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 | War Stories
An investment firm lost an existing client to a new firm. The relationship manager was flabbergasted. He and his wife had become great friends with this client, attending golf outings and charity functions together for many years. He had forgotten that being a best... 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...
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