by Liz Hecht | April 2017 | War Stories
Early in her career, an institutional salesperson recalls this classic situation: She and her team had made a finals presentation for a sizable account. They described their “disciplined investment process,” their extensive resources, the quality of their... by Liz Hecht | April 2017 | War Stories
The director of a large family investment office tells this story. “This young woman, a marketing associate for a local investment firm, had been calling me for some time. She asked good questions, provocative questions that helped me think through some issues... by Liz Hecht | May 2015 | Presenting Performance and the Portfolio
In This Issue: The Right Kind of Proof | Reality Check | Investment Performance Handbook Investment management is a competitive field where small things can make a big difference. This issue of Excess Returns examines a potential competitive advantage that is...
by Liz Hecht | April 2015 | Communicating with Distinction
In This Issue: Teach to Learn | The Downside? | Wealth Management Unwrapped Can a simple shift in mindset greatly increase one’s effectiveness as a salesperson? You bet it can. This issue of Excess Returns explores strategies for selling...
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