Andy NearyI help insurance professionals turn brand awareness into business growth.

Here’s a sales lesson that should give you some confidence the 2nd half of the year. #salestraining

5 Jul 2023 · 0 min

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Andy Neary (speaker) advises salespeople to hit goals by focusing on quality over quantity: you need fewer wins than you think if your pipeline contains high-quality prospects. He recommends positioning services as exclusive and borrowing marketing strategies from other industries, an approach that led to founding Complete Game consulting.

For you to hit your sales goals this year, for you to have an amazing year. How many wins do you need?
And the answer is a lot less than you think.
Stop trying to be all things to all people. Start selling your services almost like it's an exclusive thing. I would much rather have less prospects in my pipeline if they're all of high quality versus a ton of prospects in my pipeline if 3/4 of them are crap. Every marketing and sales strategy I have leveraged that has actually worked and helped me change my career for the better. I learned from outside the industry. The reason Complete Game consulting actually exists is because I went outside the industry to see how the other markets, other industries utilized marketing. And I brought those concepts and philosophies into the insurance industry. And lo and behold, they worked. It's why I brought.