We’ve all hear this old saw: “time kills all deals”. Whoever said it first had to be in sales, for sure. I suspect it might have been a recruiter. Those of us in recruiting (or its new, much fancier moniker: “talent acquisition”) know that URGENCY is a clear and obvious – if not THE –… Continue Reading
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Early Tells Your New Producer is Failing
Folks have asked me: How early can you know a new producer is failing? Are there are any tells? Tells definition: plural noun: (especially in poker) an unconscious action that is thought to betray an attempted deception. To answer the question, here’s a list of 10 early tells that a new producer is failing. These… Continue Reading
Business-to-Business (B2B) Salespeople: Refresh Your LinkedIn Profile
Recruiting Business-to-Business (B2B) salespeople and scouring through a few thousand LinkedIn profiles every year, I can’t spend much time reviewing your profile. I scan your LI profile and make a snap judgement about whether you are a top sales achiever. B2B Salesperson LinkedIn Checklist Here’s a 7-point checklist for B2B salespeople to make sure your… Continue Reading
90-Day Producer Plan
If you’re a commercial insurance broker (producer) struggling or dissatisfied with your prospect pipeline — or you manage someone in this situation — it’s a great time for a reboot. As in, let’s get going NOW in a better direction before 2018 gets away. For most producers, the prospecting well runs dry periodically. I’ve never… Continue Reading
9-Step Producer Search Process
Commercial insurance agent/brokers often ask HOW our firm, The CIB Group, recruits new producers. Here’s a flyover of our 9-step professional search process. Recruiter meets with the client hiring manager to prepare the Success Profile; then creates a unique marketing campaign and candidate sourcing strategy. Full scale recruitment marketing campaign is launched; recruiter sources Business-to-Business… Continue Reading