Sales and Marketing

More than ever, sales teams are struggling with unqualified leads, missed sales goals and lost opportunities. And increasingly, company and sales leaders are turning to coaching as a solution.

Agencies have always worked hard to connect with customers. But while local papers and Yellow Pages advertisements were once naturals for a paid presence, more customers are now engaging online—and on Facebook in particular.

Lawley celebrated its 60th anniversary with a rebrand. After adding a Connecticut office to its eight locations in New York and New Jersey, leaders of the third-generation family agency felt it was time to position the business more consistently—as a nich

It might be a rarity in the independent agency sales culture, but shifting from a solo to group mindset can really pay off. Here’s why two may be better than one.

Truly exceptional sellers—the mythical 20 in the 80/20 rule—go deeper, driven to experiment and, as a result, continuously extend their skills.

Blogs can take a number of forms, but a simple list is one of the most popular and readable blog formats. The listicle concept gives independent agents a number of ways to dish out information to their clients.

Sun Insurance Services of Orlando may be modest in size, but its in-house publishing operation has cemented its place in the Central Florida market.

Keep an eye on the pickup truck of independent agent Ryan Teubner. He’s from good Oklahoma stock and making an impact on the Oklahoma Young Agent Committee as its chair and InVEST® as a national board member.

Birds of a feather flock together, right? People committed to your hometown are drawn to others who feel the same—the very reason local marketing can prove incredibly powerful.

Most Insurance in Tampa, Florida commits 10% of revenue to customer and prospect marketing—at least five times that of the typical Big “I” Best Practices agency.