Instant Insights Thriving: Sales and Client Development

Highlights from our continuous coverage of sales best practices.

4 things scarier than a prospecting call

Kevin Trokey | December 01, 2017

People only embrace the pain of change once the pain of the status quo becomes greater. You will only embrace your prospecting responsibility when you realize avoiding it is the scarier option.

Sell stories, not products

Andy Neary | October 01, 2017

Starbucks is known for selling coffee.

Improve your odds of sales success

Kevin Trokey | July 01, 2017

Want to know what will do the most to increase the odds of success on your next sales presentation?

Transforming your agency: Selling with insight

Chad Schneider | March 01, 2017

We spend quite a bit of time working in the business, but not as much time working on the business.

Are you selling offensively or defensively?

Gil Lowerre | January 16, 2018

Brokers are gaining more experience than in past years and that the average broker is now more knowledgeable about voluntary. And that makes him or her a more formidable competitor.

Standing out when everyone's carrying the same bag

Gil Lowerre | May 01, 2017

There have long been two general categories of brokers in the benefits industry.