There is a framework in sales that considers the potential benefits of an offering based on two dimensions: tangible vs. intangible and direct vs. indirect (TIDI). When making purchasing decisions, ...

Advisers need to work on better communicating the intangible benefits brought about by advice if they want potential clients to value their service, according to Russell Investments Solutions. While ...

Ask about ROI numbers for an IT project and you often hear that the benefits are great, but too soft, too intangible to be measured. Doug Hubbard begs to differ. He’s the author of a new book: How to ...