• Matt Herrin_resized
    Matt Herren Jan 12, 2017

    The road not token: How fraudsters beating EMV could hit a dead end in 2017

    EMV chips in credit and debit cards slow fraud, but don’t stop it. Tokenization promises to bolster consumer protections.

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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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  • Building the sales justified branch network

    • Brandon Larson
    • Yulian Fedulov
    Nov 20, 2015

    As branch transaction activity shifts to alternative channels, the decision framework for branch consolidation needs to shift more solidly to sales.

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  • Three priorities to set for 2016

    Charles Wendel_resized
    Charles B. Wendel Oct 9, 2015

    A bank’s strategic priorities for 2016 should include building excellence in cross sell, improving IT management and determining how to partner with alternative finance companies.

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