‘The fast fish eats the slow fish’ and the definition of insanity

Insanity is doing the same thing over and over and expecting different results.

Without a doubt, we’ve all fallen victim to “insanity” at different points in our lives. For example, I’m insane to think I can win a 5K race by training for distance with no regard to speed, strategy, or agility. Or, that I can overcome a weight-loss plateau by sticking to my same daily fitness routine. If I want different results, I’ll have to change my approach.

The same rules apply in the workplace. As modern marketing and business professionals, it’s illogical to think we can keep up with the pace of marketing in a world where “content is king” and data is everywhere – unless we improve our processes. Being agile is what makes or breaks a company in these new and exciting times.Read More

The First Step in Creating an Effective Pitch Book Strategy

In the world of financial product sales, the quality of your pitch books can either make or break you. In order for salespeople to deliver great presentations, it’s important to have an effective pitch book strategy that runs like a well-oiled machine.  If your strategy isn’t refined, you run the risk of sending out sloppy presentations that can damage your brand image, or worse, result in non-compliance.Read More

Client-Centric vs. Investment-Centric Marketing at Asset Management Firms

Times are changing, and the modern consumer’s attention won’t be captured by old-school marketing tactics anymore. This is especially true for asset management firms. Good performance isn’t enough. With thousands of options, investors not only put more emphasis on what they are investing in, but they also want to feel like a priority; that their values, interests and goals are at the top-of-mind to their advisors. Firms that understand their clients do better in the marketplace. As the industry becomes more challenging, firms must move from investment-centric to client-centric messaging.Read More

Obstacles Salespeople Face when Trying to be Customer-Centric

When developed and used properly, buyer personas can help marketers and salespeople win more business. By talking to clients, leads, and prospects, your team can implement highly effective communications that drive new and retained assets. When a company develops effective communications, it leaves buyers thinking, “This firm really gets me.” On the road to creating the most effective materials, there are many obstacles salespeople face when trying to be customer-centric.

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