I’ve spent months speaking to both fund selectors and fund salespeople: what have I learned? I began as editor of Citywire Selector this year but have continued to write for a distribution audience via my Inside Asset Management newsletter (weekly on Thursdays, don’t miss it). A question from a young fund salesman last week prompted me to start piecing together just what worked best with selectors. He wanted to know what salespeople were doing the best job. Well, I have started to see where what selectors want and what salespeople say they are doing are matching up. Take a look, exclusively on Selector 👇 #assetmanagement #fundselection #sales #citywireselector
Patrick Murphy
2mo
Agree that finally silos between sales and marketing are coming down. One Revenue Team will be far more successful. We see success where marketing / content is built out throughout the client journey from initial outreach through the 2,3…6 touch points to final investment and beyond. However I don’t agree that it’s either hit the phones or be smart with data to identify opportunities. It’s both but in the right order. Identify the product/market/client opportunity and then scale sales.
Great piece, Will. What shines through for me is that we perform (sell) so much better when we think of the client and their problem first, instead of blandly pushing product. Fund management *is* years behind in realising this, but articles like yours make everyone sit up and take notice, I'm sure.