It was the perfect storm, wasn't it? Sales and payroll projections were significantly reduced, employees were laid off and vehicles were parked, leaving hundreds on gated lots with only comprehensive coverage.

In September's article, I challenged you to create 60 or so questions to use as basic preparation tools for beginning the sales process.

In the insurance sales process we often talk about the need to gather information before providing solutions to a problem. Otherwise, there is a chance our solutions and the prospect's problems are a mismatch.

In the world of sales training, failure traps many companies. More than half of the sales team, while open to change, lack the focus, discipline and skills to retain and change behavior over the long term.

In October's Strictly Sales column, we discussed how to know prospects and establish rules. In this second of a two-part series, let's explore how to implement prospect revenue growth plan and take the

Have you ever used little tricks to help you remember important facts? It's time to use one again. Let's take a look at an old recipe for success that's being overlooked in the soft market. I call it the "Seven and Seven" rule, and I use it to remind

I've written on a number of subjects over the years, but little about presenting. It's time I did, because I can confidently say from dealing with the 450 agencies in my two regions that the presentation is often the weakest link in the sales chain.

The most successful producers aspire to become the market leaders in their territories. There's still more than three- quarters of the year left, which is enough time for you to make great strides toward becoming the market leader in your area