• Lou_Carlozo_resized
    Lou Carlozo Apr 21, 2017

    Podcast: The art and science of social selling

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

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  • Get started with social selling

    • Avril Castagnetta
    • Heidi Boyle
    Jul 29, 2016

    The emerging practice of social selling calls for new sales processes, controls and governance models.

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  • Transforming branch staff with predictive analytics

    Kerim Tumay
    Kerim Tumay May 15, 2016

    Rather than just focusing on cost-cutting in their branches, bankers need to improve the performance of their branch workforce through predictive analytics.

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  • Reconfiguring branch staffing for sales

    • Dale Johnson
    • Darryl Demos
    May 6, 2016

    Retail banks must start preparing now for local branch sales in a digitally-eroded environment – and universal bankers are not the answer.

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  • Rethinking the generation gap in banking

    Mar 25, 2016

    Despite the stereotypes of Millennials going all-digital for their banking needs, jumping to conclusions about generational change can lead bankers astray, according to BAI Research.

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  • Six keys to cross sell success

    Charles Wendel_resized
    Charles B. Wendel Feb 5, 2016

    Crossing selling effectively is difficult, as every banker knows, but following six key techniques can help you improve the odds.

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  • Five ways to make cross-sell more effective

    Guenther Hartfeil Dec 1, 2015

    Cross-selling can be effective if bankers put the right metrics in place, change behavior of sales staff, align incentives, re-focus on customer needs and eliminate policies that get in the way.

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  • Embedded analytics for smarter sales

    Mitchell Orlowsky Nov 23, 2015

    Embedded analytics within a structured sales process can help banks offer personalized products, services and resources to customers.

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