How was your last interaction with a service company, such as your local bank branch, insurance agency or credit card company? Was your experience favorable or unfavorable? Why? Either conscious or unconscious, the impression you formed was likely... Continue reading
Insights
How to Identify the Sales Professional from the Sales Pretender
Published in September 2015
In an asset management firm, a portfolio manager’s effectiveness is determined by performance results over several time periods. With your sales staff, how do you know if they are making progress toward their goals? What metrics are most effective... Continue reading
It’s a Sales and Marketing Team; Not a Sales Team and a Marketing Team
Published in August 2015
When was the last time your marketing team interacted with the sales team to share field intelligence and produce material based on that interaction? It’s probably not as often as you would like to see. What seems to keep them apart and operate as... Continue reading
