April 28, 2020 Comments Closed

For those who hate “selling” themselves

Posted by:CLIFTON WARREN

Guest Post by Jason Leister If you hate selling yourself, then maybe today is the day to ask yourself WHY. What if it’s not actually selling that you hate, but the definition of selling that you’ve accepted that is keeping you from embracing the act? What would it take to catapult “selling” from its current…

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April 9, 2020 Comments Closed

Insurance Brokers: It’s Time to Protect Your Revenue

Posted by:CLIFTON WARREN

The assistance package announced by the major Australian insurers to assist SME customers impacted by COVID 19 will impact your revenue and cash flow. The finer details are still being ironed out between the brokering industry, insures, and regulators. However, there several pro-active things you can and should be doing today to help protect your…

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April 1, 2020 Comments Closed

How to Manage Your Clients, Prospects, and Sales During a Crisis

Posted by:CLIFTON WARREN

The coronavirus crisis is impacting workplaces and rapidly changing the way to manage client and prospect relationships. In this webinar you will learn ideas not just to sustain, but to actually grow your business, during the restrictions caused by the coronavirus: Including how to:  Manage your existing client relationships virtually Develop and nurture prospect relationships virtually Create and manage your…

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March 31, 2020 Comments Closed

Five Mistakes to Avoid When You’re Forced to Work from Home

Posted by:CLIFTON WARREN

As businesses everywhere roll out mandatory work from home policies, amid the spread of COVID-19, it’s realistic to assume that, for many, working from home will be the new normal for quite a while. For many professionals, working from home means figuring out how to get things done in a new environment – one that…

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March 1, 2020 Comments Closed

Pro Active Referral Marketing

Posted by:CLIFTON WARREN

The fundamentals of marketing and growing a business, getting in front of the right people, and building trusting relationships have not changed. Professionals and businesses who do this on a consistent basis are able to build a thriving business, regardless of the market conditions. Case Study After 9/11 the travel industry went into a downturn,…

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February 4, 2020 Comments Closed

Do You Have a First-Rate Marketing System? 

Posted by:CLIFTON WARREN

Organising your information is as important as the time you spend gaining an understanding of your market. Your market intelligence information is an important part of your firm’s equity. A first-rate marketing information system organizes your marketing and sales knowledge and becomes the central processing unit for all of your marketing activities. It helps you…

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December 31, 2019 Comments Closed

Focus + Accountability = Growth

Posted by:CLIFTON WARREN

“Accountability separates the wishers in life from the action-takers that care enough about their future to account for their daily actions” John Di Lemme As another year begins, many professionals are focusing their efforts on setting new business goals, or perhaps re-evaluating existing ones. Focusing on a task is easy; sustaining it over the longer…

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December 20, 2019 Comments Closed

Do I really need a full-time sales manager?

Posted by:CLIFTON WARREN

The answer to this question is probably not. Consider these statistics: Most sales managers are unable to control over 80% of the metrics they are held accountable for Approximately 66% of sales people miss their quota Only 46% say their pipeline is accurate. Someone must be in charge, of course, but it doesn’t have to…

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December 4, 2019 Comments Closed

Top Seven Mistakes Every Sales Leader Should Avoid

Posted by:CLIFTON WARREN

“A team is only as strong as its weakest link” Mark Gray Do you remember The Weakest Link? It was a television quiz show featuring a team of nine contestants. They would take turns to answer general knowledge questions, within a time limit, to create a ‘chain’ of nine correct answers in a row. At…

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November 5, 2019 Comments Closed

Six things you can learn from tow-truck drivers: it’s all in the numbers

Posted by:CLIFTON WARREN

I live on a busy street in East Melbourne near the CBD (downtown area). To make sure the traffic flows smoothly during peak hours there are clearway zones; cars are prohibited from parking between 7:00 am and 9:30 am, Monday to Friday. Between 4:30 pm and 6:30 pm, the same restriction applies to the other…

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