Stacy Havener

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Articles

M&G funds boss sheds light on Middle East PruFund play

1 month ago | citywire.com | Stacy Havener |Chris Sloley |Joseph Eden

M&G’s asset management chief has revealed how the distribution strategy for its PruFund-like product in the Middle East will be to target corporate pensions and a retirement market play. Speaking to Citywire Selector following M&G’s results, Joseph Pinto, CEO of M&G Investments, shared insights on the firm’s expansion into the Middle East as well as why the Italian version of its PruFund product had suffered outflows as a result of regulatory changes.
To increase sales, do the 'unscalable'

1 month ago | citywire.com | Olivia Bybel |Stacy Havener |Chris Sloley |Jana Rudolf

Fund houses want growth and they look to sales leaders for that scale. The adage ‘sales is a numbers game’ makes us clamor for one-to-many initiatives in the hope of a small conversion rate. Purchased lists, mass emails, cold calls all seem to increase efficiency on paper. If we scale the volume input (and touches) high enough, the thinking goes, maybe we will get the volume output (and assets) we want. The problem? Buyers are drowning in noise. These tactics are getting ignored, deleted, or blocked.
How AllianceBernstein’s PMs manage their analysts, plus other questions on culture

1 month ago | citywire.com | Stacy Havener |William Robins |Chris Sloley |Joseph Eden

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Revealed: 10 active funds most exposed to Tesla crash

1 month ago | citywire.com | Olivia Bybel |Stacy Havener |Chris Sloley |Jana Rudolf

Over the last three months, Tesla shares have dropped an eye watering 46.49%. Citywire Selector has identified which active European funds have the largest exposures to the volatile stock. The auto and clean energy company, rated AA by Citywire Elite companies, has faced criticism and falling sales attributed largely to CEO, Elon Musk’s actions in government and the negative attention it’s attracted.
Three ways sales talent is wasted and how to fix it

Jan 16, 2025 | citywire.com | Angus Foote |Stacy Havener |Joseph Eden |Ian Heath

Most asset managers know that people are one of their most valuable resources. Look at any pitchbook with stats on headcount, combined years of experience, bios laden with degrees, certifications, awards, and accolades. That’s for the C-suite and investment team. But the salespeople? They are some of the most valuable yet often overlooked and underutilized players.
How to get more meetings with selectors

Sep 19, 2024 | citywire.com | Olivia Bybel |Stacy Havener |Frank Talbot |Ian Heath

The top sales priority for fund houses is obvious: more assets. The second priority for most sales teams? More meetings. Neither one is easy to get. But, in the pursuit of fund meetings and assets, it pays to remember this saying: You get what you give. Here are three reasons fund salespeople struggle to score meetings (and a remix to fix the problem). Read to the end to find out what selectors say about getting a meeting booked. Most fund salespeople start planning a trip two weeks in advance.
You’re Yoda, not Luke: Why heroic fund sales stories fail

May 29, 2024 | citywire.com | Stacy Havener

If done right, stories lead to sales. Everyone’s got a story. Your business has a story. And every story needs a hero. But here is where the problem comes in. Most fund companies make themselves the hero of the story. That is a story done wrong. Let’s fix it. There can only be one hero in a story. For your fund story to result in sales, the story cannot be about you. Investors do not care about you.
Ditch the pitch! Selectors tuning out of one-sided presentations

Apr 23, 2024 | citywire.com | Stacy Havener

The concept of pitching does an incredible disservice to asset managers. It encourages us to have bad meetings. The literal idea of a pitch is: I throw something at you, and you hit it. But there are some bad practices which pitching upholds.