| November 29, 2017 | Comments Closed |
80/20 Rule and The Rule of Three
It’s wintertime in North America and right in the middle of the American football (Gridiron) season. Football’s a game I used to play and still love to watch. A typical national football league (NFL) team has a playbook containing hundreds of different plays, for offence and defence. Even so, most teams in the NFL adhere…
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| November 26, 2017 | Comments Closed |
My Book Is One of The Best Content Marketing Books of 2017
My book “Financial Services Sales Handbook: A Professional Guide to Becoming a Top Producer” has been selected by the Content Market Institute as one of the best content marketing books of 2017. Article author Roger C. Parker says “Clifton Warren’s book provides a template for you to adapt your existing content marketing knowledge to establish…
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| November 2, 2017 | Comments Closed |
How to Eliminate Ready, Aim, Aim and Aim Syndrome
“I’ve discovered that the failure of strategies is most often not the result of poorly conceived strategies but rather the result of poor implementation.” Alan Weiss I recently received a phone call from the director of a mid-size financial services firm who was frustrated with the low growth performance of her business. “Every year we…
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| October 1, 2017 | Comments Closed |
Niche Marketing: 7 Ways to Expand Your Marketplace and Drive Growth
Is yours one of the many financial services businesses that try to be all things to all people? Or are you perhaps looking for a better way to invest your time, resources and marketing dollars? Niche, or specialist, marketing offers a better approach for financial service businesses looking for proven ways to attract new clients…
Read MoreSales Plans: How to Prepare Them and How to Profit From Them
In a new webinar on October 6, Clifton Warren will walk participants through the fundamentals of developing and executing sales plans to achieve effortless organic growth. Register For Our Free Webinar You will learn: 6 step framework for developing an effective sale plan How to convert plans into measurable goals Key sales metrics to monitor…
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| September 22, 2017 | Comments Closed |
Prospecting Your Biggest Headache or Greatest Opportunity?
“You earn 90% of your commission for finding the person and 10% commission for selling them.” Walter J. Shields Prospecting for new business is a never-ending job, the lifeblood of any successful business. You may be able to delegate other activities but not prospecting. Prospecting is the most important part of the sales process. Depending…
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| September 15, 2017 | Comments Closed |
Niche Marketing: 7 Ways to Expand Your Market
Are you looking for a better way to invest your time, resources and marketing dollars? Niche marketing offers a better approach for financial service firms looking for proven ways to attract new clients and increase revenues. Niche marketing permits even small players to become dominant players in their chosen markets– even against large competitors! Here are…
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| September 10, 2017 | Comments Closed |
3 Methods Top Sales Leaders Use to Drive Sales Growth
Successful sales leaders understand that the quality of their producers (those responsible for acquiring new clients and retaining existing ones) are the face of the business to clients and prospects and the only real differentiator in the marketplace. Successful sales leaders focus on two objectives, improving retention rates and boosting new business performance. Here are…
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| August 30, 2017 | Comments Closed |
Activity Equals Results
The #1 cause of poor performance and results is poor activity. Top performers spend 70% of their available time on sales-related activities – which means soliciting for new business and servicing their category A and B clients. Average performers, on the other hand, do just the reverse. They spend 80% of their time on low…
Read MoreHow Top Performers Spend Their Time
A study of top performers showed they spend 70% of their available time on sales related activities as follows: 32% Soliciting new business 43% Servicing existing clients 8% Professional development and training 16% Administration and management Average performers, spend less than 30% of their available time on sales related activities and up to 70% on…
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