A large investment services firm had expanded its brokerage business through a nationwide phone network and needed to educate new hires relatively quickly. A Singularity principal conducted an extensive task analysis of the brokerage representative’s job and developed a curriculum plan and a detailed design to bring new hires up to speed quickly and efficiently.

A large regional bank introduced its own mutual funds for sale through investment specialists located at branch offices as well as over the phone. Singularity designed and helped develop a modular program that was disseminated to a very large branch population as well as a focused product knowledge and selling skills program for investment specialists. The program was instrumental in allowing the bank to rapidly build marketshare in the region.

The institutional services division of a mutual funds company needed a quick and easy way to orient its marketing representatives to a new product. Singularity developed a combination self-study and case-driven workshop program in which audio recordings of successful salespeople told their success stories and offered advice on how to prospect, handle specific objections and the like. The case-driven workshop allowed veteran salespeople to wrestle with tailoring their own personal sales approach to the new product.

A money center bank needed to develop the skills of its calling officers in a number of departments. Singularity helped design and develop a two-day sales management program that taught sales managers the four research-based principles of sales management: Sales leadership, approaching the marketplace, diagnosing performance problems and coaching. After attending the workshop, sales managers were able to provide the direction and support that were vital to the success of their people

A software company wanted to reach a broader market without increasing its direct marketing costs. Singularity developed a lead management system which linked target industry marketing of a high-priced product with outbound telemarketing calls to qualified prospects. Call performance standards and a phased sales process were also created. As a result, management’s goals were realized when costs were held at pre-program levels while sales increased steadily.

An aggressive global insurance company needed managers and regional executives to develop unique product ideas and market them into their local areas. We designed and developed a product development program which lead managers through the logic of scanning the market for needs, developing a product and thinking through a distribution strategy.

A mid-sized finance company needed a way to take advantage of third party sales representatives who had the potential for selling loan products. We designed an information session for these sales representatives as well as a sales process in which qualified leads were handed off to the finance company. As a result, the number of leads tripled within just one quarter.

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Since 1983