Jerry Bradley
Oct 18, 2019

In an effort to drive revenue, banks continue to place inordinate time and attention on improving sales culture. Experience shows this effort often ends up fruitless and yields disappointing results. Wells Fargo’s toxic sales culture mentality and the phantom account scandal represent a textbook case of the consequences financial institutions can face. For starters, definitions of “sales culture” are […]

In the sales enablement world, leaders are learning a new language—the language of risk.

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In the sales enablement world, leaders are learning a new language—the language of risk.

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Three factors are changing the sales landscape in financial services like never before: customer expectations, digital technology and the refinement of sales practices.

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On this episode of the BAI Banking Strategies podcast, we talk with Avril Castagnetta, senior manager at Ernst & Young.

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If you follow the headlines about aggressive sales practices in the financial services industry, you might think our nation’s retail banks and investment advisory offices have become sales-obsessed pressure cookers focused solely on moving new product.

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EMV has been a much-discussed payments topic in recent years.

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Cross-selling is in the crosshairs of anyone who has anything to say about financial services these days—from Congress, to the media, to consumer protection groups.

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With just a few weeks left in the calendar year, 2016 has presented financial institutions with a multitude of growing-edge challenges sure to spill over into 2017.

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Data is taking a new role front and center at many financial institutions.

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Cross-sell has long involved selling additional products and services to bank customers, based on an assessment and understanding of their needs.

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