The Alan Katz Group, partnering with Steve Miller, PhD of Miller Marketing Insights, led a study aimed at identifying the behaviors, attitudes and work processes shared by successful sales professions that distinguish them from their less successful competitors. The goal of the Trailblazed Sales Project was to identify and describe the elements leading to sales success so other sales professionals can adapt them into their own practices.
The study focused on health insurance agents specializing in individual, small group and senior product lines. These subjects were selected for two reasons. First, the project was underwritten by several of the nation's leading health plans. Second, and more significantly, by law and regulation, health insurance agents active in these markets sell the same benefit plans for the same price. What separates success and failure in these markets is what the agents do, not what they sell or what gimmicks they deploy. And what they do is applicable -- and teachable -- to any sales professional.
The study's findings and advice on implementing them is summarized in presentations and workshops available through the Alan Katz Group and on the Trailblazed Sales Project web site.