Category Archives: Sales Enablement



Establishing Authenticity in Your Sales Presentations

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How to infuse authenticity in your sales pitch

Ten years ago the average adult attention span was 10 seconds; today it’s five. With this emerging data, we now know that attention deficit disorder is not just limited to today’s younger generations. With the advent of personal computers, laptops, tablets and hand-held devices, delivery and interpretation of information happens so quickly it’s hard to keep up. Ad banners streaming along the top of a screen, icons flashing mid-screen and cartoon figures flickering along the bottom and we cannot reasonably expect anyone to pay attention off-line at the same pace that they do on-line. These trends can be particularly challenging for the traditional face-to-face sales presentation, even when accompanied by a laptop or tablet. This holds true whether the presentation is for one or two people in a back office or for a crowded room. For these reasons alone, a strong and distinctive launch into a presentation is increasingly critical. As one financial services professional puts it: “We must establish and invigorate the trust, respect and engagement of our audience—immediately.”  Securing instantaneous trust is much more easily said than done, though. The key is to be authentic, someone who truly wishes to have a personal connection with their listeners. There is an overabundance of articles and books on the topic of establishing authenticity, but three key themes seem common to all:

 

  • Be personable, not personal
  • Brand yourself
  • Make it a conversation

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Why Salespeople Fight Presentation Automation

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.Why Salespeople Fight Presentation Automation

Why do sales departments fight presentation automation? Over the years, I’ve spent a lot of time talking to asset management marketers about pitchbooks. The typical sentiment is that these sales tools are a pain to update and manage. Also, they are a point of contention between the marketing and sales teams. Marketers spend a lot of time keeping their slide library up-to-date and organized. But often times, these beautiful and compliant pitch materials become compromised once they get into the hands of the sales force. “It’s total piracy!” said one Product Management Executive we spoke to.

It’s true though. Salespeople are notorious for going rogue. They like customizing their own decks or using old versions saved on their desktop without thinking twice about branding or compliance.Read More

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8 Pitchbook Pain Points for Marketers

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Updating-Pitchbooks-Pain-Points

Creating and maintaining pitchbooks can be the bane of a marketing team’s existence. Product managers are always finding new ways to spin or illustrate their products. Sales teams and firm partners are always insisting that one more chart or illustration is absolutely critical to their pitch. And of course, there is the simple drudgery of making sure the standard data, disclosures, and charts are up-to-date and refreshed on time.

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How Smart Investment Marketers Buy Tech

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How smart financial marketers buy technologyWhat role does technology play in your financial marketing strategy?

Changing regulation, customer behavior, and competition are changing the way financial brands conduct marketing, and new technologies have become a vital part of the plan.

From marketing automation and sales enablement to data management and reporting platforms, there is an abundance of financial marketing technology available to help marketers take their brands to the top.Read More

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