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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. |  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  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 Continue to…How’s That Silo Working For You?  I love technology. I am addicted to my email, text, phone, laptop and yes, angry birds. I’ve become comfortable with the idea that addictive checking behavior (ACB) is ok. Come on, don’t most people have some form of the disorder? But something happened this weekend. My mom was suddenly taken to the hospital. I wasn’t allowed to bring anything in with me to see her. No phone, no laptop no nothing. The staff, the visitors and the patients were not looking down, texting as they walked, or replying to Continue to…ACB and CBA: A New Trend?  Wholesaler scheduling can be a real headache and aspirin won’t help. But wholesalers and their internals who continue to ask for appointments primarily in stand-alone, transactional conversations – “Hello, are you available, see you then (or not), goodbye” – are only making the task more difficult. The easiest and most effective way to ask for an appointment is during a more substantial advisor interaction, a best practice that top wholesalers having been using for years… Continue to…Wholesaler Scheduling  Here’s a scary thought: You have a sales desk filled with eager internal wholesalers. You pay them good money The primary way they do business is over the phone. But wait. During the course of the day — especially now – how many busy people do you know who answer their phone when they are not expecting a call? Put caller ID in the mix and you know what’s next: Voicemail. Word on the street is that email or text is becoming much preferred to voicemail. Continue to…Voicemail Headed For Extinction? What That Means For Sales Desks… |  Territory Management for Hybrid Wholesalers  Sales Desk Management 2.0 | ||
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