Raising the Bar

“People must be viewed as one of your prime resources.’” — Peter Drucker On a recent visit to a large lender, I had an interesting conversation with a manager who is new to our industry. Her first impressions? That the sales people need to be a lot more professional. Her opinion underscores a critical issue […]

What Customers Really Want

“By definition, the customer buys the satisfaction of a want. He buys value.’” — Peter Drucker Today’s customer has more choices and access to practically unlimited amounts of information due to the Internet and technology. While selling is undoubtedly more challenging than it was in years past, research indicates that what consumers expect from a […]

Planning for Success in 2011

“Confront the major problems facing your organization. Gather support for taking the steps necessary to solve them.’” — Peter Drucker If industry forecasts are any indication, 2011 promises to be just as challenging as 2010 for people in financial sales. Now is the time to make sure you have the elements in place to succeed […]