How AI-Augmented Distribution Helps Drive Business Results

Posted by Bryan Kreher on Tue, May 21, 2019

After our recent webinar, The Human Aspects of Implementing AI-Augmented Distribution, we’ve been getting a lot of questions around two very important topics:

  • What are the critical success factors to an AI augmented distribution program?
  • How extensive of a role does change management play in driving adoption among the sales force?

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Why Blaming Sales and Creating Marketing Territories Won't Fix Lead Management Issues

Posted by Rubesh Jacobs on Mon, Apr 29, 2019

It’s uncanny or coincidental that over the past month I’ve had numerous conversations about lead generation. One executive was lamenting that leads generated from his well-thought-out and slick campaigns were going unattended by the sales team. Another was inquiring about best practices to carve out a territory for marketing. Several deep discussions debating the right time to pass a lead to sales also come to mind. These questions are hinting at two operational issues:


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Four Ways to Build a Sustainable, Winning Distribution Model

Posted by Jason Brown on Tue, Apr 09, 2019

I don’t make it a regular practice to feature the work of my competitors in this blog. But after reading the recent Distribution 2.0 whitepaper from Casey Quirk, I wanted to respond to a thought-provoking graphic that they shared. The graphic, shown below, looks at the six-year trend in asset management marketing and sales headcount, expense, and net contributions. In summary: the picture isn’t pretty.


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How Virtual Sales Teams Can Boost Productivity

Posted by Rubesh Jacobs on Wed, Mar 27, 2019

Emily Alexander co-wrote this blog post with Rubesh Jacobs.

Is it possible to double sales productivity with a virtual sales team? The answer is a firm yes, and it can change the commercial outlook for firms who crack the code. As you might’ve guessed, technology, analytics, and AI can drive sales productivity gains for virtual sellers – in other words, more revenue with no increase in sales and marketing expenses. Maybe you have an internal or hybrid team already in place and want to supercharge them, or you want to elevate a traditional internal sales team, but either way, technology and analytics can enable sales teams to do more than we ever thought they could from afar. But, successful firms shouldn’t fully unleash this power until they understand where and how the gains will come. 


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Saying You're 'Customer Focused' Isn't Enough. Instead, Plan Around the Customer

Posted by Pete Mehr on Mon, Mar 25, 2019

Bryan Kreher and Rubesh Jacobs co-wrote this blog post with Pete Mehr. 

As we highlighted in January, AI-augmented distribution has the power to drastically improve the distribution model, but only if organizations are willing to change. And the change we speak of needs to start with the planning process. Every organization says they put the customer at the center of their thinking. To wit, senior leaders say things like “We’re customer focused” or “Everything we do revolves around the customer.” Yet we see the following planning approach at many financial services firms:


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