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Sales Training

Can You Find My Data Now?

Tom Garrubba | Posted 02.07.2017 | Business
Tom Garrubba

Marketing has brought many familiar catch phrases into popularly accepted lexicon, including "where's the beef?" and "do you hear me now?". However, i...

Millennials vs The Old Guard: A Sales Story...

David B. Nast | Posted 12.22.2016 | Business
David B. Nast

There once was a family-owned business challenged to grow sales in an industry where profit margins continue to shrink. They redesigned their process...

Selling From the Client's Perspective - How This Sales Coach Chose Her Insurance Advisor

Kira Callahan | Posted 11.22.2016 | Business
Kira Callahan

About twelve years ago I bought a bit of life insurance and it was, and continues to be quite literally, a forgettable experience.  The small payment...

Fun Ways to Pump Up Your Business Pipeline

Kira Callahan | Posted 11.01.2016 | Business
Kira Callahan

Running a successful business is a balancing act that takes some practice to master. Most Advisors who have been working at building their practi...

Tone At The Top: Culture Counts -- The Wells Fargo Saga

Tom Garrubba | Posted 10.28.2016 | Business
Tom Garrubba

"Tone at the Top" has become an often-quoted mantra in business circles but it appears to have shed a rather dim light when evidenced by the continuin...

Sales - How To Close the Credibility Gap

Kira Callahan | Posted 10.19.2016 | Business
Kira Callahan

One of the biggest things I see new Advisors struggling with is the notion that they are not credible yet. The belief that because they have less than a year in the profession, it's unlikely prospective clients will take them seriously.

5 Ways Leaders (Unknowingly) Sabotage The Sales KickOff

Lisa Earle McLeod | Posted 10.05.2016 | Business
Lisa Earle McLeod

You've got a big number to hit. It's time to rally the troops. You bring your sales team together for the sales kickoff meeting. It's big. It's ex...

3 Easy Strategies to Compress Your Sales Cycle

Kira Callahan | Posted 09.22.2016 | Business
Kira Callahan

You work hard as an Advisor, serving your clients, and you work hard to bring in new ones. And the more clients you bring on, the busier you get doing the part of your job you love the most - advising people and building financial plans that have a positive impact on their lives.

The Right Support Can Make Your Business Fly -- Here's How to Get It!

Kira Callahan | Posted 08.23.2016 | Business
Kira Callahan

Building a successful financial practice -- or any business -- takes a lot of work. It also takes persistence, courage, patience, intelligence, spirit, humor, and many other personal qualities that you will find yourself stretching to grow into.

New to Sales? Start Off Right. Sell From the Soul.

Kira Callahan | Posted 07.26.2016 | Business
Kira Callahan

Several of my advisor clients are brand new to developing a financial services practice. They've recently graduated from university in business or finance, or made a lateral move from another career. They have newly minted accreditations from passing those challenging exams. Is this you? Okay, so now what?

Do You Have Staying Power?

Kira Callahan | Posted 07.13.2016 | Business
Kira Callahan

Sales is a long business. It's a marathon, not a sprint. There are 'sprint moments' on the journey (deadlines, targets), but what you've signed up for is not a short-term gig. As long as you're in business, you'll be in sales.

Who Says No One Does Business In The Summer?

Kira Callahan | Posted 06.29.2016 | Business
Kira Callahan

Every year we come to the end of Spring and I start to hear this from my advisor clients: 'I'm having a hard time booking appointments. There's no us...

One Simple Mindset Shift that will Increase Your Closing Rate

Kira Callahan | Posted 06.14.2016 | Business
Kira Callahan

Mastering your sales conversations takes time. You know you need to get better at these skills in order to build your business, but you want results ...

Your Company's Powerful Hidden Secret

Zach Mercurio | Posted 06.03.2016 | Business
Zach Mercurio

Toward the end of a workshop I facilitated on purpose-driven work, a regional manager of a large electronics supplier tentatively raised her hand. ...

5 Essential Sales Questions

Kira Callahan | Posted 05.04.2016 | Business
Kira Callahan

As long as you're in business you'll be prospecting for clients. As you build up a successful practice, eventually you'll enjoy more referrals and th...

Your 5 Numbers to Profitability

Kelly Hager | Posted 03.15.2017 | Business
Kelly Hager

Do you ever have those moments in life where you're pulled in 500 different directions? You know, the times where no matter how hard you try, you can't seem to see the forest through the trees?I've fallen victim of many of those moments in the last few months.

Sell "You" on You

Jim Fannin | Posted 01.07.2017 | Business
Jim Fannin

Over 30 years ago I experienced a month I'll never forget. I owned and operated a 60,000 square foot sports and fitness center outside of Chicago, IL. As the sole investor the financial burden of the club was squarely on my shoulders.

Sales Goddess Techniques: Managing Customer Objections and Expectations

Rena Cohen-First | Posted 12.23.2016 | Business
Rena Cohen-First

As we wind down for the holidays, many of us are thankful to our customers for being kind as we bleed and blunder through the more challenging aspects of our job. As a Sales Person I look at the great mentors who have preceded me with enormous appreciation.

6 Ways You're Being Tricked Into Saying Yes

Shauna Mackenzie | Posted 11.24.2016 | Business
Shauna Mackenzie

We are triggered to say yes all the time to things we don't want. Savvy sales people and marketing professionals have a few tricks up their sleeves to sell you, and if you know what they are, you can avoid falling into the trap by embracing the power of no.

Women in Business: How to Achieve a Lucid Dream State of Control in Every Business Interaction.

Rena Cohen-First | Posted 11.24.2016 | Women
Rena Cohen-First

How can you reach a beautiful state of control during your most stressful business meetings? How can you make time stand still to allow all of your words to be effective and powerful?

7 Segments in Needs Assessment From the Sales Goddess Demeter

Rena Cohen-First | Posted 11.13.2016 | Women
Rena Cohen-First

Think about everything that you already know about this customer's industry, their customers, their competition, their goals, and their organizational structure. Who are they? What do they need? How can you best deliver it to them?

Techniques for Planning Customer Strategy from Themis, the Sales Goddess of Order

Rena Cohen-First | Posted 10.27.2016 | Women
Rena Cohen-First

Knowing your strengths and then leading with them will help you fortify all of the other components of the process by understanding which competencies to shore up by teaming up with other behavioral types' techniques. For many of the behavioral types that you might see in the business world, I describe Greek Goddesses as metaphorical female business archetypes.

If You Want to Grow, You Need to Stop Selling

Elliot Begoun | Posted 10.20.2016 | Business
Elliot Begoun

In the Business to Business setting, the traditional art of selling is dying. The old techniques are no longer effective. Yet, most continue down this path, presenting limited offers, specials and hot deals. The fact is, people don't want to be sold.

Listening to the Mountain: The Right and Wrong of Risk

Bill Treasurer | Posted 10.12.2016 | Business
Bill Treasurer

Ed Viesturs is arguably the greatest American mountaineer that ever lived, or more accurately, lives. Ed has a reputation for being a calculated risk-taker, who refuses to compromise safety because of ambition.

The Sales Goddesses Guide to Closing the Sale

Rena Cohen-First | Posted 09.23.2016 | Women
Rena Cohen-First

The next time you enter into this crucial step of the sales process, think about which style is most fitting for you. Know that you too are a powerful Sales Goddess.