Sales & Marketing Discipline

  • Posted on June 25, 2017
  • by John Scranton

BusinessEvery great company has a key defining concept.  Something that is woven into the fabric of people, products and culture.  For example, 3M strives to use innovative technology and imagination to improve the daily lives of people (  This concept becomes obvious when reviewing their history and how the company operates each day.  The immense challenge for businesses who want to achieve tremendous success like 3M, is to define that key concept – and then to make all decisions in alignment with that concept.

Successful sales cultures are often built the same way.  A truly honest assessment of how your sales time is spent, and the associated results, can be a very enlightening exercise.  Who is your best client or customer?  How did you find them?  How much of your time are you spending trying to repeat that same process?  How much time are you wasting with less productive initiatives or people who are less likely to buy?

Here are a few steps to help you complete this exercise:

  1. Define your Idea Prospect – Use your best customer as an example.  Who are they?  How big are they?  What does their industry and client base look like?
  2. Determine your Most Effective Marketing Tools – What marketing initiatives provide the best results?  Where do your closes come from?  What is producing the right kind of prospects?
  3. Refine your Marketing Plan– Once the above two items are clearly and honestly defined, make sure your marketing plan is directed at repeating the process.  Refine the plan so that it is accurately aligned with your findings.
  4. Stop doing Everything Else – This is a hard one.  But to achieve the 3M type of success mentioned earlier, it is required.  Throw away everything else that does not fit, and only spend time pursuing your best prospects and executing your most effective marketing campaigns.

It sounds simple, but if it was easy everyone would already be doing it – maintain focus on your best prospects and best marketing channels.  As your discipline to this concept increases, your results will improve dramatically.

Originally Posted on September 20, 2010 by John Scranton

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Posted in: Insurance Agency Marketing, Insurance Agency Marketing Plan, Sales
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Trucking Agency Marketing & Lead Generation Workshops

  • Posted on January 6, 2017
  • by John Scranton

Truck Insurance LeadsStartUpSelling’s insurance agency marketing team is now providing complimentary one-to-one Insurance Agency Marketing Workshops to select trucking agencies during Q1. This is a unique opportunity to receive expert marketing and lead generation feedback, share ideas about top line growth for 2016, and learn how to develop a more effective trucking agency marketing and lead gen program. StartUpSelling’s senior team has worked with dozens of trucking agencies to develop highly successful programs targeting fleets of all sizes. Here are the details:

Who Should Attend?

Trucking Agency Principals, C Level Executives, VP Level Executives & Marketing Executives from agencies with $1+ million in commission revenue (up to 5 of your team members can attend).

How Will This Workshop Be Conducted?

Workshops will be conducted via a 30-45 minute web meeting.  This is a one-to-one meeting between our agency marketing team and your agency executives and marketers.

What Will We Discuss?

Anything relating to your marketing and trucking lead initiatives. Examples include a review of your agency:

  • Email Marketing Strategy
  • Lead Generation Strategy
  • Appointment Setting/Leads
  • Website/Value Proposition
  • Prospect List Generation
  • Blog & Content Strategy
  • Webinar Topics & Speakers
  • Collateral & Brochures

To reserve your slot, call (518) 222-6392 or click here.

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Posted in: Insurance Agency Lead Generation, Insurance Agency Leads, Insurance Agency Marketing, Insurance Agency Marketing Plan
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