A holistic approach to digital-first selling: The trend is set, and will now only grow: our research shows that 20% of assets come from sales made without any salesperson engagement. This aligns with a finding that 20% of advisors don’t want to meet with salespeople at all.
The role of the salesperson must adapt. Digital tools won’t replace them wholesale, but they have eroded away the notion of “essential” in-person meetings. Technology will only get faster, cheaper, and more mainstream as Gen-Z and their children swell into the market.
This whitepaper details a robust framework of six key elements for digital-first selling. It positions each along a spectrum from "human-centric selling" through to digital-first. It is designed to help asset management companies develop a roadmap to meet this exciting challenge.