All posts by Katie Martz

Katie Martz is the Client Solutions Director at Synthesis. She helps asset managers uncover ways to reduce costs and grow AUM through content automation and sales enablement strategies. Katie lives in the suburbs of NYC and when she's not working, Katie enjoys spending time with her son, cooking, sailing, and watching/playing sports.


Thinking Outside the “Sales Box” to Keep Financial Advisors Engaged

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Understanding the challenges asset managers and their salespeople face in generating leads and winning new business has always been a key driver of our product development and enhancement efforts.

But the conversations we’ve been having with these firms have radically changed since the COVID-19 crisis began. The volatile market environment, in combination with the embargo on in-person meetings, has pushed typical product-and-performance meetings to the backburner. Sales teams have replaced lunch-and-learns and walk-in visits with digital marketing campaigns and Zoom sessions. As a result, wholesalers have had to find innovative ways to keep financial advisors engaged, many of whom are struggling with similar client acquisition and retention challenges.

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Why Pitch Decks Should be Created by Sales, Not Marketing

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Why Pitch Decks Should be Created by Sales, Not Marketing in FundFire and The Importance of Compliance Controls

This article, “Why Pitch Decks Should be Created by Sales, Not Marketing,” first appeared in Fundfire. It was written by Synthesis Director of Client Solutions, Katie Martz.


Recently, a salesperson told us about a deal where he went “rogue.” He got an opportunity to present to a major institutional client but didn’t have an up-to-date deck from marketing. So he cobbled together a deck using slides from previous presentations. He knew he was pushing the compliance boundaries, but he needed to land this deal.

His was the first presentation to the client, and he secured their agreement before leaving. As he walked out, three competitors sat in the lobby waiting for their turn to present. “If I had waited for marketing to send me an updated deck,” he said, “We would have lost that deal because the first sales guy to show them what they needed got the business.”

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