by Liz Hecht | April 2017 | War Stories
An investment firm for high-net-worth individuals recently made a presentation to an elderly couple representing a major piece of business. The investment firm made a point of showcasing its cutting-edge technology, emphasizing how account information would be... by Liz Hecht | April 2017 | War Stories
A seasoned salesperson recalls the following question-and-answer session with a shudder. The president of a large corporate plan asked a reasonably simple question. Every member of the three-person presentation team proceeded to answer the question, each putting a new... by Liz Hecht | April 2017 | War Stories
An institutional salesperson recalls the agony of regularly presenting with a hyperactive portfolio manager. While members of his team were presenting, this person would shuffle papers, look inside his briefcase, look out the window and generally fidget as if he... by Liz Hecht | April 2017 | Art & Science
The following is adapted from an article written by Liz Hecht of Alpha Partners for Advisor, a journal for members of the Association of Investment Management Sales Executives (AIMSE). The article is reprinted with permission by AIMSE. Comment from a...
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