How can you move beyond transactional sales to build lasting business relationships? In this enlightening episode, Troy Korsgaden, a consultant specializing in global marketing, distribution, agency building, and technology strategies for major insurance carriers, shares his expertise on building business relationships, navigating business complexities, and implementing effective business development strategies. He explains his methodical approach to generating leads, nurturing relationships, and providing value before selling products or services. Troy also discusses the importance of being intentional with business development and offers practical advice for entrepreneurs looking to grow their businesses.

[00:01 - 06:00] Introduction and Business Acumen

- Why business success requires more than selling skills

- How to balance marketing, operations, and leadership development

- The importance of navigating organizational politics

[06:01 - 12:43] Moving Beyond Transactional Sales

- Why relationships create more sustainable client retention

- How to implement intentional daily business development

- The power of generating 9,600 annual leads through consistent effort

[12:44 - 18:32] The Introduction Strategy

- How to make effective first impressions without sales pressure

- Why developing a 360-degree view of customers matters

- The benefits of fewer clients with multiple products

[18:33 - 23:19] The Service-First Sales Process

- Why leading with service builds stronger trust

- How seven annual touchpoints maintain top-of-mind awareness

- The importance of comprehensive contact management

[23:20 - 27:01] Finding Opportunity in Change

- How to overcome change fatigue with present-moment awareness

- Why perspective matters during business transformation

- The unprecedented opportunities in today's business environment

Key Quotes:

"People buy from people they know and trust, so if I want to grow my business, I need to know more people." - Troy Korsgaden

"There's never been a better time to be in business than right now." - Troy Korsgaden

Connect with Troy:

LinkedIn: https://www.linkedin.com/in/troykorsgaden