Category Archives: Sales Enablement
By John Toepfer
There’s a real temptation in most aspects of life to focus on the headlines and not pay close attention to the sub headings, caveats, and gory details.
We see this in politics; The candidate says he or she will cut taxes or fund free yoga lessons for everyone (yeah!) but the guy talking about the programs that will go wanting or where the revenue will come from is a downer and his voice gets lost in the news cycle.
We see this in entertainment; The arena-filling rock band puts on a show for the ages, but there is no attention given to the artists mixing the sound to make it really rock in the acoustically-disastrous venue. Or, the logistics teams that figure out how to get nine semi-trucks full of equipment and crew from St. Louis to Chicago and setup for the next gig in 48-hours. (In one of my future-life alternate careers, I personally want to work in logistics for a multi-purpose arena and help organize its conversion from NBA setup, to hockey game setup, to Monster Truck setup, to rock venue and back again to NBA configuration – all in a 12-day period.)
We see it in the financial services business…Read More
(To read our blog on Trends in Asset Management Marketing for 2017, click here.)
You know that guy who always has something interesting to share and teaches you something new in each conversation? The guy that always seems to have a pulse on what’s currently going on in the industry? Andrew Corn, CEO of E5A Integrated Marketing, is “that guy” for me.Read More
Last month, our CEO, John Toepfer, was invited to speak at the Financial Technology Forum (FTF) held at Trump Tower in Chicago. This two-day event brought together CTO-level executives from Asset Management firms to discuss the issues around pitchbook automation, vendor management, CRM integration, data governance, and other IT-related topics. The Financial Technology Forum events are a division of Institutional Investor and held bi-annually for its members.Read More
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