Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use

Is cold calling dead? Let’s be honest. That answer is “No.” Cold calling used to be one of the best – and only – prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective...
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New Year’s Eve Facts and Trivia

New Year’s Eve is a time for people to get together, reflect on the old year and welcome the new, and most of all party. While you’re drinking spirits or watching the ball drop, you might wonder where the holiday...
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8 Networking Tips For Introverts From A Superconnector

You are surrounded by a large crowd of colleagues and fellow industry professionals. People swap stories while making new friends and business contacts. You tell yourself that you should join the conversations, build your network and close business deals for...
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73 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2019

Every time I think I’ve gotten a grip on the weird, wonderful world of sales, I learn something new that forces me to change my perspective and question my beliefs. Like just 17% of salespeople think they’re pushy — compared...
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12 Reasons You Still Do So Need to Prospect

Many agents and advisors think of prospecting as an ordeal to be survived, similar to pledge initiation week in fraternities. Once you are through you think: “Thank goodness I never have to do that again.” Wrong. New client acquisition needs...
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Making Sense of Long-Term Care Planning

Our culture is in a bit of a conundrum. With the population growing older, an increasing number of clients require long-term care or are tending the needs of aging family members. Meeting needs in a manner that is comfortable for...
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Covering the Bases With Life Insurance and College Funding

In a previous article for ThinkAdvisor, we explored the benefits of permanent life insurance and the value of adding protection to your client’s portfolio. With the bull market continuing to roar, it’s important to keep in mind the responsibility you...
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7 Things You Might Not Know About the History of Thanksgiving

It is one of America’s most celebrated public holidays: a day of feasting, American Football and family. But how much do you know about the history of Thanksgiving? Here, we bring you some facts that might surprise you. More...
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7 “Sorry to Bother You” Alternatives Every Salesperson Needs

When you’ve been in sales a while, it’s easy to develop bad habits. You pick them up from other reps or take a shortcut during an especially busy week and, all of the sudden, you’ve added some skills to your...
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100 Sales Probing Questions to Truly Understand Your Prospects’ Pain [Infographic]

Probing questions ask for more detail on a particular matter. They’re often follow-up questions like, “Could you tell me more about that?” or “Please explain what you mean.” Probing questions are meant to clarify a point or help you understand...
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