Selling Certainties for 2021 Jan20

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2020 was a roller coaster year on many levels, filled with trepidation and nervousness for the overall health of the economy, our government and healthcare responses to the pandemic, and a sense of unease about whether or not ‘normal’ will ever be achieved post-Covid. Many things have changed, some temporarily, some permanently, but when it comes to the investment community, some things, thankfully, stay essentially the same

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Alternative Reasons to be Grateful Dec21

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In these last days of 2020, it’s a time to reflect on what’s past and look forward to what’s coming. Though much has been written this year about the global challenges and hardships the pandemic has created throughout the business world, there have also been some glimmers of positivity. During this time of virtual business, here are some reasons to see the pluses of what has happened this unusual year

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5 Phrases to Leave Behind in 2020 Nov20

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As we draw to the close of what can certainly be categorized an annus horribilis, there are several overused and tired phrases that need to be booted from our collective vocabulary in 2021. While sometimes the familiarity of hearing common language can foster a spirit of community, the gross overuse of such phrases can also contribute to ennui, a generalized overdose of word salad

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The Arc of the Ask Oct27

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With much active marketing and sales efforts on a long-term pause in 2020, I’ve had several conversations with managers looking to retool their sales story for 2021. Some are coming to market with a new investment product and some just want to expand their selling activities to a wider segment of the market, but all have the goal of coming up with a compelling reason for new investors to give their product a try

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