Sales & Marketing

Instead of asking prospects questions and listening, many salespeople describe their products or services and overcome prospects' objections. This strategy can backfire, find out why.

Customers are embracing the 'shop local' trend, and Small Business Saturday is an opportunity to market the added value your agency provides to customers.

Pay rates vary from one region to another within the U.S.; in some places, the pay gap between men and women varies substantially, too.

Yes, cold calling will eventually lead to appointments and sales, but how many hours will you waste listening to the phone ring to get them?

Watch your inbox: The 2017 National Underwriter/PIA Independent Agent Survey launches this week.

Web beacons are a great tool to help you find out if prospects are opening your emails.