Why Financial Service Companies in Europe Need Effective Front-Line Sales Managers

By |January 12th, 2016|Lead to Money|

The fallout from the global financial crisis (GFC) had stronger ramifications for sales process in Europe than for the U.S. The Retail Distribution Review (RDR) was one of the formal programs of the Financial Services [...]

Sales Pipeline: How to Grow Marketing’s Contribution

By |April 23rd, 2014|Marketing|

Marketers today are increasingly told, “Show me the money!” They are urged to give up their old ways of running campaigns solely in the name of brand building and other intangible benefits. Instead, they are [...]

Sales Pipeline: What Does Marketing Contribute?

By |April 17th, 2014|Marketing|

Traditionally, sales would scout for leads and marketing would craft the messaging. But in recent years marketing has undergone a sea change. It is trying to reinvent itself and shed its image of being a [...]

Combine Pipeline Analytics and Sales Methodology Coaching to Move B Players to A Players

By |September 24th, 2013|Sales Performance Management (SPM)|

By Mike Kunkle Director of Product Development, Richardson In this era of Big Data, with the whirlwind of technology at our backs, and with everyone chanting how much buying and selling has changed, there are [...]