So one of the things that we've employed after the acquisition of Salient is a lot of technology in the sales area. We were very fortunate that Salient had spent a lot of money to build a Salesforce-enabled distribution network that allows us to see activity. We can see where our intermediary salespeople are, who they're seeing. It allows us to see our flows when money's coming in, when it's going out. That's all pretty basic stuff, but it's very expensive for a firm our size to build, so that has been a huge lift for us. And then we've added a number of other different technologies to try to enhance the sales effort. We use Dakota Marketplace to help us make better use of our time to understand when we have portfolio managers traveling. to make sure that we're calling on everybody in that particular area, making really good use of their time. We use a system by Tiffin called AMP, where we can actually download our prospects into their AI-enabled machine that allows us to really cultivate prospects. We use another system that tells us who's reading our information and when and how long they spend on it, so that when we're reaching out to prospects, we have a much better handle on who's actually interested in the various strategies that we have. So we continue to use technology to our advantage. We've been able to cut out a little bit of expense on some of the legacy stuff that we've had with the addition of the new salient tools. So it's pretty exciting.

Feb 14, 2024 / receipt, needs a key / Brian Casey, CEO | earnings call 2024-02-14 | transcript 81bea20f-fcf5-4bd6-b7ce-d345d64b1b9c | chars 16451-17929 | segment 17

We use Dakota Marketplace to help us make better use of our time to understand when we have portfolio managers traveling. to make sure that we're calling on everybody in that particular area, making really good use of their time. We use a system by Tiffin called AMP, where we can actually download our prospects into their AI-enabled machine that allows us to really cultivate prospects. We use another system that tells us who's reading our information and when and how long they spend on it so that when we're reaching out to prospects, we have a much better handle on who's actually interested in the various strategies that we have.

Feb 14, 2024 / receipt, needs a key / Brian Casey, CEO | earnings call 2024-02-14 | transcript 81bea20f-fcf5-4bd6-b7ce-d345d64b1b9c | chars 37130-37767 | segment 39

I'd like to close with one observation. In my 31 years at Westwood, I've never seen our sales team busier than they are today. Our sales team completed 995 meetings during the quarter, which set an all-time record. Near-term flows may not reflect our team's schedules of heavy travel and extensive meetings, but we strongly believe that they will in time.

Aug 2, 2023 / receipt, needs a key / Brian Casey, CEO | earnings call 2023-08-02 | transcript c6e59d3e-0022-4fd2-9102-f837f0b8974b | chars 15798-16153 | segment 16

And we've installed a firm-wide travel calendar now to help our sales and client service teams maximize their meeting opportunities by making more efficient use of our portfolio manager's travel time away from the office.

Apr 26, 2023 / receipt, needs a key / Brian Casey, CEO | earnings call 2023-04-26 | transcript f17a62a4-5cf8-4cf7-bc83-df878ac165e6 | chars 19755-19976 | segment 19

And against the backdrop of what we're seeing is a little bit higher volatility in the markets. And then secondly, maybe you could talk a little bit about, you know, as we come out of the pandemic and supporting kind of this accelerated sales productivity that you've achieved in terms of, you know, higher spend, travel, et cetera. So just a little more color on how you see the sales process evolving as we get to a more personal world.

Feb 9, 2022 / receipt, needs a key / Max X, analyst | earnings call 2022-02-09 | transcript b097c83e-555c-432a-a09a-467aba644230 | chars 21214-21652 | segment 21