December 16, 2019
As asset managers continue to do more with less, substantial changes are taking place when it comes to selling mutual funds. What’s in store for the future of wholesaling?
Many asset managers are in the process of reducing their overall number of wholesalers and changing their roles and compensation structures. They’re also changing their sales strategies to emphasize national accounts and digital sales technologies. By taking these measures, firms are looking to cut costs and be more efficient with fewer salespeople in the field. So, what is driving these drastic changes?
October 24, 2019
Salespeople like doing things their way and can be resistant to change, especially when it comes to implementing new sales technologies. Director of Client Solutions at Synthesis, Katie Martz, discusses five strategies for improving adoption.
September 12, 2019
Before firms can effectively go-to-market, they have to answer a fundamental question: Who is the customer? For asset managers to maintain a competitive edge, they must change the way they pitch to investors. The messaging can’t be all about the firm and its products. It has to be about the client, their needs, their pains, and their potential gains.
September 5, 2019
Marketing teams can usually get salespeople 90% of the way there with a great presentation, but the salesperson must be able to customize the last 10% to be truly customer-centric. Synthesis Client Solutions Director, Katie Martz, explains why in this Fundfire article.