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The value of financial services sales development

The value of financial services sales development

When your team is operating flat-out, each person going 40+ hours per week, where’s the room for growth? When things get craziest in the office, sit back, and ask two questions: How many new prospects have we touched today? How many prospects have we advanced today? …the answer might be embarrassing. Surprisingly, it’s often the elephant in the room – just when activity is at […]

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Sales productivity planner

Sales productivity planner

  Are you staffed appropriately to achieve your target? Is your call productivity appropriate? What’s the cost of low call productivity? Use this tool to identify and implement an improvement plan: Interested in growing your share of the financial services market? Let’s talk:

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7 Ways to Build Client Base in Mature Financial Services Markets

7 Ways to Build Client Base in Mature Financial Services Markets

Maturity of financial markets can be identified in two ways:  Lack of growth Increased competition Of course, lack of growth is really how your organization describes it (in terms of number of clients, value of client portfolios, number of mortgages written, etc). Increased competition is fairly straightforward.  Despite regulatory guidelines, lines are being blurred all over the place – mortgages are offered in grocery stores, […]

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Deciding which Sales Development Strategy is Best

Deciding which Sales Development Strategy is Best

Imagine that you’ve been given the assignment to increase sales by 5%. You can’t raise prices.  You can’t add more staff.  You don’t have the budget for additional marketing support. What do you do? The worksheet below presents you with two options – and the process to identify others, to determine your route to achieve your goal. Option 1 involves asking (demanding?) an equally higher […]

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10% Growth – how would you deliver it?

10% Growth – how would you deliver it?

As a Sales leader tasked with delivering (say) a 10% growth across a team of sellers, how would you go-about delivering this mandate? There can be many approaches of course. The Sales Team Productivity Planner helps Sales Leaders prioritize where to spend their time – and to whom they should spend it with – to get them closest to goal-completion. One argument is ‘improving the skill […]

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Communication – the good old fashioned way to drive sales

Communication – the good old fashioned way to drive sales

With the rise of cheap and easy communications systems, every company has developed new ways to communicate: from Facebook pages to blogs, bulk emails, internal communities, to good-old fashioned bulletin board postings, meetings, coaching sessions, huddles, and skype call-ins…seems there’s always a way to get a word out related to key performance indicators, events, or other key messages. But how often and how well do […]

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Being Crazy-Vigilant with ROMI

Being Crazy-Vigilant with ROMI

Challenging both the opportunity and risk of marketing and sales plans and activities (including stasis and inaction) by being crazy-vigilant with ROMI (return on marketing investment) can produce both significant savings and revenue gains. We like ROMI because it’s simple, and it can act like a laser-beam to help us identify: Things we can stop doing.  If they carry a low or negative ROMI – we cut’em […]

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A 3-Step Sales Performance Improvement Framework

A 3-Step Sales Performance Improvement Framework

  Questions related to sales team motivation and desire to achieve their targets, are constantly being addressed by Sales leaders at both the team and the rep level.   A quick way to assess performance gaps is by assessing motivation and ability using this tool:   If ‘ability’ is identified as deficient, step 2 is to drill-down to the need areas, (then prioritize the scheduling of your training) using […]

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What’s the right mix between technology and people?

What’s the right mix between technology and people?

I had a lively conversation this morning with an old friend, that can best be summarized as : ‘tech stack or rep stack’?Now, I can argue both sides – passionately – I’ve experienced the transformative power of a well-oiled tech stack, but the realist that I am, I fell firmly on the side of ‘Rep Stack’ – having lead sales teams – and seen many […]

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B2B Speed Dating

B2B Speed Dating

It probably doesn’t come as a surprise to anyone who’s ever worked a trade show before that attendee behaviour affects the quality of leads generated. Ever been stuck in a dead-end corner? How about next to a coffee area? Exhibit Surveys published interesting data that showed, when combined with an average booth size of 312 per show, that the average amount of time per trade show attendee […]

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