You’re a Business-to-Business (B2B) sales rep. You do well. You make a solid living. You work for a reputable company. You sell a quality product or service. You like your boss and colleagues. You’re comfortable in a great sales JOB. Now you’re on summer vacation. Alone with your thoughts. Maybe a cocktail. Questions float up… Continue Reading
Commercial Insurance Broker
Family Feud: Insurance Edition
Name something a new commercial insurance producer NEVER says. Top 10 answers are on the board. Survey says… 1. “Getting started as commercial producer is way easier than I thought it would be.” 2. “It’s so easy to get appointments with business owners because they love to talk about insurance and meet with new insurance… Continue Reading
Your Product = TRUST
Selling business insurance is like selling any other Business-to-Business (B2B) product. Payroll, software, technology, medical devices, advertising, food, uniforms, etc. That’s what many B2B sales people tell me. Same sale, different product. Commercial insurance brokers do sell insurance policies. To business owners and C-level buyers. So, yes, business insurance is a product sale in that… Continue Reading
Hire Slow, Fire Fast? Yes, You Will.
“We hire slow and fire fast.” I cringe when commercial insurance brokers say this about new sales people (producers). My reply to this tired cliché: “Yes, I’m sure you will.” “Hire slow, fire fast” becomes a self-fulfilling prophecy. The “fire fast” part suggests your firm is arbitrary and trigger-happy. Granted, not everybody will make it… Continue Reading
How to Find New Service Employees
At The CIB Group we help commercial insurance brokers to recruit new sales people. From Business-to-Business (B2B) sales outside of insurance. Our clients ask us to help recruit new service people too. We don’t do that recruiting work. Not our niche. We stick to recruiting B2B sales people to become commercial producers. We offer advice… Continue Reading