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...
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...
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...
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...
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...
