still aren’t performing this function and, therefore, wasting precious time and resources on uninterested prospects. Qualifying a lead is a lot like going on a first date, learning about the other person and gauging their interest. Are they into you? The same …

How many times have you asked your salespeople to prospect and cold call? And how many times has your response been a ‘deer in the headlights’ look? You get that response because your salespeople are closers, not hunters. In order to grow a business, prospecting must be done on a regular basis. It is critical …