When we speak of being “over-served” normally we are referring to something that has to do with adult beverages. Not always, however. Tony Pappas represents the best of [tag]professional salespeople[/tag], and has been a consistent [tag]sales leader[/tag] over a career that spans four decades. Tony wholesales insured investment products for John Hancock, calling upon independent […]
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All of us learn from our experiences. The problem with learning from personal experience is that you have to take the test before you learn the lesson, and that can be painful to you and your clients. One solution is to learn from the experiences of others. By learning from others you compress time and […]
Read MoreBill Metrey is a sales hero. Bill works with TSC, a firm that provides qualified retirement plan administration services. TSC retains me as a consultant to provide sales and marketing strategies, so I am in their offices on a regular basis. When I started calling on TSC in the fall of 2006, whenever I saw […]
Read MoreToday I spent my lunch hour with one of my favorite people, [tag]author[/tag] and [tag]professional speaker[/tag] [tag]Ross Bernstein[/tag]. Ross writes some of the absolute best sports books on the market, and his new book, [tag] The Code: Baseball’s Unwritten Rules [/tag] is fantastic. If you like baseball, you have to have to get this book. […]
Read MoreLast week I was meeting with one of my [tag]sales coaching[/tag] clients in his office. As a [tag]professional speaker[/tag] and [tag]business consultant[/tag] I meet with larger groups of people every week. However, most of my sales coaching work is over the phone. This client’s office is only a short distance from my office, so occasionally […]
Read MoreIn February 2008 Starbucks closed for three hours to retrain more than 135,000 employees in an effort to create “a renewed focus on espresso standards.” Starbucks’ mission statement includes a point that states the company wants to “Develop enthusiastically satisfied customers all of the time.” Howard Shultz, legendary founder of the coffee giant, said in […]
Read MoreAt the end of a television advertisement for Allstate Insurance Company, the announcer says, “That’s Allstate’s Stand. Are you in good hands?” Let me ask you – what’s your stand? How do you position yourself and your services? If I asked your customers what you really do for them, what would they tell me? In […]
Read MoreLast week I received a call from a headhunter who had called me about six months ago. At that time she was recruiting for a financial wholesale sales position available with one of her client firms. She was pleasant to speak with, and the first time we talked I provided her with a contact that […]
Read MoreLast week I sent in the last part of my first book to the publisher. The book is written as a basic text on the elements of success necessary to build a financial advisory business. By the way, the last section was tough – the acknowledgments. Frankly, I had viewed this as last minute work; […]
Read MoreIt is New Year’s week, and I am in Biwabik, Minnesota with five of my best friends. We are staying at Giant’s Ridge, a beautiful golf and ski resort in the northern part of the state. The drive up was spectacular – “Winter Wonderland” truly describes Minnesota. The camaraderie was fantastic. A great dinner, laughter, […]
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