• 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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  • Predictive Selling for Cross Sell

    Mitchell Orlowsky Aug 17, 2011

    Predictive selling helps boost cross-sale ratios by utilizing customer data in real time to inform the selling relationship.

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  • Simpler is Better in Sales

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    Kenneth Cline Aug 5, 2011

    Wells Fargo executive Jay Freeman says sales effectiveness requires sales and product design staff working together to make the process simpler for customers.

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  • Who Are You?

    Dave Kerstein_resized
    David Kerstein Nov 30, 2010

    Competitive differentiation, particularly for community banks, needs to go beyond ‘local presence’ and ‘great service.’

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  • No Hook, No Sale

    Jeff Platter Sep 1, 2010

    Community banks often overlook a key lesson: marketing without training is like bait without a hook.

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  • Value for Value

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    Debbie Bianucci Aug 1, 2010

    Post-financial crisis, banks will need to improve their performance in four key areas to restore lost revenue growth.

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  • Win One for the Coach

    Paul Robert Jul 1, 2010

    Turning managers into sales coaches is the key to effective sales performance on the branch frontline.

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  • Entering the Sales ‘Zone'

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    Kenneth Cline Jun 17, 2010

    Consultant Kevin Hoffberg says building a high-performing sales culture in banking requires athletic-like focus and determination.

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