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Tag Archives: Buying signals

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4 Signs a Prospect is Hot (Or Not)

Professional Marketing Associates Posted on January 27, 2016 by Joe ArakJanuary 27, 2016

In the game of baseball, the best hitters develop a good eye for pitches that are right in the strike zone. In criminal investigations, the great detectives know how to zero in on the real suspects and avoid wasting time … Continue reading →

Posted in Sales intelligence | Tagged Business intel, Buying signals, Commercial insurance, Communication, Insurance prospecting, Lead generation, Lead qualification, Qualifying prospects, Sales training | Leave a reply

Buying Triggers

Professional Marketing Associates Posted on May 19, 2015 by Joe ArakMay 20, 2015

Imagine for a second that you’re selling farm equipment. You cover a broad territory, traveling from farm to farm, hoping to arrive auspiciously when parts and equipment are needed. But too often your timing is off. Because of changes you … Continue reading →

Posted in Insurance prospecting | Tagged Building trust, Business intel, Business relationships, Buying signals, Commercial insurance, Customer service, Insurance prospecting, Motivation, Sales training | Leave a reply

Three Simple Steps to Becoming a Master Qualifier

Professional Marketing Associates Posted on January 21, 2015 by Joe ArakJanuary 21, 2015

What’s so good about being a master qualifier? Is Warren Buffet’s amazing track record grounded in his ability to scrutinizing companies before he invests? Was Ted Williams such a formidable hitter because his fighter pilot eyes knew which pitches were … Continue reading →

Posted in Sales intelligence | Tagged Business intel, Buying signals, Cold calling, Commercial insurance, Commercial insurance telemarketing, Insurance prospecting, Lead generation, Lead qualification, Motivation, Productivity, Prospecting, Qualifying prospects, Sales, Sales intelligence, Sales training, Telemarketing lists, Time management | 2 Replies

Transmuting the Three-Headed Monster: Stalls, Non Sequiturs, and Procrastinations

Professional Marketing Associates Posted on January 21, 2015 by Joe ArakJanuary 21, 2015

At almost any stage in the sales cycle, from setting the first appointment to closing the deal, the three-headed monster of hesitation can rear its head. The prospect is stuck and you’ve got to do something about it. The best … Continue reading →

Posted in Insurance prospecting | Tagged Business intel, Buying signals, Commercial insurance, Insurance agents, Insurance prospecting, Lead qualification, Motivation, Procrastination, Prospecting, Qualifying prospects, Sales, Sales intelligence, Sales training | 4 Replies

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  • Don’t Overlook What Business Insurance Buyers Want February 15, 2017
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