U.S. Institutional Marketing and Sales Organizations 2021: Finding the New Normal in a Post-Pandemic Environment

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This report provides a broad-based overview of the trends and challenges impacting institutional distribution teams. Trends in asset allocation, request for proposal (RFP) volumes, the use of consultants, sales cycles, and marketing strategies are all covered in this report. Trends and challenges are looked at primarily from three different perspectives: those of sales and marketing, consultant relations, and RFP teams. This report uncovers how these teams remain successful in a challenging market environment, the ways in which they organize and target clients, and the skills and expertise they want to recruit and retain. It touches on the impact of COVID-19 on the sales process, increased diversity and inclusion (D&I) interest from asset owners, and other emerging trends. The report also looks at staffing trends from many different common roles found on sales and marketing teams.

Reasons To Purchase:
  • Review the impact of COVID-19 on institutional sales and marketing and discover Cerulli’s predictions as the industry enters a new normal.
  • Gain insight into the industry’s emerging trends, including, environmental, social, and governance (ESG) and D&I, and understand how sales teams are navigating increased demand for ESG-integrated products and evaluating D&I efforts in asset management.
  • Explore how sales and marketing professionals are adapting their processes as travel restrictions ease and offices reopen.
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