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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...

The Confidence Game: Covid, Consumers, and the Outlook for the Corporate Bond Market

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...

Junk, Real Junk, and the Default Leverage Effect

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...

Using Strategic Content to Grow Sales of B2B Financial Products: Qualifying Leads

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...

FOMO: A Powerful Motivator for Fund Managers in a Time of Rising Markets

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...

Using Strategic Content to Grow Sales of B2B Financial Products: Identifying Leads

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...
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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.