The very best salespeople don’t focus on closing. Yet when we ask wholesalers to identify their number 1 skill they believe needs improvement, closing wins hands down…
Continue to…Why You Can’t Close
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Follow Us On     Get help @ Interactive Communications shares its history, core offerings and how it can help improve the effectiveness of your sales force through measurable results. |  Does it really take 7 drips to get an advisor interested a product? And if you are paying your sales team to drip… Call me crazy, but how about paying for a shorter conversion cycle– the fewest number of visits that result in a sale? Research across sales organizations shows Continue to…Is It Time To Drop The Drip?  Who’s to blame?So why do hybrids sometimes fail? It’s tempting point the finger at the model and say that it’s not a good fit for our industry. From where we sit the culprit is more likely to be a deeply held belief about what it means to be a wholesaler or even a lack of understanding about how a successful hybrid model works. Because of this...  Here is an article I wrote which was originally published in the 2011 summer issue I Carry The Bag, The Official Magazine of Wholesaling published by Rob Shore, Editor-In-Chief
You might not recognize the name John Stockton, but he’s a basketball legend. He holds the all time record for assists in the history of the NBA – 15,806 to be exact. Great assists set up the shots that win the game. They require strategy, timing, and skill to know when (and if ) to Continue to…Are Most of Your Assumptions About Internal Wholesalers Wrong?  OK I’m guilty. The last time I put on my rollerblades I broke a rib and there have been other incidents along the way that might suggest I stay off the wheels…In the world of asset management I’m worried that some distributors may be headed for more than a dislocated elbow… Continue to…Blinded by the Light of Glory Days  In honor of baseball season, here is a post by Jeb Blount, Sales Gravy written for the Eye On Sales blog. Don’t Swing at Nothin’ UglyThis past week my son’s little league team was down by one in the bottom of the fourth inning. With two men on base and two outs our next hitter walked to the plate. On his way there Coach Sandro pulled him aside for a last bit of advice. His coaching was simple. He said, “Don’t swing at nothin’ ugly.” And as Continue to…To All You Sluggers Out There…  Do your wholesalers have it? To borrow some industry jargon, effective presentations employ a core / satellite strategy. The core, the part that wholesalers usually nail, lays out features and benefits, standard deviation, stars, stripes and so on. The satellite creates alpha by setting the decision-making process in motion. This alpha helps the advisor not only understand the product, but effortlessly position it to the right clients in a simple yet compelling way. Continue to…Presentation Alpha |  Territory Management for Hybrid Wholesalers  Sales Desk Management 2.0 | ||
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