• Tom Long
    Tom Long Feb 7, 2018

    How cost shifting helps banks make the most of branches

    Cost shifting banks don’t just absorb change—they remain profitable and relevant through technological upheaval and branch attrition.

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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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