DST Systems : Predictive Selling Key To Engaging Increasingly Elusive Financial Advisors

Company Release - 6/14/2016 8:00 AM ET

NEW YORK, June 14, 2016 /PRNewswire/ - DST kasina LLC, a provider of business intelligence that transforms distribution, marketing, and product development for asset managers, today released new research on the use of predictive selling tools in asset management distribution teams.

DST kasina's latest report - Best Practices for Implementing Predictive Analytics in Sales - suggests that asset managers need stronger adoption of predictive tools to ensure their interactions with financial advisors are as relevant as possible.

According to Tracy Needham, Senior Research Analyst at DST kasina and author of the report, as it becomes increasingly difficult for firms to connect with advisors via in-person meetings or telephone, it's critical for sales teams to make the most of their shrinking opportunities.

'We know that the number of live interactions between wholesalers and advisors is steadily declining, while advisors' preference for digital engagement is increasing,' says Needham. 'Asset managers must start engaging advisors more effectively throughout the decision journey by making each interaction as relevant as possible. Personalized insights and recommendations from predictive analytics tools can go a long way in helping them do exactly that.'

Top asset managers have already been using predictive analytics in sales to increase the efficiency of internal and external wholesalers, but fostering adoption of these tools among sales teams has been a challenge. However, the report shows that leading firms have been able to foster greater adoption and success through best practices such as:

• Securing strong, visible executive support
• Giving wholesalers ownership of the solution
• Integrating predictive elements seamlessly into the sales workflow
• Ensuring the tool provides practical and actionable guidance

'Many salespeople continue to resist the notion that a computer can know and make better decisions about their advisors than they can,' says Needham. 'Like any change management initiative, increasing their trust in these tools and following through on the recommendations requires a multi-pronged approach from setting the stage to selling it to the sales team to helping them use the insights more effectively.'

Designed to help heads of distribution and sales managers who are ready to implement or improve adoption of predictive insights and recommendations in their sales organizations, the report includes industry statistics, detailed notes, and recommendations for best practices. For more information on DST kasina's Best Practices for Implementing Predictive Analytics in Sales report, contact Myra Bartalos, Head of Marketing, at mbartalos@kasina.com.

About DST kasina
DST kasina LLC helps leading companies in the financial services industry manage data, gain insight, and ignite change in their business. Through effective use of advanced analytics, research, and distribution intelligence technologies, DST kasina enables business to better understand, predict, and optimize key business factors impacting their asset growth and profitability. For more information on how to leverage DST kasina's strategic advisory services, visit www.kasina.com.

About DST
DST Systems, Inc. (NYSE: DST) is a leading provider of specialized technology, strategic advisory, and business operations outsourcing to the financial and healthcare industries. Combining unmatched industry knowledge, critical infrastructure and service excellence, DST helps companies master complexity in the world's most demanding industries to ensure they continually stay ahead of and capitalize on ever-changing customer, business and regulatory requirements. For more information, visit the DST website at www.dstsystems.com.

Media Contact:
Laura M. Parsons
DST Global Public Relations
+1 816 843 9087
mediarelations@dstsystems.com