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Do PIKs Mark the Peak of the Credit Cycle?

by David Munves, CFA | Nov 11, 2020 | Credit and Capital Markets

Connoisseurs of past credit catastrophes know that market peaks are typically characterized by especially risky deals, transactions that, with the benefit of hindsight, led rueful investors to clutch their brows and ask “what was I thinking?”  The recent sale of...

Pandemic Accelerates Digital Transformations, Creating Opportunities for Vendors of New B2B Technology Solutions

by David Munves, CFA | Oct 19, 2020 | Strategic Marketing

Crises always bring opportunities, and the Covid-19 pandemic, despite its terrible human and economic costs, is no exception to this.  According to a recent study from IBM’s Institute of Business Value (IBV), the pandemic has led firms worldwide to significantly...

B2B Sales Topics: Turning Free Trials into Signed Contracts

by David Munves, CFA | Oct 13, 2020 | Strategic Marketing

If you ask B2B sales professionals what customer response they hate to hear most, “I’m not interested” would be the clear winner.  But in my experience, “I need a free trial” is a strong contender for second place. The concept of “free” is bad enough for a sales...

Forget about Stocks: When it Comes to the Economy, the Corporate Bond Market is What Matters

by David Munves, CFA | Jul 27, 2020 | Credit and Capital Markets

Over the past 20 years companies and financial institutions have borrowed $23 trillion (yes, that’s trillion with a “t”) from the corporate bond market, underlining its crucial role in the American economy.  The money flows the other way in the stock market: over a...

Using Strategic Content to Grow Sales of B2B Financial Products: Improving Contract Closure Rates

by David Munves, CFA | Jul 14, 2020 | Strategic Marketing

In a previous post on improving sales pipeline efficiency for vendors of complex B2B financial products, I discussed how to use strategic content to get raw prospects to commit to lead qualification meetings or phone calls.  This post covers the next stage of the...
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Recent Posts

  • Do PIKs Mark the Peak of the Credit Cycle? November 11, 2020
  • Pandemic Accelerates Digital Transformations, Creating Opportunities for Vendors of New B2B Technology Solutions October 19, 2020
  • B2B Sales Topics: Turning Free Trials into Signed Contracts October 13, 2020
  • Forget about Stocks: When it Comes to the Economy, the Corporate Bond Market is What Matters July 27, 2020
  • Using Strategic Content to Grow Sales of B2B Financial Products: Improving Contract Closure Rates July 14, 2020

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© Copyright DWM Consulting Services LLC. All Rights Reserved.