Capabilities BrochureInteractive Communications shares its history, core offerings and how it can help improve the effectiveness of your sales force through measurable results. |  Why are we still talking about dials? Why are we still talking about dials? ... there are the many and varied things internals have been known to do that don’t help sell a darn thing – like calling advisors who they are sure will send their calls straight to voice mail – but do count as a dial.
So the question is, if dials don’t measure what we really care about, meaning sales effectiveness, and are known to drive bad behaviors, why do we, as an industry, continue to pay so much attention to them? Continue to…Internal Wholesaler Measurement By Mary Anne Doggett on April 5, 2012 There seems to be an idiot inside of us that is always about two drinks away from… Continue to…I’m An Idiot. How ‘Bout You? By Mary Anne Doggett on March 28, 2012  Being right usually doesn’t get you what you want. Anytime you are in a debate about anything, try to say to the other person “you’re right”. (AND THEN BE QUIET FOR A MOMENT!) Bet you have a hard time with this… I know I do. (and I’m right about that…) Continue to…7 Bits of Uncommon Sense That Make Selling (and Life) Easier By Mary Anne Doggett on February 13, 2012  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 By Mary Anne Doggett on December 23, 2011  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... Continue to…When Hybrids Fail By Mary Anne Doggett on October 7, 2011  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? | New Workshops and Programs Territory Management for Hybrid Wholesalers
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