Our thinking

Our thinking

Cross-Selling Effectively into the Crosswinds of Financial Services

Cross-Selling Effectively into the Crosswinds of Financial Services

Cross-selling Effectively into the Crosswinds of Financial Services It is said that oak trees grow strong in contrary winds. In the crosswinds of deregulation and re-regulation, financial institutions have gotten bigger, more complex, and more attuned to risk. As they turn up the pressure to drive revenue, cross-selling effectively takes on new levels of urgency Read More Read More
For Experts that Sell, A Surprising Key to an Effective Sales Meeting

For Experts that Sell, A Surprising Key to an Effective Sales Meeting

For Experts that Sell, A Surprising Key to an Effective Sales Meeting Experts, whether they like to or not, must sell today.  Are you a portfolio manager, consultant, lawyer, investment banker, engineer, architect, or estate planner?  As an expert, you are highly educated and credentialed and have deep industry and subject matter knowledge.  Though not Read More Read More
Leadership Do’s and Dont’s for Maximizing Sales Training ROI: Where Do You Stand?

Leadership Do’s and Dont’s for Maximizing Sales Training ROI: Where Do You Stand?

Leadership Do’s and Don’ts for Maximizing Sales Training ROI: Where do you Stand? In the movie “Father of the Bride,” there is a memorable scene in which the father (George Banks), unsure where to stand during the bouquet throw, misses important moments at his daughter’s wedding. Similarly, many sales leaders confidently invest in sales training Read More Read More
Coaching for Sales Teams: Less Superman, More Clark Kent

Coaching for Sales Teams: Less Superman, More Clark Kent

Coaching for Sales Teams: Less Superman, More Clark Kent You know the picture mild-mannered sales manager has one-on-one meeting with ordinary sales citizen, they discuss an issue, and WHAM, the sales manager makes a beeline to the phone booth (yes, they still exist) and out comes Superman or Wonder Woman, complete with red cape. Read More Read More
Presence-80% of Success: The Role Presence Plays in “Showing Up” to an Effective Sales Meeting

Presence-80% of Success: The Role Presence Plays in “Showing Up” to an Effective Sales Meeting

Presence: 80% of success -The role presence plays in “showing up” to an effective sales meeting Woody Allen has been quoted as saying that 80% of success is showing up.  The accuracy of the 80% notwithstanding, my focus here is to break down what “showing up” means in the context of an effective sales meeting. Read More Read More

What People Have to Say

Incredible job with the Impactful Investment Review Meeting training. You did a fabulous job engaging my institutional team...even my quiet ones participated. At our staff call yesterday I heard an overwhelmingly positive response...phrases such as "this is the most well put together and valuable training I have ever received," and heard several times about your

– Jennifer Vail – Chief Investment Officer, US Bank Institutional & Corporate Trust