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First Research Web Seminars

First Research offers a wide range of Web seminars so you can learn more about the importance of industry intelligence in your sales and marketing efforts. Simply click on one of the following Web Seminar titles to register for the event or to view the archive.

BEYOND INSURANCE: How to Reduce Risk and Foster Profitable Business Relationships in Today's Market
LIVE: April 23, 2008 2:00 pm ET

With heightened competition and a host of new players it’s now more important than ever for insurance agencies and producers to deliver value and truly act as an advisor to their clients.

Discover how to avoid the "traps," differentiate your business service, and build the winning processes that lead to strong business relationships with this free Webinar. You'll quickly learn how to:

  • Effectively transition from transactional to consultative services
  • Identify, measure and reduce risk while improving performance
  • Leverage strategies to improve the perception of your business
  • Advance the profitability of your Book of Business
  • Build winning processes with the right business tools for success

Join Scott Addis, CEO of The Addis Group, and Darren Pierce, director of insurance sales at First Research, for this fast-paced and high-value Web seminar. ENROLL TODAY!

 

FULL CIRCLE: Effective Onboarding and Customer Segmentation to Strengthen Client Relationships
RECORDED: April 16, 2008 2:00 pm ET

You’ve successfully acquired new business – now what?

While new business is critical to your bank’s success, strong customer relationships impact retention rates, business growth, and overall customer experience. Register today to find out how to engage new customers and create additional growth over the course of the customer lifecycle with customer segmentation and onboarding – two valuable tools to help your bank take the customer process full circle.

  • Learn key factors to leverage relationships in your onboarding process
  • Discover the winning criteria in customer segmentation
  • Build the "trusted advisor" status of your team
  • Sustain a successful customer experience

Listen to Darren Pierce, director of community banking at First Research, and Tom Doherty, senior vice president at Park National Bank, for this fast-paced and high-value Web seminar April 16, 2008 at 2:00 ET. View Now!

 

DIGGING DEEP: Using Industry Intelligence to Make the Sale
RECORDED: July 17, 2007 2:00 pm ET
You may have taken all of the right steps to learn about your prospect, but what are you planning to talk about when you’re sitting across the desk from him or her? If you’re just focused on your products and services, you’re missing the bigger picture – and you may miss the opportunity to close the deal.

You’ll learn how to leverage industry insight to connect with prospects and win their business by:

  • Sharing targeted informed insight that builds trust.
  • Asking the right questions from the start.
  • Honing in on the issues most important to the C-level exec you’re meeting with today.
  • Delivering value after the sale to capture cross-selling opportunities and retain clients.

Listen in as Scott England, Vice President of Sales at First Research outlines specific tactics you can use to accelerate the sales cycle and increase deal size.  View Now!

SALES INTELLIGENCE: Top 5 Ways to Close Deals and Increase Revenue Size with Sales Intelligence
RECORDED: March 28, 2007 11:00am EST
Let ’s face facts: We’re all trying to close deals faster and increase contract value.   Many of us are looking to expensive sales tools to help us do so.  But the CRM and SFA systems that we have invested thousands in are still failing when it comes down to delivering the right information, to the right people – at the right time.  In fact, CRM and SFA solutions are only a piece of the sales intelligence landscape.  It’s time to look at the bigger picture. 

Just how do you:

  • Gain a better understanding of customers and markets?   
  • Hone in on customer needs and messages that are necessary to make the sale?
  • Close the gap between marketing and sales teams?

Join Sheryl Kingstone, Director of Customer-Centric Strategies at Yankee Group, Fred Howard, Vice President of Marketing at Hoovers, and Scott England, Vice President of Sales at First Research for this exciting webinar that answers these key questions and maps the top 5 ways sales teams can leverage marketing and sales effectiveness strategies along with sales intelligence tools to accelerate the sales cycle and increase revenue size. Click here to view!

BANKING SERIES: Prospecting Professional Practices
Architects (Recorded November 13, 2006)
Physician Practices (Recorded October 30, 2006)
Accounting Firms (Recorded October 16, 2006)
Law Firms (Recorded September 25, 2006)
This dynamic series of one-hour web seminars co-sponsored by First Research and MZ Bierly Consulting is designed to improve the business development skills of bankers calling on professional practices and other small businesses. Each session integrates proven market management concepts for generating leads with effective sales techniques for getting in the door with key prospects.  Click here to connect and listen to the archives. Click here to read more

 

ACCOUNTING SEMINAR: Using Industry Intelligence to Gain a Competitive Edge
RECORDED: November 2, 2006
Join Industry Intelligence expert Bobby Martin and Accounting Marketing expert Sally Glick for this exciting web seminar designed specifically for accounting professionals interested in streamlining and enhancing their marketing efforts, business development tactics, proposal generation, customer retention  strategies and Business Valuation processes. Learn how Industry Intelligence can help you:

    • Become a client-centric advisor and improve client retention.   
    • Run your firm with greater efficiency and increase profitability.
    • Attract and retain more “A” clients.
    • Gain the reputation as a partner or manager that closes business in presentations.

Click here to view

 

From Accountant to Advisor: Using Industry Intelligence to Build Long-Lasting Client Relationships
RECORDED: June 20, 2006
We all know that accounting is more than a numbers game –understanding and delivering value to clients is essential.  In this web seminar, Bobby Martin, President and Co-Founder of First Research and Charles Hylan, Director of Practice Development Consulting with The Growth Partnership discuss the importance of approaching clients as a trusted advisor –without adding more hours to your workday.
click here to view recording

 

First Research Web Casts

Insurance Talk Radio: Audio Insurance Outlook
RECORDED June 2007
Listen in as president and co-founder, Bobby Martin, and senior vice president, Wil Brawley, discuss the benefits of First Research for insurance professionals on an archived edition of Audio Insurance Outlook, a monthly talk radio show. Click here to listen.

SALES TALK RADIO:  The Connection between Knowing Your Customers and Closing the Deal
RECORDED November 10, 2006
Listen in as First Research president and co-founder Bobby Martin discusses the connection between knowing your customers and closing the deal on an archived edition of Sales Talk with Russ Lombardo, a weekly Internet talk show.  Click here to listen.