Alternative products are sold through relational marketing that takes place over time. What’s really important for managers to remember is to understand the customer and their needs as top priority
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Ten years ago I wrote this piece under the title ‘The Quest for Est.’ A decade on, I wanted to revisit its topic, as I believe that, though the alternative universe is much more crowded today than in 2013, the points made within this piece are as relevant today as they were then, if not more so. Let’s see if you agree
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No one needs reminding how 2022 was a rough year for investors and managers, but as we open the second half of 2023, there are lingering issues impacting the health of the overall financial landscape
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One of the selling skill intangibles in marketing is the ability to read a prospect’s nonverbal cues. If you don’t listen to how they are reacting to what you are saying and fine tune your approach to them, it almost doesn’t matter what information you provide
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I receive a slew of analyst forecasts and predictions as part of my client communication media that comes as that firm’s client. The tone of these has been migrating from subtly cautionary in outlook to more subdued in expectation as the first quarter of 2023 closed
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