Why 92% of Deals Stay With the Incumbent And How To Break That Pattern
You probably think you are losing on price. You’re not. You’re losing to physics. Incumbent agents retain 92% of their accounts. That’s not a coincidence.That’s a system working exactly as […]
The 20-Minute Pre-Call Playbook That Separates Top Producers from Everyone Else
Most producers think they lose the deal when the prospect says no. They don’t. They lose it the night before—when they decide to “just show up and see what happens.” […]
Someone Has to Lose for You to Win in Commercial Insurance
Most producers were taught to sell commercial insurance the wrong way. Build relationships.Get a better quote.Hope the client switches. But here’s the reality: Every account you want is already taken. […]
Ditch the Coverage Gap Pitch: Here’s What Really Sells Insurance in 2024
Insurance agencies need to stop trying to win business as ‘the local expert who can close a coverage gap’. If they want to stop quoting business and start winning it, […]
Turning Cold Calls into Warm Welcomes: A Fresh Take on an Old Challenge
Rethinking the Cold Call Cold calling. Just the phrase itself might make some of us wince. It’s often seen as a necessary evil in the world of sales—a task we […]
Action or Inaction: Why Your Sales Results Are Entirely Up to You
Understanding Natural Consequences The concept of consequences in sales isn’t just theoretical; it’s deeply practical. Understanding the natural flow of cause and effect in sales activities is crucial for any […]
Close More Deals by Listening: A Sales Approach That Pays Off
In sales, talking a good game isn’t enough; real success comes from listening. It’s a competitive edge in a noisy market. When everyone else is busy selling, the winners are those who stop to listen. They pick up on details others overlook, understanding not just the obvious needs but the underlying problems of their prospects.
Hands-On or Hands-Off? The New Rules of Effective Sales Training
Assessing Our Training Approach Let’s cut to the chase: Is our sales training actually preparing our teams for the real-world challenges they face, or has it just become another procedural […]
The Cost of Ignorance: How the Capability Gap Affects Your Bottom Line
Ignoring the capability gap means missing out on leveraging your most profitable opportunities. I didn’t come up with the term. It’s something I learned from Nick Saban. If you want […]
How to get your producers to become more effective overnight: using the Capability Gap to identify their true capabilities
Discover how to bridge the Capability Gap and unlock your sales team’s full potential with insights from Nick Saban’s ‘The Process’. Learn actionable strategies to target top-value accounts and transform […]