In this episode of The Rainmaker Podcast, host Gui Costin sits down with Jonathan Harari, Managing Director and Global Head of Investor Solutions at Crescent Capital Group. The discussion offers an in-depth look into the sales philosophy and strategic approach behind Crescent’s success in institutional investment sales.
Harari begins by sharing his background, from growing up in Paris to studying in the U.S. at NYU and Wharton. His career has spanned roles at PIMCO and Blackstone before he took on his current leadership position at Crescent. Throughout the conversation, Harari emphasizes his commitment to the word "sales," rather than dressing it up as business development, explaining that successful sales teams embrace the challenge of uncovering new opportunities.
A key theme of the episode is the importance of focusing on "new names"—finding and building relationships with potential clients that the firm has never engaged with before. Harari shares how he instills this mindset in his team, setting up CRM alerts and tracking new contacts in real time to ensure constant outreach and pipeline growth. He and Costin discuss the fundamental role of cold outreach in sales, a strategy both believe to be the backbone of a thriving business.
Harari also offers insights into team structure, sales strategy, and leadership principles. His team is divided into three core functions—client service, business development, and product management—working in tandem to provide a seamless client experience. He believes in treating regional sales leaders as CEOs of their respective territories, empowering them to take full ownership of their success. Transparency is a major pillar of his management style, ensuring that everyone on the team is aware of each other’s activities and progress.
Costin and Harari dive into leadership philosophies, emphasizing availability, urgency, and focus. Harari makes it a priority to be present and accessible to his team, believing that being in the trenches with them is crucial to fostering a high-performance culture. He highlights the importance of culture in retaining top talent, arguing that while compensation is critical, the daily work environment and career development opportunities are just as important.
The conversation also touches on innovation in asset management, with Harari warning that firms that fail to adapt to changing market demands risk irrelevance. He stresses that constant evolution, whether through new product structures or sales techniques, is necessary for long-term success.
The episode closes with advice for young professionals entering the industry—read extensively, observe experienced colleagues, and develop a unique voice. Harari underscores that knowledge and confidence are key differentiators in making a lasting impression.
Overall, this episode is a masterclass in sales leadership, offering valuable lessons on building a high-performing sales team, fostering a winning culture, and maintaining a relentless focus on growth and innovation.
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