Sales and marketing

Stale offerings that no one actually uses won’t move the needle on talent management, but earmarking an allowance for expanded options will spark interest and manage costs.

Advisers who are ready to get serious about their prospecting and marketing efforts are probably ready to consider a separate system to help manage those activities.

Landing a prospective customer is a lot like dating. Remember that patience in growing relationships is the key to lasting success.

Enhancements in decision support tools, e-enrollment and more are coming, The Standards’ Kevin McNamara says.

Brian Kost of Standard Insurance Co. guides the way to avoiding the pitfalls of implementing a new hardship plan.

Boost enrollment participation and next generation recruiting simultaneously with Snapchat, says adviser Eric Silverman.

These perks encourage employees to stay with one employer for a longer time span, says Chegg's Tracy Clemente at EBN's Benefits Forum & Expo.

These perks encourage employees to stay with one employer for a longer time span, says Chegg's Tracy Clemente at EBA's Workplace Benefits Summit in Nashville, Tenn.

OneDigital has grown from a small start-up to a $150M firm by segmenting customers and doing more with less.

In this business and political climate, columnist Jack Kwicien says to think more holistically about your client’s benefits program.

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

Brian Kost of Standard Insurance Co. guides the way to avoiding the pitfalls of implementing a new hardship plan.

Partnership seeks to breathe life into sluggish long-term care marketplace.

Consultant Anthony Cellucci offers questions to think about when choosing a partner.

In this business and political climate, columnist Jack Kwicien says to think more holistically about your client’s benefits program.

Like little hinges that swing big doors, Nelson Griswold suggests highlighting incremental differences that have a disproportionately positive impact.

Are agents ready to sell what clients want? Rhonda Marcucci discusses her company’s new training.

Short-sighted decision-making from the leadership team is frustrating, says columnist Wendy Keneipp. Here's how to overcome that.

Paying for a funeral is never cheap and basic life insurance coverage may not cover the whole bill.

Avoid wasting time and money by evaluating potential candidates and selecting the best brokers from the start, says Randy Schwantz.