Match Your Leads to the Rhythm of Your Sales Process

Posted by Jason Brown on Wed, Dec 11, 2019

I was recently working with a financial services firm to launch a new program aimed at providing analytically-scored sales leads to a team of field-based sellers. The scoring had tested very well with a pilot group, and we were now considering nuances of the rollout—for example, should we provide the direct score to the salesperson (on a zero to 100-point scale), or should we bucket the leads into simpler categories, such as high, medium and low?


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Debunking Myths About Advisor Movement

Posted by Sargam Gosain on Mon, Sep 16, 2019

Rubesh Jacobs, Abhay Patil and Tanpreet Singh co-wrote this blog post with Sargam Gosain.

Advisor movement is of course part and parcel of the natural dynamics in the industry: as advisory practices grow, build sustainable books of business and mature their business models, they decide to seek more attractive business opportunities. But the prevailing view in the industry is that advisors are leaving the wires in droves to join independent broker dealers (IBDs) and RIAs. However, our analysis, based on investment advisor data published by the SEC, shows that this narrative just isn’t accurate.


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How Change Management Maximizes AI's Effectiveness

Posted by Daniel Galajda on Mon, Jun 24, 2019

Rubesh Jacobs co-wrote this blog post with Daniel Galajda. 

In our recent webinar on the human aspects of AI-augmented distribution, our panel of ZS experts discussed why implementing AI requires change management. To influence behavior, we need to shape experiences (what we sense and process), mindset (what we feel and the decisions we make) and behavior (what we do or don’t do).


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The Problems That Agile Marketing Will—and Won't—Solve

Posted by Shantanu Ballal on Tue, Jun 04, 2019

Bryan Kreher and Rubesh Jacobs co-wrote this blog post with Shantanu Ballal.

Over the past several weeks, we’ve had many discussions with asset managers about the challenges facing their distribution organizations and ways they need to adapt. In these discussions, we talk about how organizations need to start planning around the advisor to truly differentiate their products and services, and clients often bring up the agile marketing concept—that they’ve either recently rolled out agile marketing, are about to, or are seriously considering it. Unfortunately, many of these leaders view agile marketing as a panacea to solve their lack of advisor centricity. This is a mistake.


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Successful AI Implementation Requires Organizational Change and a Customer-First Approach

Posted by Daniel Galajda on Thu, May 30, 2019


When it comes to AI-augmented distribution, turning data on sales transactions, sales rep activity and marketing activity into actionable insights and next best actions is an area of investment for many asset managers and insurance firms.


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