Sales

Move a broker’s value proposition beyond the renewal, and provide strategy around the medical and benefits plan that positions them as a strategic adviser and not a mere vendor, says consultant Nelson Griswold.

Looking for a new benefits specialist takes preparation and focus, says adviser Jack Kwicien.

Focusing on a shared vision and building the culture of a brokerage will naturally lead to a better product, says columnist Wendy Keneipp.

Account management teams should be completely in sync with sales teams through the entire client relationship.

Employers recalling a less-than-perfect renewal experience are often eager for change, says Dynamis’s Andy Nunemaker.

Carriers are using their brokers to control their agenda based on what they need to sell, says adviser Suzy Johnson.

Many brokers say they never lost a client to Namely or similar companies — what they don’t know is how many prospects they lost to these firms.

Start the year out right with smart, aggressive goals that will motivate your team and transform your business.

From tech firm CEOs to brokers and HR professionals, these industry innovators will help shape the coming year as trends emerge and a new administration takes office.

Eliminate common objections from prospects’ vocabulary through adviser Eric Silverman’s ‘proven system.’

Brokers don’t realize marketing directly influences buyers and the selling process, says consultant Wendy Keneipp.

Employee Benefit Adviser, in partnership with business intelligence data analytics firm miEdge, presents the 2016 list of the top employee benefit brokerages in the country, ranked exclusively on health and welfare revenue. Revealed in descending order, the listing is based on Form 5500 reporting data as of Aug. 31.

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

Employee Benefit Adviser, in partnership with business intelligence data analytics firm miEdge, presents the 2016 list of the top employee benefit brokerages in the country, ranked exclusively on health and welfare revenue. Revealed in descending order, the listing is based on Form 5500 reporting data as of Aug. 31.

Advisers who want to bring in new clients should make their homepage priority No. 1, says HealthJoy’s Rick Ramos.

By acquiring LinkedIn, the software giant hopes to help salespeople zoom in on their prospects.

Steady ascent for advising firms could be bolstered further by Trump presidency.

The holiday season is the ideal time to plan out the future of your business, says columnist Jack Kwicien.

By following these best practices, brokers illustrate a consistent path for how they operate and what to expect from professional service, says adviser Eric Silverman.

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