Has Key Account Selling Reached the Tipping Point When It Comes to Sales Comp?

Posted by Jason Brown on Wed, Jan 09, 2019

Recently, I was talking with a financial services leader about how his company’s large account sales process has evolved over the years. Among other things, his company sells investment and financial service offerings, such as U.S.-based 401(k) record-keeping, to very large companies where the buyer might be making a decision on behalf of tens of thousands of employees.


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Why Now Is The Time for AI-Augmented Distribution

Posted by Jason Brown on Thu, Jan 03, 2019

When I speak with heads of sales and distribution across financial services companies, one topic is consistently on their radar: using technology—artificial intelligence and machine learning, in particular—to enable their organizations. For some of these leaders, this topic is core to their vision of the future: They are already investing in new selling and marketing approaches and the technology to enable them. For others, it’s reluctantly on their agenda—the brainchild of some other leader who is promising transformational change—if only salespeople would follow the next best action.


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Could the Invesco-Oppenheimer Deal Have Shaken Up the Wealth Management Landscape?

Posted by Rubesh Jacobs on Wed, Nov 07, 2018

With its $5.7 billion deal to purchase Oppenheimer Funds from MassMutual, Invesco will become the sixth-largest asset manager in the U.S., according to ETF.com. Invesco says that reaping $475 million in savings over the next two years is a key goal, implying that synergies resulting from scale were a focus of the deal. And, of course, we can’t forget the foreign equity funds that Oppenheimer brings to the party.  Impressive as it is though, I don’t see this deal really altering the prevailing industry dynamics or competitive landscape.


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Three Reasons to Consider a Rebrand, and Three Ways to Get It Right

Posted by Rubesh Jacobs on Wed, Sep 05, 2018

In 2017, 48% of Americans had “hardly any confidence” in Wall Street, according to the Cato Institute, and changing their perceptions in an era when confidence in financial services is still at historically low levels is risky. In the past few months, many asset managers have nonetheless attempted to do so by rebranding, but should they? On the one hand, a firm’s rebrand could end up feeding customers’ skepticism. On the other, it could have zero impact—an equally disheartening outcome.   


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Guiding Principles to Insert Artificial Intelligence Into Sales

Posted by Arun Shastri on Tue, Jul 10, 2018

Many of my clients across industries are working on leveraging AI to help salespeople do more. Successful implementation scenarios have one thing in common: selling is guided by AI. In other words, AI isn’t replacing sales reps, but rather, it’s improving their chances to succeed.


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