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Tag Archives: Organization

9 Prospecting Hacks To Reach More Insurance Decision Makers In Less Time

Professional Marketing Associates Posted on October 14, 2014 by Joe ArakOctober 14, 2014

Teleprospecting metrics give you a window into how to boost your hit rates. Everything else being equal, increasing the number of sales appointments you go on will multiply the number of sales you close. And one of the best ways … Continue reading →

Posted in Insurance prospecting | Tagged Business intel, Cold calling, Commercial insurance, Commercial insurance telemarketing, Communication, Email, Gatekeepers, Human resources, Lead generation, Organization, Productivity, Prospecting, Sales, Sales intelligence, Sales training, Technology, Telemarketing, Time management | 1 Reply

MarketPulse Snapshots: Optimizing Your Brain

Professional Marketing Associates Posted on September 24, 2014 by Joe ArakOctober 9, 2014

Want to stay more focused and cut down on time-wasting distractions at work? Daniel L. Levitin, author of The Organized Mind: Thinking Straight in the Age of Information Overload, wrote recently in the New York Times that an essential key … Continue reading →

Posted in Business intel | Tagged Cognitive participation, Daniel Levitin, Focus, Motivation, Neuroscience, Organization, Productivity | Leave a reply

The Art of Attention Part 2

Professional Marketing Associates Posted on May 5, 2013 by Joe ArakOctober 10, 2014

The classic sales acronym AIDA: Attention, Interest, Desire and Action, puts attention right where it belongs — at the very beginning. If you want to tell your story and influence people, you’ve got to first get their attention. But what … Continue reading →

Posted in Business intel | Tagged AIDA, Anxiety, Attention, Cognitive participation, Communication, Focus, Glengarry Glen Ross, Incentives, Insurance, Meetings, Motivation, Neuroscience, Organization, Productivity, Sales, Sales intelligence, Sales training, Social science, Time management, Winifred Gallagher | 2 Replies

Sales Motivation: Sticks and Carrots

Professional Marketing Associates Posted on April 11, 2013 by Joe ArakOctober 10, 2014

What motivates people to sell? What drives people to sell more and reach for higher goals? The traditional business view is that incentives like bonuses, prizes, and awards are the best way to drive production. In the last couple of … Continue reading →

Posted in Motivation | Tagged Business intel, Buying signals, Cold calling, Commercial insurance, Commercial insurance telemarketing, Competition, Daniel Pink, Empathy, Goal-setting, Google, Insurance, Insurance agents, Insurance prospecting, Lead qualification, Organization, Productivity, Qualifying prospects, Results Only Work Environment, Social science, Time management, Validation | Leave a reply

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Recent Posts

  • Don’t Overlook What Business Insurance Buyers Want February 15, 2017
  • The Secret Value of Confirming Sales Appointments January 31, 2017
  • A Quick Primer of Questions January 12, 2017
  • Is That Really A Brick Wall – Or A Door Of Opportunity? November 30, 2016
  • 4 Cool Ways To Get People To Answer Your Questions November 16, 2016

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