Wendy Keneipp

Putting the sales process in perspective and getting these steps right will improve your business, says Wendy Keneipp.

For communication to be successful, it has to be the right message, delivered to the right audience, says Wendy Keneipp.

Marketing has changed and benefit advisers must learn the new rules, says Q4intelligence’s Wendy Keneipp.

Commentary: Limiting thinking to what we already know only allows us to do what we already know.

Commentary: It will be the single most critical contributor to agency success, says columnist Wendy Keneipp.

Commentary: If you listen to your clients — and I mean really listen to what they’re saying and not saying — you’ll know exactly what they need and what they’re willing to spend money on, says columnist Wendy Keneipp.

Commentary: Statistics show this is an industry that doesn’t believe in social selling. Too many agencies are not meeting goals at the same time they are rejecting social selling business practices.

Commentary: Our focus on each item that comes along in the employee-employer relationship blinds us to the bigger picture issues.

Commentary: As you grow and hone your craft, you should feel the privilege and obligation to limit those who get your attention, for your own benefit as well as the clients’, says columnist Wendy Keneipp.

Commentary: Your internal work environment may be holding you back from attracting top people and creating exceptional new experiences for clients. The definition of “work” is changing as quickly as technology emerges and millennials enter the workforce, moving into spheres of influence. None of us, including clients, are limited by a single idea of work and we need to re-imagine it altogether.