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Why Account Management Beats Sales-First for Advisor Satisfaction
In today鈥檚 hyper-competitive asset management landscape, financial advisors expect more than product pitches and fund fact sheets. The evolution from product-focus to portfolio-focus gradually shifted the conversation from 鈥渢ell me the product鈥檚 story鈥� to 鈥渢ell me how the strategy fits in my portfolio.鈥� A "portfolio first" sales approach in asset management refers to a strategy where sales teams lead client conversations with the investment portfolio itself鈥攊ts strategy, construction and outcomes鈥攔ather than starting with firm branding, product features or product characteristics.
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