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"author": {
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"estimate": 126,
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"articles": [
{
"uri": "/2024/04/11/3-sales-objections-replace-fight-or-flight-with-sales-swagger/",
"title": "3 sales objections: Replace fight or flight with sales swagger",
"byline": "Kevin Trokey",
"kicker": "Best Practices",
"prettyDate": "April 11, 2024",
"timeToRead": "5 minute",
"image": {
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"name": "Kevin Trokey"
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"summary": "Here are some suggested responses to three of the most common objections you'll likely hear.",
"body": null
},
{
"uri": "/2024/03/19/benefitspro-expo-preview-build-business-momentum-with-sustainable-growth-strategies/",
"title": "BenefitsPRO Expo Preview: Build business momentum with sustainable growth strategies",
"byline": "Wendy Keneipp and Kevin Trokey",
"kicker": "Best Practices",
"prettyDate": "March 19, 2024",
"timeToRead": "3 minute",
"image": {
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"authors": [
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"webUrl": "/author/profile/wendy-keneipp/",
"name": "Wendy Keneipp"
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{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
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],
"summary": "Growth is an ongoing process of learning, adapting, and overcoming challenges.",
"body": null
},
{
"uri": "/2024/03/15/business-therapy-its-not-you-its-them/",
"title": "Business therapy: It's not you, it's them",
"byline": "Kevin Trokey",
"kicker": "Best Practices",
"prettyDate": "March 15, 2024",
"timeToRead": "4 minute",
"image": {
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"authors": [
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"name": "Kevin Trokey"
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],
"summary": "You need to be the one having powerful conversation and lending a genuinely interested ear to your prospects and clients. And it's more attainable than you realize.",
"body": null
},
{
"uri": "/2024/02/27/of-course-youre-gonna-lose-sometimes/",
"title": "Of course you're gonna lose (sometimes)",
"byline": "Kevin Trokey",
"kicker": "Best Practices",
"prettyDate": "February 27, 2024",
"timeToRead": "3 minute",
"image": {
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"width": "620",
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"authors": [
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"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
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],
"kickerNode": [
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],
"summary": "While there is one ultimate definition of success in selling, there are things that we must celebrate along the way.",
"body": null
},
{
"uri": "/2024/01/31/are-these-6-things-taking-your-benefits-business-down/",
"title": "Will these 6 things take your benefits business down?",
"byline": "Kevin Trokey",
"kicker": "Commentary",
"prettyDate": "January 31, 2024",
"timeToRead": "4 minute",
"image": {
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],
"summary": "Here is a summary of research and analysis of six vulnerabilities that can bring benefits businesses down:",
"body": null
},
{
"uri": "/2023/12/04/benefits-agencies-must-tear-down-internal-walls-to-create-a-unified-team/",
"title": "Benefits agencies must tear down internal walls to create a unified team",
"byline": "Kevin Trokey",
"kicker": "Best Practices",
"prettyDate": "December 04, 2023",
"timeToRead": "5 minute",
"image": {
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"authors": [
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"name": "Kevin Trokey"
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],
"kickerNode": [
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],
"summary": "When you refer separately to your \"sales team\" and your \"service team,\" you create separation and internal conflict.",
"body": null
},
{
"uri": "/2023/11/06/reposition-your-role-as-a-benefits-advisor/",
"title": "Reposition your role as a benefits advisor ",
"byline": "Kevin Trokey",
"kicker": "Best Practices",
"prettyDate": "November 06, 2023",
"timeToRead": "3 minute",
"image": {
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"authors": [
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],
"kickerNode": [
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],
"summary": "It's time to change how you look at the role you play in the business lives of your clients.",
"body": null
},
{
"uri": "/2023/10/10/3-reasons-your-agency-might-not-survive-a-recession/",
"title": "3+ reasons your agency might not survive a recession",
"byline": "Kevin Trokey",
"kicker": "Best Practices",
"prettyDate": "October 10, 2023",
"timeToRead": "3 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/02/Trokey-Kevin-2021-MI.jpg",
"width": "616",
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"authors": [
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"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
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"uri": "/best-practices/",
"sectionName": "Best Practices"
}
],
"summary": "Exposures often lead business owners to cut the wrong expenses and avoid the right investment.",
"body": null
},
{
"uri": "/2023/09/05/a-choice-of-dramatically-different-paths/",
"title": "A choice of dramatically different paths",
"byline": "Kevin Trokey",
"kicker": "Best Practices",
"prettyDate": "September 05, 2023",
"timeToRead": "3 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/06/career-decision-Article-202106091434.jpg",
"width": "620",
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"authors": [
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"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
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"uri": "/best-practices/",
"sectionName": "Best Practices"
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],
"summary": "If you pile new stuff onto an unstable foundation, don't be surprised if the structure crumbles under your feet.",
"body": null
},
{
"uri": "/2023/08/22/not-training-your-team-shame-on-you/",
"title": "Not training your team? Shame on you",
"byline": "Kevin Trokey",
"kicker": "Best Practices",
"prettyDate": "August 22, 2023",
"timeToRead": "3 minute",
"image": {
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"width": "616",
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"authors": [
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"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
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],
"kickerNode": [
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],
"summary": "The best talent in any field needs, expects, and demands to be given the tools to be successful.",
"body": null
}
]
}
}