Insights: How to be the smartest tool in the box

In my role, I come into contact with a lot of advisers. As you'd expect, the one subject that tends to come up in conversation, almost without fail, is sales: how to shorten the cycle; how to make sure you're offering the right product or amount of protection; how to exploit opportunities in your existing client base and so on. And while you can never generalise completely, the thing that strikes me time and again is how few online sales aids people tend to use. Of course, I completely understand that if something's not broken, there's little need to fix it. But, as a glass half-fu...