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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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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How AI-Augmented Distribution Models Turn Human Efforts Into Super-Human Results

Posted by Rubesh Jacobs on Tue, Feb 26, 2019

In a world where autonomy, mastery and purpose drive high performance, the very idea of a centrally directed automaton feels completely disjointed and jars the senses. How could we expect members of our sales teams, who grew up being told to think of themselves as CEOs of their territory, to do exactly what AI (or predictive analytics from HQ) tells them? Also, how can we assume that HQ knows best when it comes to client needs and preferences?


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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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