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The Dynamics of Selling and the Marketing & Sales Ruble Seminars faculties write "Strictly Sales." This month's column is from Brandie Jensen.] Scene: A coffee shop, where Ellen, a successful producer, has by chance met Leon, a top

Most businesses are regularly barraged by sales "pitches." The telephone brings automated telemarketing calls as well as real people reading scripts. The postal carrier delivers pounds of paper citing numerous reasons for consumers and businesses to

New producers want to succeed, but they get discouraged easily. They need direction, but new-producer training often is unorganized, and neither sales- nor results-oriented. Also, managers' expectations may be low or unclear. That's why

AN ISSUE I've long heard discussed by new producers and veterans alike is when and why to walk away from a prospect. I'd like to share with you some key factors to consider when making this often-difficult decision, and also suggest

YOU'VE invested hours in sales-training classes, read all the recommended sales books, attended networking events and gathered daily sales tips via the Internet. But you're still in the same rut. Your closing ratios haven't changed,

The first quarter of 2006 is nearly over, but it's not too late to formulate a sales strategy for the rest of the year. The five exercises below can help you set and reach new goals. Exercise oneAll successful salespeople know their key

The first quarter of 2006 is nearly over, but it's not too late to formulate a sales strategy for the rest of the year. The five exercises below can help you set and reach new goals. Exercise oneAll successful salespeople know their key

Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Edwin L. Lamont, CIC, CRM.]Who likes to be sold insurance? Anyone? How about you, insurance professional? Do you enjoy paying your