• Ron Wellman
    Ron Wellman Nov 9, 2017

    Artificial intelligence, genuine smart selling: How to leverage AI in commercial and corporate banking

    Retail banking has the early jump on utilizing AI. But sales leaders in other sectors can learn from successes and bolster their efficiency.

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  • Cross-selling in the crosshairs of regulators and consumers

    David Sosna_resized
    David Sosna Jan 11, 2017

    As the cross-sell debate continues, banks have a chance to reshape the practice in a way that’s digitally savvy and consumer friendly.

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  • Happy ‘grew’ year: Five best sales practices for banks in 2017

    Nov 9, 2016

    Growing the customer base and keeping consumers happy remain timeless challenges, even in a digital age. Here’s how to tackle those tasks.

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  • Data reshaping sales and product design

    Carol Wolf Nov 2, 2016

    Customer data is king in banking today as financial institutions learn how to utilize it for sales, customer service and product design.

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  • At the crossroads of cross-sell: Presenting a roadmap for the Board, regulators, and customers

    Charles Wendel_resized
    Charles B. Wendel Nov 1, 2016

    The banking industry has a golden opportunity to enhance the practice in a way that creates a win for all.

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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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