Lead Vanguard

How to Lead Vanguard’s Index Funds

Lead Vanguard offers a wide variety of low-cost, passively managed mutual funds and ETFs. Its index funds are especially popular with investors, who benefit from the fund’s lower fees and transparency.

Mortimer Buckley is chairman of the board and chief executive officer of Vanguard. He joined the firm in 1991 and has held a number of senior leadership positions.

Sales Pipeline Management

An important part of sales is nurturing a potential buyer from the awareness stage through the evaluation and conversion stages. This is often referred to as the sales funnel or pipeline. It is a visual representation of how leads are converted into paying customers.

The Vanguard team wanted to get a better understanding of how their opportunities were moving through the pipeline. They were using a CRM but struggled with the limitations of its functionality. Then they found Spiro.

Spiro’s artificial intelligence collects and analyzes data more frequently to give you full visibility into your team’s opportunities and gives you insights on best times to connect with prospects. It also helps you manage a sales pipeline and forecast with The Seven Imperatives methodology. You can also use our DealIQ technology to measure your confidence in your forecasts based on the micro data from each deal. This helps you stay focused on the deals that matter most.

Meeting Automation

Vanguard’s online trading platform lacks some features that investors expect, especially for a broker that’s geared to buy-and-hold investors. For example, you can’t stage orders for later entry and the brokerage doesn’t offer advanced order types like one-cancels-the-other (OCO) or one-triggers-the-other (OTO). Fidelity, on the other hand, offers a more robust trading platform with a variety of order types that appeal to active traders.

Evenbound helped Vanguard streamline their sales process and implement tools that would allow them to convert qualified leads faster. This led to $2.8 million dollars closed and 921 new contacts this quarter alone. And it’s all thanks to their team being willing to onboard, embrace, and use the Sales Hub tools Evenbound provided.

AEPONYX, C2MI, and Vanguard Automation are packaging partners in EU project ELENA – a Lithium Niobate on Insulator photonic integrated circuit technology that promises to deliver performance enhancements for ultra-high-speed telecom networks, optical signal processing, programmable PICs, sensing applications and LIDAR. Learn more about this revolutionary technology in a Lightwave or AEPONYX webinar.

Email Sequences

Serving the right message to the right client at the right time is a key goal for Vanguard’s financial advisor services group. To do this, the team uses personalization and automation tools to streamline their follow-ups with qualified prospects who meet at industry conferences and tradeshows. We helped them optimize their meeting schedule at events and set up meetings with new prospects by automating sequences that included meeting links and prescheduled messages with personalized tokens.

Vanguard supports efforts to strengthen retirement security by requiring new defined contribution (DC) plans to automatically enroll participants in the default investment options that best suit their retirement goals. We also support modernizing disclosure for investors by requiring that retirement plan notices be delivered electronically, while retaining the option for investors to receive paper documents. Additionally, we maintain a federal political action committee (VCRG) that contributes on a nonpartisan basis to candidates for federal office. For more information, visit vcrg.org.

Lead Nurturing

Vanguard’s sales nurturing capabilities provide the opportunity to keep in touch with your leads, helping them to remember you and build a relationship with your brand. This can be done through a number of channels, including email.

Vanguard’s rethinking of retirement services is driving transformational growth and improving the overall participant experience. It’s a unique combination of a cloud-based recordkeeping platform, unprecedented personalization, and a relentless client-first focus.

John Marcante serves as chief information officer at Vanguard, overseeing the firm’s use of technology to serve its clients globally. Prior to becoming CIO, he led the High Net Worth and Advice client groups. He has nearly three decades of experience leading business and technology initiatives.

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