Medicare Blog | Medicare News | Medicare Information

Baby Boomers Will Become Sicker Seniors Than Earlier Generations

Posted by www.psmbrokerage.com Admin on Thu, May 26, 2016 @ 12:50 PM


The next generation of senior citizens will be sicker and costlier to the health care system over the next 14 years than previous generations, according to a new report from the United Health Foundation.

The report looks at the current health status of people ages 50 to 64 and compares them to the same ages in 1999.

The upshot? There will be about 55 percent more senior citizens who have diabetes than there are today, and about 25 percent more who are obese. Overall, the report says that the next generation of seniors will be 9 percent less likely to say they have good or excellent overall health.

That's bad news for baby boomers. Health care costs for people with diabetes are about 2.5 times higher than for those without, according to the study.

It's also bad news for taxpayers.

"The dramatic increase has serious implications for the long-term health of those individuals and for the finances of our nation," says Rhonda Randall, a senior adviser to the United Health Foundation and chief medical officer at UnitedHealthcare Retiree Solutions, which sells Medicare Advantage plans.

Most of the costs will be borne by Medicare, the government-run health care system for seniors, and by extension, taxpayers.

Some states will be harder hit than others. Colorado, for example, can expect the numbers of older people with diabetes to increase by 138 percent by 2030, while Arizona will see its population of obese people over 65 grow by 90 percent.

There is some good news in the report, too.

People who are now between 65 and 80 years old have seen their overall health improve compared to three years ago. And people who are aging into the senior community are far less likely to smoke than earlier generations.

"Some of these trends are very good and in the right direction," Randall tells Shots.

She says the decrease in smoking shows that it's possible to change health behaviors, noting that doctors, public health professionals and policymakers used a variety of strategies simultaneously to reduce smoking.

"That's a good model for what we need to look at to tackle the epidemic of diabetes and the big concern we have around obesity," she says.

The study also ranked states on the health of their current senior populations. Massachusetts topped the list, jumping to No. 1 from the No. 6 ranking it had the last time the rankings were calculated. Vermont slipped to No. 2. Louisiana is the least healthy state for older adults.


Click on the link below to read the full article.

Source: http://www.npr.org/sections/health-shots/2016/05/25/479359856/baby-boomers-will-become-sicker-seniors-than-earlier-generations
Image courtesy of Freepik

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Medicare Advantage 2016 Spotlight: Enrollment Market Update

Posted by www.psmbrokerage.com Admin on Thu, May 19, 2016 @ 09:32 AM


The number and share of Medicare beneficiaries enrolled in Medicare Advantage has steadily climbed over the past decade, and this trend in enrollment growth is continuing in 2016. The growth in enrollment has occurred despite reductions in payments to plans enacted by the Affordable Care Act of 2010 (ACA).1 As of 2016, the payment reductions have been fully phased-in in 78 percent of counties, accounting for 70 percent of beneficiaries and 68 percent of Medicare Advantage enrollees.

This Data Spotlight reviews national and state-level Medicare Advantage enrollment trends as of March 2016 and examines variations in enrollment by plan type and firm. It analyzes the most recent data on premiums, out-of-pocket limits, Part D cost sharing, and plans’ quality ratings. Key findings include:

  • Medicare Advantage enrollment has increased in virtually all states over the past year. Almost one in three people on Medicare (31% or 17.6 million beneficiaries) is enrolled in a Medicare Advantage plan in 2016 (Figure 1). The penetration rate exceeds 40 percent in 5 states.


  • Over 3 million enrollees (18%) are in a group plan in 2016.
  • UnitedHealthcare and Humana together account for 39 percent of enrollment in 2016; enrollment continues to be highly concentrated among a handful of firms, both nationally and in local markets. If Aetna acquired Humana with no divestitures in 2016, the combined firm would account for 25 percent of Medicare Advantage enrollees nationwide.
  • On average, premiums paid by enrollees were relatively constant between 2015 and 2016 ($37 per month in 2016 versus $38 per month in 2015), although premiums vary widely across states, counties, and plan types.
  • Medicare Advantage plans, unlike traditional Medicare, are required to provide an out-of-pocket limit (not to exceed $6,700) for services covered under Parts A and B. In 2016, the average enrollee had an out-of-pocket limit of $5,223 – nearly $1,000 higher than it was in 2011 ($4,313). More than one-third of all enrollees in Medicare Advantage prescription drug plans in 2016 (37%) are in plans with limits at the maximum.

Overall Trends in Enrollment


In 2016, 17.6 million beneficiaries – 31 percent of the Medicare population – are enrolled in a Medicare Advantage plan (Figure 2). Total Medicare Advantage enrollment grew by about 0.9 million beneficiaries, or 5 percent, between 2015 and 2016. Although this is a slower rate of growth in percentage terms than any year since 2006, the growth reflects the ongoing expansion of the position Medicare Advantage plays in the Medicare program. The growth in Medicare Advantage enrollment reflects both the influence of seniors aging on to Medicare as well as small shifts in the larger pool of beneficiaries in traditional Medicare switching to Medicare Advantage plans.



As has been the case each year since 2007, about two-thirds (64%) of Medicare Advantage enrollees are in HMOs in 2016 (Figure 3). Almost one-third of enrollees are in PPOs – with more in local PPOs (23%) than regional PPOs (7%) – and the remainder are in Private Fee-For Service (PFFS) plans (1%) and other types of plans (4%), including cost plans and Medicare Medical Savings Accounts (MSAs)


  • Enrollment in HMOs increased by 0.6 million to 11.3 million beneficiaries in 2016 (Figure 4 and Table A1).


  • Enrollment in local PPOs and regional PPOs increased by 0.1 million each, with 4.1 million beneficiaries in local PPOs and 1.3 million beneficiaries in regional PPOs 2016.

A key difference between an HMO and a PPO is that the latter provides enrollees with more flexibility to see providers outside of the plan’s provider network. Local PPOs, like HMOs, are required to serve areas no smaller than a county, whereas regional PPOs are required to serve areas defined by one or more states with a uniform benefit package across the service area.

  • PFFS Plans. Enrollment in PFFS plans (0.2 million) has slowly declined since MIPPA of 2008 required PFFS plans in most parts of the country to have networks of providers, and today, about 1 percent of all Medicare Advantage enrollees are in these plans. Among PFFS plan enrollees, 26 percent are in counties in which PFFS plans are exempted from network requirements


In 2016, enrollment increased in all states in 2015, with the exception of Ohio where enrollment declined by 8 percent, in large part to the Ohio Public Employees Retirement System pulling out of the Medicare Advantage group market and ceasing to sponsor a Medicare Advantage plan (Table 1). In 9 states (DE, IA, MD, ME, MS, MT, ND, NH, and SD) and the District of Columbia, enrollment increased by more than 10 percent – double the national average – including four states (DE, IA, ND, and NH) in which enrollment increased by more than 20 percent. All of these states have Medicare Advantage penetration rates far below the national average with relatively few enrollees and their growth rates are sensitive to small changes in enrollment.


In 23 states, at least 30 percent of Medicare beneficiaries are enrolled in Medicare private plans, including 5 states (FL, HI, MN, OR, and PA) in which at least 40 percent of beneficiaries are enrolled in Medicare private plans (Figure 6). These five states account for 21 percent of all Medicare private plan enrollees. While Medicare Advantage enrollment is increasing in many states, Medicare Advantage enrollment continues to be very low (less than 10 percent of Medicare beneficiaries) in 6 states (AK, DE, MD, NH, VT, and WY). This variation reflects the history of managed care in the state, the uneven prevalence of employer-sponsored insurance for retirees, and growth strategies pursued by various Medicare Advantage sponsors, among other factors.


Within states, Medicare Advantage penetration varies across counties. For example, 44 percent of beneficiaries in Los Angeles County, California are enrolled in Medicare Advantage plans compared to only 11 percent of beneficiaries in Santa Cruz County, California.


Medicare Advantage enrollees are responsible for paying the Part B premium, in addition to any premium charged by the plan. The Medicare Advantage premium paid by enrollees reflects the difference between the plan’s costs of providing Part A and B benefits and any supplemental benefits offered, and the federal payment to the plan for Part A and B benefits. Plans receive a percentage of the difference between their bid and the maximum federal payment (known as a rebate) and are required to use this amount to offer extra benefits, reduce cost sharing, or reduce the Part B premium. If the plan includes the Medicare Part D prescription drug benefit, as most plans do, the plan may also use the rebate to reduce the Part D premium. This brief analyzes premiums for Medicare Advantage plans that offer prescription drug benefits (MA-PDs) because the vast majority (89%) of Medicare Advantage enrollees is in MA-PDs and Medicare Advantage enrollees who seek Part D prescription drug benefits are, for the most part, required to get them through their plan if the plan offers prescription drugs.


The average MA-PD enrollee pays a monthly premium of about $37 in 2016, about $1 per month (1%) less than in 2015 (Figure 7). 7 Actual premiums paid by enrollees vary widely, across and within counties, by plan type and other plan characteristics. Average premiums range from $28 per month for HMO enrollees to $63 per month for local PPOs and $76 per month for PFFS plan enrollees (Table A4). Since the ACA was enacted in 2010, average Medicare Advantage premiums paid by HMO enrollees and local PPO enrollees have decreased and average premiums paid by regional PPOs and PFFS enrollees have increased.



In 2016, as in prior years, most Medicare beneficiaries (81%) had a choice of at least one “zero premium” MA-PD8 plans that charge no additional premium for coverage, other than the monthly Part B premium. Between 2015 and 2016, the share of enrollees in zero premium MA-PDs remained relatively unchanged (48% in 2015 versus 49% in 2016), about the same share as in 2010 (Figure 8). Similar to prior years, a larger share of HMO enrollees is enrolled in zero premium plans (59%) than regional PPO enrollees (38%) or local PPO enrollees (22%). No zero premium PFFS plans were offered in 2015 or 2016 (Table A4).



Comparing premiums across states is complicated by the fact that premiums reflect many factors, including the underlying costs of care in a given county relative to the national average, the level of payments to Medicare Advantage plans in the area, and firms’ strategy about whether to use plans’ rebates to offer extra benefits, reduce cost-sharing, or lower premiums. Additionally, as previously discussed, premiums vary across plan types and enrollment by plan type varies across states.

Average monthly MA-PD premiums paid per enrollee range from $7 (Florida) to $138 (Minnesota, which is mainly cost rather than risk-based plans plans), relative to the $37 per month average premium in 2016 (Figure 9).9 Average monthly premiums exceed $70 in seven states: Hawaii, Massachusetts, Michigan, Minnesota, North Dakota ($123; not displayed in exhibit), Pennsylvania, and Idaho. In contrast, average monthly premiums are less than $20 in seven states: Arizona, Iowa, Florida, Louisiana, Missouri, Nevada, and Texas. (States with fewer than 50,000 Medicare Advantage enrollees are not displayed in the exhibit.)


Click on the link below to read the full article.

Source: http://kff.org/medicare/issue-brief/medicare-advantage-2016-spotlight-enrollment-market-update/
Image courtesy of Freepik

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8 TED Talks About Work/Life Balance That'll Change the Way You Think

Posted by www.psmbrokerage.com Admin on Mon, May 02, 2016 @ 03:19 PM


Everyone and their mother seems to have a strong opinion about work-life balance.

Some argue that balancing career and lifestyle is necessary for your overall happiness. Others argue that the concept of "balancing" your work and your life, which implies that the two are on par with one another, is plain old wrong. Still others argue the whole thing is completely imaginary and unrealistic, and that we're making ourselves unhappy by pursuing it in the first place.

But a lot of what we read about it in popular culture barely scratches the surface. There's a ton of cool, crazy research and science out there that's uncovered meaningful insights about work-life balance -- from how it affects our individual happiness and success to how it should affect the way companies are run.

Curious what the smartest people out there have to say about work-life balance? Check out these eight TED talks that dig in to the more unconventional and uncommonly useful advice when it comes to balancing career and lifestyle.

8 TED Talks About Work/Life Balance That'll Change the Way You Think

View videos here

Source: http://blog.hubspot.com/sales/work-life-balance-ted-talks

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2016 Medicare Supplement Conference Review

Posted by www.psmbrokerage.com Admin on Mon, May 02, 2016 @ 01:47 PM


The CSG Actuarial team attended the 2016 Medicare Supplement Insurance Summit in Kansas City, MO last week. Their actuaries had the opportunity to present on the status of the Medigap market, and trends they anticipate will impact the industry. Copies of their presentations are available for download below.

The Medigap Marketplace: Where are We Today, Trends to Watch for Tomorrow 

The Medigap Marketplace 2016

Doug Feekin, ASA, MAAA Principal & Consulting Actuary

Looking Ahead to 2020: Insights from an Actuarial Perspective

2016 Med Supp Conference: Looking Ahead to 2020

Andrew Ryba FSA, MAAA and Jared Strock FSA, MAAA

As an added benefit at this year’s conference, all sessions were filmed. In the coming weeks, recordings will be available online for free to all. Be sure to visit www.medicaresupp.org to see presentation details in the program, and watch for video sessions to be posted.

Source: https://www.csgactuarial.com/2016/04/2016-medicare-supplement-conference-review/
Image courtesy of Freepik

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Medicare Supplement Market Premium Grows 5.4% to $27.1 Billion

Posted by www.psmbrokerage.com Admin on Tue, Apr 26, 2016 @ 08:25 AM


CSG Actuarial has compiled information from the NAIC and other sources, and is reporting total earned premiums in the Medicare Supplement market in 2015 totaled $27.1 billion, a 5.4% increase over 2014.

A few other notes of interest:

The total Medicare Supplement lives covered in 2015 increased to almost 12.3 million, up 6.1% from 2014.



The top 10 carriers in terms of 2015 Medicare Supplement premiums were:

1.United Healthcare 2.Mutual of Omaha 3.Anthem 4.HCSC 5.Aetna 6.CNO Financial

7.BCBS of MA 8.Cigna 9.Wellmark 10.BCBS of FL

As shown below, the percentage of Medicare Supplement policyholders with Plans G and N continued to increase in 2015.


Source: https://www.csgactuarial.com/2016/04/medicare-supplement-market-premium-grows-5-4-to-27-1-billion

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Salespeople vs. the Internet: Who Is Winning?

Posted by www.psmbrokerage.com Admin on Tue, Apr 19, 2016 @ 03:48 PM


When the Internet exploded onto the scene in the late 20th century, we heard confident predictions from many experts that sales forces would soon become extinct. Buyers would no longer need (nor want) salespeople to educate and inform them — the Internet would perform these functions instead. And smart executives would not continue to employ these expensive order takers — online order forms would do that job just fine.

I guess those arguments made sense at the time, because other roles inside the corporation had already been automated or eliminated by technology. Factory workers, switchboard operators, bookkeepers, administrative pools — they’d all been replaced to some degree by automation. So it seemed completely reasonable that sales forces, too, would meet such a fate. Cost-cutting and headcount reductions would surely reach the sales team. It was just a matter of time.

Well, unfortunately for the doomsday prognosticators that hasn’t actually happened.

I was recently doing some research with the Sales Education Foundation, and I came across some interesting statistics. According to the U.S. Bureau of Labor Statistics, in 1999 there were 12,938,130 workers in sales and sales-related occupations the United States. Impressively, that number represented 10.2% of the total employed workforce.

In May of 2014 (the most recent data available), the BLS asserted that there were 14,248,470 such workers employed in the U.S. or 1,310,340 more than there were 15 years earlier. This total now accounts for 10.5% of the U.S. employed — a slight increase from 1999. Not only does the data not support a doomsday scenario for sales forces, salespeople are in fact holding their own in the workforce. So why has the Internet not replaced our salespeople?


“Rather than reduce the power of salespeople,
(the Internet) has made salespeople more powerful
than before.”

Jason Jordan | Partner, Vantage Point Performance


Because the Internet never became a foe of the sales force. Ironically, it became one of the sales force’s dearest friends. Rather than reduce the power of salespeople, it made salespeople more powerful than before. Internet-enabled CRM allowed salespeople to sell more efficiently and effectively anywhere in the world. LinkedIn, Twitter, and other social networks gave sellers unprecedented insights about their customers and prospects. The Internet created an entire industry of sales enablement tools that never existed before. In the end, the Internet stood with the sales force, not against it.

But more fundamentally, the doomsday criers dramatically underestimated the resilience of the sales force. I would argue that sales is the most in-tune and dynamic function inside any company. It feels shifts in the landscape before other parts of the organization, and it reacts to the marketplace the best. It has the strongest motive to succeed, and it adapts to change the fastest. In retrospect, it was a little naive to think sales forces would battle technology rather than embrace it. Sales forces welcomed the Internet with open arms.

The Internet has changed our world more than other any other technology in the 21st century; however, it doesn’t look like it will replace our salespeople. Companies still need them, and customers still want them. It turns out that sales forces are more than just walking, talking brochures and order forms — they add a lot of value. So how will the relationship between the Internet and the sales force evolve over the next 15 years?  I’m not sure, but I bet it makes our sales forces even better than they are now.

Source: https://www.salesforce.com/quotable/articles/salespeople-versus-the-internet

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Federal Regulators Release Medicare Advantage Payment Increase for 2017

Posted by www.psmbrokerage.com Admin on Tue, Apr 12, 2016 @ 03:39 PM


On April 4, the Centers for Medicare and Medicaid Services (CMS) released the final updates to the Medicare Advantage and Part D programs for 2017.  An article from Bloomberg on the same day summarizes the impacts of the increase across the industry.

The U.S. is raising payments to the insurers by 0.85 percent on average, according to a statement Monday from the Centers for Medicare and Medicaid Services, down from the 1.35 percent boost proposed in February. Payments to individual insurers can vary, because CMS gives individual plans quality bonuses and premiums are adjusted based on where enrollees live and how sick they are.

 The smaller increase gives less of an increase to top providers of Medicare Advantage plans such as UnitedHealth Group Inc. and Humana Inc. Other publicly traded insurers that are big providers of the private Medicare plans include Aetna Inc., Centene Corp., and WellCare Health Plans Inc. The U.S. raised rates by about 1.25 percent for this year, after a cut of about 4 percent in 2015. Medicare Advantage plans are run by private health insurers, and funded and regulated by the government.

Click here to read the Bloomberg article.

Click here to read the full release from CMS.

Source: https://www.csgactuarial.com/2016/04/federal-regulators-release-medicare-advantage-payment-increase-for-2017/

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Spring Is the Season of Opportunity—Don’t Waste It

Posted by www.psmbrokerage.com Admin on Fri, Apr 01, 2016 @ 09:56 AM


Everyone has to get good at one of two things: planting in the spring or begging in the fall.

I know the following things to be true: Life is about constant, predictable patterns of change. The only constant factor is our feelings and attitudes toward life. We have the power of attitude, and attitude determines choice, and choice determines results. You cannot change the seasons, but you can change yourself.

I am convinced that, as human beings, it is our natural destiny to grow, to succeed, to prosper and to find happiness while we are here. That we must make a constant and conscious effort to improve ourselves in the face of changing circumstances.

Let’s talk about spring. Spring is the season of activity and opportunity that follows the turbulence of winter. It’s the season for entering the fertile fields of life with seed, knowledge, commitment and a determined effort.

However, the mere arrival of spring is no sign that things are going to look good in the fall. You must do something with the spring. Everyone has to get good at one of two things: planting in the spring or begging in the fall. Take advantage of the day and the opportunities that spring can bring.

It is the promise of spring that as we sow, so shall we also reap. For every disciplined human effort, we will receive a multiple reward. For each cup planted, a bushel reaped. For every good idea given to another, many shall be given to us in return. For every act of love given, a life of love in return.

Just remember, it is a natural characteristic of springtime to present itself ever so briefly, or to lull us into inactivity with its bounteous beauty. Do not pause too long to soak in the aroma of the blossoming flowers, lest you awaken to find springtime gone with your seed still in your sack.

With the intelligence, wisdom and freedom of choice given to us as humans, exercise the discipline to plant in spite of the rocks, weeds or other obstacles before you. The rocks, weeds and thorns of the world cannot destroy all your seeds if you plant massively enough and intelligently enough.

Choose action, not rest. Choose truth, not fantasy. Choose a smile, not a frown. Choose love, not animosity. Choose the good in life in all things, and choose the opportunity as well as the chance to work when springtime smiles on your life.

Spring shows us that life is truly a constant beginning, a constant opportunity and a constant springtime. We need only to learn to look once again at life as we did as children, letting fascination and curiosity give us welcome cause to look for the miraculous hidden among the common.

Get busy quickly on your springs—your opportunities. There are just a handful of springs that have been handed to each of us. Life is brief, even at its longest. Whatever you are going to do with your life, get at it. Don’t just let the seasons pass by.

"Indecision is the thief of opportunity" - Jim Rohn

Source: http://www.success.com/article/rohn-spring-is-the-season-of-opportunity-dont-waste-it

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Stop Trying to Motivate People - It Won’t Work

Posted by www.psmbrokerage.com Admin on Mon, Mar 28, 2016 @ 08:52 AM


Stop Trying to Motivate People—It Won’t Work

Instead, find out what drives their behavior and tap into their personal motivators. Here’s how.

We all want to motivate someone. Parents struggle to motivate their kids. Wives try to motivate their husbands, and vice versa. And organizations attempt all the time to come up with something that will motivate their employees, from giving out company coffee mugs to bonuses.

But you can’t motivate another person.

Why? Because different people have different motivators. One person might be motivated most by the opportunity to contribute while a co-worker is motivated by the freedom to choose how to contribute.

What you can do, and what will bring lasting results, is figure out what already motivates a person and tap into that. But managers don’t often do this.

I once worked for a fancy resort and country club. Every time I would do something really well, my boss would give me a sleeve of very expensive golf balls. Guess what she forgot to ask me? “Do you play golf?”

One time I approached her and told her the CEO had given me great feedback about a leadership development session I offered. She condescendingly said to me, “Oh, Anne, he says that to everyone. But here are some golf balls. Great job, kiddo.” I am motivated by feedback, recognition and appreciation. She assumed that what would motivate her would motivate me, but she was wrong. So she didn’t motivate me—she completely deflated me.

Sometimes supervisors try to motivate employees with perks—“carrots” like a gift card, paid time off, a great parking spot. These might initially work, but people will start wanting and feeling entitled to more. And to continue improving performance, bigger and better incentives become unnecessarily mandatory.

Negative motivators are a go-to, too—“sticks” like fear of failure, fear of no respect, fear of losing money. Some people are able to motivate others in the short term by using the stick of fear, but it never lasts… and it never produces the best results.

The problem with all these motivators is that they wear off. The carrot and the stick are the old ways of “motivating others.” And they are the ones managers, parents and other would-be motivators usually try first.

Helping someone find the inner motivation to do something is really about personal leadership and influence. The true question is not, “How can I motivate someone?” It’s, “How do I create a climate that taps into what already motivates this person?”

My former golf ball-giving boss might not have understood this, but I recently coached a senior-level executive at a Fortune 100 company on how to do it right. She had been struggling with her team’s performance. While they were meeting the bare minimum, they rarely strived to achieve more. I asked how she currently approached motivation. She said that she gave them gift cards to restaurants. What she didn’t understand was that eating great food was what motivated her, but it might not be the case for her team.

Motivation happens one person at a time. So she began to invest time in building relationships with the people on her team and learned that while some craved opportunities for advancement, others sought paid time off and some just wanted more recognition for a job well done. When she took the time to identify what already motivated her staff, she was able to provide a climate that supported it.

It’s important to be aware of the most common motivators, too—ones that stick, that can spur people to work harder, take risks and change behaviors. People universally crave respect, peace of mind, success, recognition, financial stability, admiration and love.

Whatever situation you’re in, at work or at home, you’re more likely to get what you need and have win-win outcomes if you are able to understand both what motivates you and others. If you want to create an environment where people want to help you and do things for you, where they’re growing and improving, you have to find out what drives their behavior.

The bottom line is this: WIIFM, or What’s in it for me? And discovering this is the secret to motivation.

So how do you find out people’s WIIFM? Try these strategies:

  1. Pay attention:

If you pay attention to what people talk about, what they are interested in and what they focus on, you can often get a sense of what naturally motivates them.

  1. Ask:

It may seem fairly simple, but when was the last time you asked people what you could do to help them stay motivated?

  1. Figure out what de-motivates someone and stop doing it:

It’s not rocket science. If you know someone hates to be nagged, talk with them about the way they would like to be approached when there are things to do. If you know that someone gets embarrassed easily, make a concerted effort not to put the person in uncomfortable situations.

Source: http://www.success.com/article/stop-trying-to-motivate-people-it-wont-work

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25 Sales Prospecting Tips to Crush Your Next Call [Infographic]

Posted by www.psmbrokerage.com Admin on Tue, Mar 22, 2016 @ 12:07 PM


Prospecting doesn't tend to be sales reps' favorite part of their jobs, and if you rely on cold calling to generate leads, it's no wonder. Cold calls are awkward for the salesperson, annoying for the buyer, and unproductive for the business. There's really no upside.

With this in mind, we present to you the most valuable sales prospecting tip a modern rep can get: Stop cold calling. Today's buyers don't take kindly to spammy salespeople rambling off a generic script.

So what do they respond to? Warm calls. Salespeople who research their prospect before picking up the phone, demonstrate genuine concern about buyers' specific problems, and freely offer help and guidance are far more successful than their cold calling peers.

The following infographic from AG Salesworks lists 25 bite-sized sales prospecting tips that reflect the new era of inbound sales. Ditch the script, and get hip to the personalization and research game.


Source: http://blog.hubspot.com/sales/phone-prospecting-tips-infographic

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Tags: prospecting

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