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Entrepreneur
May 2006
Kimberly L. McCall |
The Price Is Right Advice on winning the price wars.   |
AskMen.com
Nick Clarke |
Apply Sales Strategies To Your Job There are lessons to be learned from sales people that can be applied to any job. |
Registered Rep.
June 1, 2007 |
All About the Benjamins Reps say the darndest things. |
Entrepreneur
April 2006
Kimberly L. McCall |
Break It Up If a customer calls to grouse about one of your sales reps, what should you do? Here are some ways to finesse this sticky situation. |
Job Journal
February 19, 2006
Rich Heintz |
Sales or Service? A close look reveals the differences between "telemarketers" and "customer service representatives." Here are a few questions you may want to consider while pondering your job choice. |
CRM
June 2014
Jim Dickie |
A Case for Sales Coaching When time is short, technology may have the solution. |
Entrepreneur
May 2006
Barry Farber |
Star Qualities How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share. |
Job Journal
January 18, 2004
Carole Kanchier |
Elevator Speech Gives You a Lift An effective "elevator speech" can help open doors. |
Entrepreneur
January 2003
Kimberly L. McCall |
Training Day Coaching your reps on pushing a new product can help them play the selling game better. |
Registered Rep.
June 1, 2004
John Churchill |
Behind Every Great Man When you're talking to married financial clients, are you directing your eye contact solely to the husband? Do you slow your speech, to the point of condescension, when you address the wife? |
Financial Planning
August 1, 2009
John J. Bowen Jr. |
Expert Positioning You must position yourself so that the clients you want to target see you as a true expert who can address their full range of problems, issues and opportunities. |
Entrepreneur
November 2009
Michael Port |
Save the Sale With Service Five strategies for polishing and protecting your customer-service reputation. |
AskMen.com
Ross Bonander |
4 Steps: Give An Impromptu Speech Because an impromptu speech is unexpected, and because it will likely only last a few minutes, your more reasonable goal -- and the one we've aimed for in the following steps -- is to get the speech done without embarrassing yourself. |
Investment Advisor
September 2009 |
Broker/Dealer of the Year, Division II Quick company stats of The Investment Center. |
Financial Planning
May 1, 2007
Andy Effron |
Practice Tips Finding time to recruit reps and grow your practice can be challenging. But if you're willing to supervise, perform audits and have a Series 24, you can potentially act as an Office of Supervisory Jurisdiction and collect overrides from reps. |
Entrepreneur
December 2005
Kimberly L. McCall |
Money Talks Motivate sales reps with the almighty dollar. |
Investment Advisor
October 2007
Kathleen M. McBride |
A Shot in the Dark When giving advice on investments as full-service reps do, what is that worth as opposed to taking orders for execution as discount brokers do? It has been difficult to analyze whether full-service representatives are getting paid what they are worth, relative to their peers. |
CRM
March 21, 2014
Ofer Yourvexel |
5 Reasons Small Businesses Have Not Embraced Online Ordering When it comes to B2B, the sales rep is still a critical link. |
CRM
July 24, 2014
Maria Minsker |
Salesforce.com Launches Salesforce1 Sales Reach The solution gives sales teams access to powerful marketing tools on the go. |
Investment Advisor
September 2010
James Manouse |
IA Soapbox: B/D Marketing Departments Are Wrong A marketing department must help to make the affiliated rep the dominant rep in their local area. |
Entrepreneur
November 2001
Kimberly L. McCall |
Hey, Good Lookin'! Your sales reps are hired to fly the flag of your brand and champion your business. Their image is your image, and if they blunder, your company suffers. Every customer's crazy 'bout a sharp-dressed salesperson... |
Inc.
July 2007 |
First, Fire Your Assistant. Then, Ax All the Sales Guys The results of a reader survey on which employees get fired and why. |
Registered Rep.
May 1, 2004
Bill Singer |
It's Your Call Always Far too many reps are learning the hard way how little responsibility clients shoulder when it comes to assessing the suitability of their investments. |
Entrepreneur
October 2003
Kimberly L. McCall |
Along for the Ride Losing touch with your reps? Regular ride-alongs can help keep the connection alive. |
CRM
November 30, 2012
Brian Kardon |
How Will CRM Evolve? Companies like Dell, ADP, EMC, and SunTrust are using the power of predictive analytics to enable their sales teams to focus on the customers most likely to buy. |
Registered Rep.
January 1, 2007
John Churchill |
Will Jones Wrap it Up? Buy-and-hold Edward Jones is considering a platform option it has long eschewed as foreign to the firm's culture: fee-based accounts. |
Job Journal
February 17, 2008
Denise Leo |
Finding the Right Words How ready are you to have an off-the-cuff, five-minute conversation about yourself with an interviewer, a new network contact, or a complete stranger? Use these tools to prepare yourself for all possibilities. |
Entrepreneur
January 2006
Kimberly L. McCall |
Surface Tension Give sales reps a break before their stress bubbles over. Here are tips from an expert to ensure your reps don't get frazzled. |
Investment Advisor
September 2006
Melanie Waddell |
Next Financial Group Only seven years old, NEXT Financial has won broker/dealer of the year honors for the sixth year in a row, and did it in three different divisions as its rep force has grown. |
Registered Rep.
September 1, 2004
Will Leitch |
For Advisors, 2003 Was a Better Year The fortunes of advisors took a turn for the better in 2003, according to the annual report from the Securities Industry Association. |
CRM
March 2015
Jim Dickie |
Can Configure, Price, and Quote Apps Be Sales' BFF? Add the power of knowledge to your reps' sales arsenal. |
CRM
March 5, 2015
Oren Smilansky |
Marketers and Salespeople Must Rethink Customer Engagement Efforts Speakers at Forrester's Forum for Sales Enablement stated that good content is as vital to salespeople as it is to marketers, and that customer engagement can be maintained by delivering meaningful messages. |
CRM
March 2011
Jim Dickie |
Hiring Reps? Get Them a Digital Research Assistant Sales intelligence systems help shorten ramp-up time. |
Investment Advisor
September 2009 |
Broker/Dealer of the Year, Division III Quick company stats of Sigma Financial Corp. |
Entrepreneur
September 2003
Nichole L. Torres |
Full Esteem Ahead Act like an executive -- and get the respect you deserve. |
Entrepreneur
February 2003
Kimberly L. McCall |
Hot for Cold Calls It's a red-hot marketing tool. But how do you get reps to warm up to picking up the phone? |
Registered Rep.
November 1, 2005
Janet Arrowood |
The Clash of Perception and Reality Findings from two separate studies highlight the fact that one of the largest inhibitors of insurance sales is a perception gap between clients and advisors. Here's how reps can help clients make the right choices. |
Entrepreneur
November 2004
Kimberly L. McCall |
Share the Wealth If you've got one superstar handling all your top accounts, it's time to redistribute the work and the risk. |
Investment Advisor
September 2006 |
Woodbury Financial services Woodbury Financial is a big firm, with nearly 2,000 producing reps, and a big corporate parent in the form of The Hartford. But a simple comment on a Broker/Dealer of the Year ballot from one of Woodbury's reps was instructive on the firm's personal appeal to reps. |
AskMen.com
Roberto Rocha |
15 Ways To Communicate Like A Pro How can you communicate like a champ? Below you'll find 15 cardinal rules -- learn them, absorb them and incorporate them into every speech or presentation you make. |
Financial Advisor
August 2005
David J. Drucker |
An Uncommon Practice Management Guru What's so special about Joni Youngwirth? How about the career history and specialized training that make her the perfect advisor to reps, not to mention the passion she brings to her position, vice president of practice management. |
Financial Planning
June 1, 2011
Scott Wenger |
Help Wanted The rising tide of the markets lifted virtually all boats among independent broker-dealers last year -- at least 82% of the firms in our 26th annual FP50 Survey reported revenue growth. Great time to have been looking for a job as an advisor, right? |
Registered Rep.
February 21, 2007
John Churchill |
Smith Barney Comp Pleasant Surprise Judging from initial reports from reps, the written version of the new plan is an improvement from the prior version -- a plan many reps equated to a pay cut despite the firm's insistence that it was "revenue neutral." |
Entrepreneur
October 2005
Kimberly L. McCall |
Closer Call Looking for a few good salespeople? There are a handful of traits that will bring your reps the most closed sales and repeat customers. |
Entrepreneur
December 2004
Kimberly L. McCall |
Remote Control Allowing sales reps to work off-site definitely has its perks, but before you try it, be sure telecommuting makes sense for your business. |
CRM
December 2014
Jim Dickie |
Coaching Solutions Guide Reps to Sales Success Innovation steps in where sales training leaves off. |
CRM
August 7, 2012
Kelly Liyakasa |
Companies Expect Big Data to Significantly Impact Sales Many feel access to a variety of data sources can also mean missed opportunities, report finds. |
Entrepreneur
March 2004
Kimberly L. McCall |
Trump Card Could adopting a straight-commission system be a good bet for your business? |
Inc.
September 1, 2009
Hofman & Joyner |
A Sales Force Built Around Cold Calling To thrive in a recession, the sales force at iCore Networks focuses on cold calling |
Investment Advisor
June 2010
Thomas D. Giachetti |
Independence's Issues There are four main challenges faced these days by independent broker/dealers. |
