Are you sharing the same messages today that you were sharing a year ago with your clients? Are you approaching them with the same value propositions, teaching them the same things, or providing them with the same insights today as you were a year ago?
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Recently, a Canadian colleague of mine needed to travel out-of-country and wanted to purchase medical coverage for COVID-19. I happily referred her to my business insurance broker. But what happened next sure did not go the way either of us had expected.
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I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated account planning process.
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