• BAI Managing Editor Lou Carlozo
    Lou Carlozo Sep 27, 2017

    Podcast: Sales excellence in the digital age

    Greg Blausey of Salesforce explains how a digital-savvy sales approach makes all the difference in a time of big data, artificial intelligence and customized customer treatment.

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  • Putting Transformation First for CRM

    Michael Ruckman Jun 24, 2013

    Getting the most benefits from CRM requires putting transforming your company to a customer-centric organization before implementing the technology.

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  • Winning Back the Middle Market

    Jun 14, 2013

    As banks renew their focus on middle-market lending, they may need to take a closer look at existing sales management and processes.

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  • Improving Retail Sales with Analytics

    Mitchell Orlowsky May 15, 2013

    Using customer data at the point-of-sale with eligibility analytics can help banks implement a simpler and more efficient sales process.

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  • More Coach Seats Needed in Retail Sales

    • Darryl Demos
    • Dale Johnson
    May 3, 2013

    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.

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  • Who Owns Cross Selling (and Who Should Own It)?

    Christian Klacko May 1, 2013

    Successful cross selling requires a cross-functional team approach that is led by marketing but includes customer service, sales, executive leadership, and information technology.

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  • Talking Up Sales in the Contact Center

    • Darryl Demos
    • Alan Mattei
    Apr 5, 2013

    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.

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  • Revitalizing the Relationship Manager

    Charles Wendel_resized
    Charles B. Wendel Mar 8, 2013

    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.

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