• BAI Managing Editor Lou Carlozo
    Lou Carlozo Apr 21, 2017

    Podcast: The art and science of social selling

    On this episode of the BAI Banking Strategies podcast, we talk with Avril Castagnetta, senior manager at Ernst & Young.

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  • Mobile as Sales Supplement, not Sales Substitute

    Lauri Giesen Dec 21, 2012

    Mobile banking can be an effective sales tool for banks but only if used in conjunction with other sales channels, say BAI Retail Delivery 2012 speakers.

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  • Profit-based Metrics for Branch Sales Productivity

    Darryl Demos May 25, 2012

    Now that the branch sales force can no longer be financially justified on the strength of walk-in traffic, it’s time to embrace profit-based metrics to drive sales productivity.

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  • Managing the Conversation with Unhappy Customers

    Edward G. Brown Nov 18, 2011

    With the popularity of their industry at low levels, banks need to train and fortify their employees for speaking to unhappy customers.

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  • Avoiding a Sales Productivity Crisis

    Darryl Demos Oct 6, 2011

    Will branch staff cuts exacerbate the revenue crisis in retail banking? Much hinges on boosting sales productivity from the remaining employees.

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  • Combining Sales and Service on the Frontlines

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    Kenneth Cline Sep 20, 2011

    Umpqua executive Colin Eccles explains how his bank’s ‘universal associates’ handle both sales and service in the branches.

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  • Improving Sales Performance with Decision Hub

    D. Scott Andrick Sep 15, 2011

    A real-time decision hub can personalize offers and seamlessly transition from the sales to the fulfillment process.

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  • Keys to Cross-Selling Success

    Brad Strothkamp Sep 13, 2011

    Effective execution in terms of pricing, customer data analysis and servicing followup separates the winners from the also-rans in successful cross-selling.

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