Interactive Communications, Inc. » Blog

Is It Time To Drop The Drip?

Mary Anne Doggett — Fri, 23 Dec 2011 16:33:22 +0000

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

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When Hybrids Fail

Interactive Communications — Fri, 18 Nov 2011 12:23:46 +0000

Who's to blame?

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Are Most of Your Assumptions About Internal Wholesalers Wrong?

Mary Anne Doggett — Fri, 07 Oct 2011 14:11:31 +0000

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

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Blinded by the Light of Glory Days

Mary Anne Doggett — Tue, 16 Aug 2011 14:32:04 +0000

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...

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To All You Sluggers Out There…

Interactive Communications — Mon, 11 Jul 2011 20:33:06 +0000

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’ Ugly

This 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

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Presentation Alpha

Interactive Communications — Fri, 10 Jun 2011 13:12:37 +0000

Do your wholesalers have it?

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How’s That Silo Working For You?

Mary Anne Doggett — Fri, 13 May 2011 15:56:52 +0000

There was a time when email was evil. “Antisocial! Impersonal! Relationships will suffer!”

What really happened? We communicate more, often at a deeper level and have dodged the social isolationist bullet. In fact, business execs can’t survive today without email. It reduces what use to be required face-time and opens up opportunity for fewer but higher quality press-the-flesh meetings. We can be selective about the circumstances that are enriched with face-to-face meetings vs. phone or e-mail. We’ve come to understand that more of one communication mode doesn’t

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