By: Lisa Earle McLeod Lisa Earle McLeod is a leading authority on sales leadership and the author of four provocative books including the bestseller, Selling with Noble Purpose. Companies like Apple, Kimberly-Clark and Pfizer hire her to help them create passionate, purpose-driven sales organization. Her NSP is to help leaders drive revenue and do work…

One of the most significant trends in the investment industry today is a wave of new alternative products being launched in mutual fund wrappers. This has opened a vast, new marketplace for these hedge fund-like strategies which many have coined the retailization of alternatives. Many expect these newer products, often designed to reduce volatility, will…

Delivering a great client-centric experience will increase the number of referrals that you get, expand your current client relationships, and increase client retention. To learn about a few best practices for leading a distinguished, client experience, watch the video below.   3 Common Client Experience Mistakes Made by Financial Institutions 1.    Focusing on a client…

One of the biggest buzzwords in Financial Services Training and Development today is “competency.” At Greene Consulting, we have worked with many organizations as they embarked on defining key competencies to better define and clarify what is takes to be successful in a given position.  

“Some gotta win, some gotta lose” is more than a line in an Elvis Presley song – it’s the government’s rendition of the Fiscal Cliff Deal. What exactly is the fiscal cliff? Is the fiscal cliff sheer media hype or a real crisis? The fiscal cliff refers to a perfect storm of tax increases and…

Pulling the trigger on sales training can be nerve-wracking, especially with the culture of austerity we all face today.  Your butt is on the line for the investment and, for most, training has historically produced only marginal results (assuming you can even measure the results!).  Nevertheless, you need a solution to meet next year’s goals…

Most sales training includes the proverbial discussion around the development of the “value proposition.”  It is certainly important for every firm and advisor to develop a compelling positioning statement that differs from the competition.  Yet all too often we hear value propositions that lack distinction and do little to inspire prospects to further engage.  In…