The Battle for the Middle Market: The Role of Information in Creating a Sustainable Competitive Advantage

In the battle for the large and profitable middle market, attracting and retaining top sales and account management talent is essential to success. The best-performing brokerage firms also understand that even the most talented sales and account management people are at a disadvantage without timely and accurate information about clients and prospects. Based on input from 313 middle market brokers, Advisen analyzes how brokerage firms access and use information. The survey revealed a potentially crippling disconnect in many mid-size firms between the need for information and the way technology is used to deliver information to business leaders.

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