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Sales Process Development

BY Rick Meigs | 11/21/2013
Many of us are not "natural" sales people — we toil away at the process. We can respond to an RFP and get in front of a plan committee, but aren't sure how to improve our success rate at closing the... Read More
BY Ray Harmon | 11/21/2013
A new study from the Insured Retirement Institute (IRI) looks at the changing retirement strategies of same-gender couples in the wake of the Supreme Court’s Windsor decision earlier this year. That... Read More
BY NAPA Net Staff | 11/12/2013
Capitalized under $25 million, small businesses represent more than 99% of all companies in America — and yet nearly 72% of small business employees do not have access to a retirement plan. As these... Read More
BY Fred Barstein | 9/3/2013
September marks the start of the heavy DC plan selling season. Advisors’ chief concern: Plan sponsors will delay making a decision, for myriad reasons. Though it’s easier to get an AOR change than it... Read More
BY Marcus Chandler | 8/26/2013
Compared with the maturity of most American industries, the defined contribution industry has just passed through adolescence. Over the last decade we’ve witnessed significant milestones that have... Read More
BY Fred Barstein | 8/26/2013
Centers of influence like CPAs, bankers, attorneys or even other advisors that don’t service DC plans can be the greatest source of leads for a plan advisor. But creating a network of COIs is hard... Read More
BY Rick Meigs | 8/20/2013
Ryan Schutty, a regional marketing director with the Principal Financial Group, wrote an interesting blog post last week on how cold calling doesn’t have to be so cold. He notes that when it comes to... Read More
BY Marcus Chandler | 6/7/2013
While attending a small private industry event a couple of months back, I sat in on a presentation by industry veteran Don Trone. The topic of his presentation centered on retirement advisor... Read More
BY Marcus Chandler | 5/7/2013
Fulfilling a promise to expand on my previous article, “Plan Sponsor Prospecting; Context, Perception and Strategy,” as a brief recap there are four key considerations when developing an in-house... Read More
BY Marcus Chandler | 4/10/2013
A recent NAPA Net post, “Is Cold Calling Dead?” seemed to answer that question affirmatively, noting that “plans are getting bombarded by sales calls and the level of sophistication of the sponsor... Read More
BY Marcus Chandler | 3/14/2013
I believe it’s a given that most retirement advisors looking to expand their business will tap obvious centers of influence, such as soliciting existing clients for referrals or joining the local... Read More
BY Marcus Chandler | 2/14/2013
There are few certainties when it comes to prospecting for new plan business, but one of them universally holds true: If you can’t reach and speak with the decision maker(s) responsible for managing... Read More
BY NAPA Net Staff | 2/12/2013
Editor’s Note: This is the latest in a series of posts by speakers at the 2013 NAPA/ASPPA Summit, March 3-5, 2013 in Las Vegas. Joshua Dietch, Managing Director, Chatham Partners, and Yaqub Ahmed,... Read More
BY Marcus Chandler | 1/25/2013
The start of the new year is a good time to reevaluate our business development strategy and retool to expand on what has worked well in the past or make adjustments to improve on disappointing... Read More