May 20th, 2010
Strategies for Maintaining – and Increasing – Market Share
Financial services and mutual fund firms continue to feel the pressure of decreased revenues. Options are few-drive revenue growth, keep your clients, and carefully pare back expenses. Our bias, naturally, is to look for revenue drivers.
So what do fund companies and financial services providers need to do to maintain market share and continue to grow sales in a market environment like this? Sales, after all, is a return on investment (ROI) game; the objective is to make the smallest investment possible in the most productive sales channels. Opportunity cost is a factor here as well — no one wants to waste time and money on unproductive sales efforts. Here are a couple of things that firms can do that can directly impact their productivity and revenues in a tough market.
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May 20th, 2010
Behavioral Selling Skills: Developing The Unfair Advantage
Following a slower-than-hoped-for sales (and asset retention) year, sales teams and client relationship management departments are struggling to understand what’s gone wrong in the sales and asset retention process and to implement new approaches to relationship development and management.
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May 20th, 2010
CRM Systems – Panacea or Plague?
There are many reasons for the slowdown in the technology sector, but one major reason is that the profitable 00’s allowed many firms to buy more and more new systems that took advantage of great technological leaps—but firms found they weren’t integrating and fully utilizing the systems. When the bear market hit, and profits sunk there seemed to be little appetite for buying even more.
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May 20th, 2010
Sales Effectiveness – What We’ve Learned Over our First 10 Years, 1995-2005
As we celebrate ten years of providing business development and organizational design expertise to financial services, software and technology firms and others, we reflect here on what we’ve learned and observed over the last decade.
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