YOUNG PROFESSIONALS Four principles to overcome adversity and press through with your sales career Toward the end of 2016, I polled my networks of young professionals to find out what topics they would like to read about. “Sales” showed up more than once; in fact, it appeared several times. Similar to last month’s feature, this topic reminded me of a continuing education course I attended at the Big “I” Indiana
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Technology Built on the Salesforce.com platform, TechCanary supports sales and service for all lines of business When you want to know if the air in a coal mine is breathable, you send a canary down the shaft. If the canary flies back up, all is good. If not, well … you get the picture. It was this time-honored practice that inspired Reid Holzworth to choose the name TechCanary for his
Outsider’s assessments cast an interesting light on the attractions and challenges of the insurance profession It’s no secret that the insurance industry has been aging for years and is nearing crisis level. According to a study conducted by McKinsey & Company, a worldwide management consulting firm based in New York City, 25% of insurance professionals will retire by 2018. The result will be a serious talent gap if something isn’t
LEADERSHIP Six steps to setting goals and executing a plan to achieve them You run your business with purpose—don’t you? What is your purpose? What factors did you consider when establishing it? Is it meaningful in light of today’s business realities? As a leader, have you clearly articulated your purpose to yourself and your employees? Do your words and actions align with your purpose? Creating a purpose isn’t a one-time
Market at a turning point as consolidation continues How’s this for a play on words?: Agents and brokers who specialize in selling medical professional liability (MPL) insurance may have to start focusing on selling professional liability insurance to medical practitioners. This observation is more than semantic jiu-jitsu, as consolidation among healthcare providers has contributed to a decline in premium and profitability for MPL coverage since the mid-2000s. At the same
