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.
Predictive selling helps boost cross-sale ratios by utilizing customer data in real time to inform the selling relationship.
Wells Fargo executive Jay Freeman says sales effectiveness requires sales and product design staff working together to make the process simpler for customers.
Competitive differentiation, particularly for community banks, needs to go beyond ‘local presence’ and ‘great service.’
Post-financial crisis, banks will need to improve their performance in four key areas to restore lost revenue growth.
Turning managers into sales coaches is the key to effective sales performance on the branch frontline.
Consultant Kevin Hoffberg says building a high-performing sales culture in banking requires athletic-like focus and determination.