BLOGS. July 7, 2025
Why Account Management Beats Sales-First for Advisor Satisfaction
In today’s 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 “tell me the product’s story” to “tell me how the strategy fits in my portfolio.” A "portfolio first" sales approach in asset management refers to a strategy where sales teams lead client conversations with the investment portfolio itself—its strategy, construction and outcomes—rather than starting with firm branding, product features or product characteristics.
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