John Graham

Knowing your message and strategy are the cornerstones of an effective campaign, according to consultant John Graham.

Sales expert John Graham shares five communication and personal development skills that make for a standout producer.

A chip on the shoulder or always playing it safe will stop career advancement in its tracks, says sales consultant John Graham.

What causes potentially good producers to fail has little to do with skill, says consultant John Graham.

Skilled problem solvers use this practice to analyze workplace performance and improve creativity, says sales strategist John Graham.

Knowing where to focus is the key to successful selling in the benefits business, according to John Graham.

It’s in a broker’s best interest to align their performance with employer expectations, says John Graham.

Commentary: As most salespeople know, moving forward is tough, but changing behavior can help knock down obstacles. Here are eight ideas to get the wheels moving in the right direction.

Commentary: To avoid turning employers off, focus on the “1%,” the essence of the client’s message, says John Graham.

Commentary: Whether we call ourselves consultants, relationship managers, advisers, producers or anything else that tends to disguise our objective, we’re salespeople.