Seven Things Your Data Should Tell You – Part 4: What are your best lines of communication?
Data is your key to sales success. Every kind of data you collect in your sales and marketing process is usable through sales reporting to improve the performance of your next campaign and your direct sales outreach. For example, just how you communicate with prospects very often makes an important difference. Sales reporting can show […]
Seven Things Your Data Should Tell You – Part 3: How Do Your Channels Prefer to Engage?
In Part 1 we identified the WHO of your sales performance – your buyers and sellers – and in Part 2 the WHY – the messaging and targeting that is working the best. The WHERE – channel performance – can also be examined and leveraged with superior data analytics capability. Historically, firms have always channelized […]
Seven Things Your Data Should Tell You – Part 2: What’s been working?
In Part 1 we talked about the WHO of your sales performance – how sales analytics reveals the buyers and sellers. Here we examine the WHY. Why have buyers been buying and why have the best producers been outperforming? You can’t know the value of your sales and marketing campaign strategies unless you can see […]
Seven Things Your Data Should Tell You – Part 1: Buyers and Sellers
Your sales team should not spend their time hunting for opportunities – your historical sales data should be leading the way through advanced sales reporting. The right data analytics, visualization and prospecting tools can leverage your sales data to direct your sales team to the most fertile ground for growing AUM. There are seven things […]
Q1 2019 Client Roundtable
The focus of last week’s MARS Client Roundtable centered around 3rd party data related to market share and/or firm data packs. One of the interesting aspects of working with such a wide range of asset managers in terms of size and AUM is understanding how differently each client integrates and leverages 3rd party data along […]
How Asset Managers Can Organize to Better Use Sales Data
Is your business organized effectively to use all the data you have? Is your business effectively using all of the data you have?” Research from PwC [1] found that 60 percent of asset and wealth managers “fear that part of their business is at risk to FinTech companies.” As a result, more asset managers are […]
5 Ways Asset Managers May Use Data to Build Relationships with Key Account Teams
As an asset manager, you may likely derive 80% to 90% of your sales from just a few key national accounts, and managing these accounts is therefore critically important. Asset managers rely heavily on the distribution efforts of their key accounts, so in order to grow assets under management (AUM), your national accounts team must […]
7 Reasons Why Bad Data Means Bad Growth Prospects for Asset Managers
Asset managers use data to make critical decisions everyday, and the success of your business depends on the accuracy and timeliness of your data. Bad data, however, may lead to bad growth prospects. Data comes from multiple sources— transfer agents, supermarket platforms, ETF platforms, sub-accounting firms, managed accounts, and more. This process increases the risk […]
5 Ways Asset Managers May Increase Advisor Engagement Using Sales Reports
Asset managers face competition every day and strengthening your firm’s relationships with advisors takes consistent effort. Because you operate with limited resources, you need to leverage your sales and marketing efforts using a business intelligence platform. A comprehensive sales report system can help you prioritize your marketing efforts, and communicate information quickly and clearly to […]
Analyzing Sales Data to Increase Assets
The following article titled, “10 ways to use sales data to increase revenue, Tips on using data to identify better sales leads, optimize wholesaler productivity, and stay ahead of the news” recently appeared in the June 25, 2018 edition of Fund Action: As an asset manager, if you are not proactively using sales data as […]