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...
by David Munves, CFA | Jul 9, 2020 | Credit and Capital Markets
“The circulation of confidence is better than the circulation of money.” James Madison The corporate bond market has...
by David Munves, CFA | Jun 18, 2020 | Credit and Capital Markets
After a spate of downgrades in the leveraged loan market, more than a third of the sector is rated B- or below — a record level. Despite this, after falling by 21% on the news of Covid-19 outbreak the S&P/LSTA Leveraged Loan Index has now regained almost...
by David Munves, CFA | Jun 12, 2020 | Strategic Marketing
In marketing complex financial products I’ve found that the biggest challenge at the lead qualification stage (the second one in the sales pipeline schema) is getting prospects to engage with a product. Without this, they won’t devote the time and bandwidth to...
by David Munves, CFA | Jun 10, 2020 | Credit and Capital Markets
Expectations of an economic rebound, government support programs, and low interest rates have all been cited as reasons for the corporate bond market’s strong performance. But when it comes to active fund managers, Fear Of Missing Out on the rally that kicked off in...
by David Munves, CFA | Jun 5, 2020 | Strategic Marketing
In this, the second post on the use of strategic content to boost B2B sales, I focus on a common challenge all vendors face at the outset of the sales process, namely the need to identify unqualified leads from a much larger group of raw prospects – the initial step...
