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As more financial advisors decline in-person meeting invitations and shift to digital engagements, asset managers find they must make every interaction count. Having a unified, comprehensive advisor segmentation strategy provides a critical foundation. Predictive analytics, as some firms have found, leverages that foundation to build an engagement approach that arms sales (and marketing teams) with insights and recommendations relevant and personalized for clients and prospects. The result: a 60-300% lift in year-over-year gross sales for these firms.
For many other firms, however, fostering good wholesaler adoption of predictive analytics remains a challenge. In our latest research, Best Practices For Implementing Predictive Analytics in Sales, we examine the practical and cultural roadblocks firms need to address to encourage their sales organization to embrace predictive selling and offer best practices to get there.
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Primary Audience: Head of Distribution, Sales Managers
This report builds on previous DST research and surveys on wholesaler and financial advisor preferences and practices, and includes recent interviews with distribution and intelligence executives at asset management and insurance firms.
categories: predictive analytics, national sales manager, national sales manager, internal & hybrid wholesaling