On this episode of the BAI Banking Strategies podcast, we talk with Avril Castagnetta, senior manager at Ernst & Young.
Getting the most benefits from CRM requires putting transforming your company to a customer-centric organization before implementing the technology.
As banks renew their focus on middle-market lending, they may need to take a closer look at existing sales management and processes.
Using customer data at the point-of-sale with eligibility analytics can help banks implement a simpler and more efficient sales process.
Affluent customers can’t pay for the entire flight; instead, a high-volume sales effort to mass market consumers is critical in covering the fixed costs of retail banking.
Successful cross selling requires a cross-functional team approach that is led by marketing but includes customer service, sales, executive leadership, and information technology.
The contact center has become the first line of defense in ensuring that a sale lost to the branch does not become a sale lost to the bank altogether.
To strengthen bonds with commercial customers, banks need to reorient the role of relationship managers to more sales activity and credit authority and less administrative and compliance work.