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For Last-Minute Prep Before a Sales Call, Give Reps a Video ‘Content Locker’

Before an athlete runs onto the playing field, or an actor walks on stage, you’ll find them in their locker room (or dressing room) putting on equipment or costumes, reviewing plays or running lines with fellow actors.   Just before “showtime,” they gauge the size and mood of the crowd to get a feel for the energy, and if they’re mute (or hostile), they’ll have to overcome it   Although sales reps are also performers, most don’t have a physical locker room where they can do last-minute prep before the game, especially... Continue Reading

To Boost Adoption of Modern Sales Learning Tech, Follow the ‘7 C’s of High Engagement’

One mistake often made by early adopters of new technology is that they assume everyone will automatically embrace their favorite new technology, product, or service. “How can they not fall in love with this?” they think. “The benefits speak for themselves!” Unfortunately, the benefits of even the most revolutionary products aren’t always self-evident. According to Business Insider, for example, the man who introduced the umbrella to Britain’s streets in the 1750s (Jonas Hanway) was pelted with garbage and insults by his fellow pedestrians. Don’t Take Engagement for Granted To our knowledge, no... Continue Reading

How Nuveen Expanded Their ‘Content Creator Pool’ for Better Learning and More Consistent Messaging

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Want to learn how to fix a leaky faucet? Call up a YouTube video. Need an analysis of how the midterm elections might affect your mutual funds? Ask Alexa to round up relevant articles, blogs, podcasts and videos from top subject matter experts. Despite the much-heralded “democratization” of content creation that helps people every day, many companies still rely on a tiny number of “the usual suspects” for their communications and sales training content. If not for the fact that much of this content is distributed by email, you might think the... Continue Reading

What Do 7 of the Top 10 Asset Management Firms Have in Common?

“The New World of Wholesaling” is Upon Us. That’s according to national sales managers at advisors’ top 10 favorite asset management firms in the industry. Ignites recently dug into Fuse Research’s report highlighting the results of a vote amongst 727 advisors, and the message is clear: the good old days of walking into an advisor’s office and winning business with a pair of tickets and a decent Morningstar rating are over. Wholesaling was always hard, but the growing popularity of goals-based investment strategies, the proliferation of rep-as-PM programs, and the seismic shift from active... Continue Reading