Sales and Marketing

Commentary: As part of columnist Mel Schlesinger’s sales system that cannot fail series, he discusses how to have a sales value proposition that is different from competitors and opens doors at all times of the year.

Commentary: Blogger John Graham helps benefit brokers and advisers unlearn some of the worst sayings business people tend to tell themselves.

Benefit brokers should be turning their sights to the capabilities of health care data to improve employer clients’ employees’ health. There are doctors asking for even more potential from computer algorithms to interpret such data and could provide a glimpse into the future.

While one of the most talked about rising employee benefits, brokers vary in their approach to offering this trend because of the realities of use, cost and profit.

Industry experts say that while unlikely, the historically stable product line may have the potential for price changes as its sales continue to rise.

Commentary: The Japanese have a business philosophy called the keiretsu. Find out how it could improve the way you operate.

Industry groups hope the broker licensing bill will be attached to another insurance law that should go through Congress soon, but lawmakers aren’t confirming anything right now.

Benefit insiders predict a steep decline in small business group health insurance sales in the coming years, which could prove harmful for many independent brokers and agents.

Commentary: Break through the mold of using the usual benefit adviser website model. Blogger Wendy Keneipp walks you through the mistakes and fixes for a better sell on the World Wide Web.

After the exchange board moved this week to switch their state-run marketplace to the Feds’ model, brokers were cautiously optimistic about the next step because the last open enrollment experience was a “nightmare” and “fiasco.”