Sales

Taming data is key to the sales strategy at banks

The words “sales data strategy” can seem overwhelming to even the most seasoned sales executives. The right sales data strategy can provide sales leaders, managers, and salespeople with insights to make more informed decisions and drive better results.A sales data strategy is a documented plan that provides a structured framework for sales organizations to effectively manage and Read More

By |2020-05-27T18:16:25-05:00February 4th, 2020|Comments Off on Taming data is key to the sales strategy at banks

Cross-selling, without crossing the line: The powerful value proposition for smart, compliant banks

Cross-selling does not have to imply bankers conducting surreptitious behavior with their customers’ financial accounts. In fact, knowledgeable, timely outreach to consumers and small businesses—backed with intelligent insights and sound financial recommendations—can have a significant, measurable impact on customer satisfaction, loyalty and on the improvement of customers’ financial lives. This article cites a Barlow Research Associates Flash Read More

By |2020-05-27T17:58:38-05:00March 23rd, 2018|Comments Off on Cross-selling, without crossing the line: The powerful value proposition for smart, compliant banks

How cost shifting helps banks make the most of branches

Ultimately, every organization shares an identical purpose: to create operating leverage by growing revenue faster than expenses. Over time, organizations that focus on achieving this goal become more productive and efficient. Conversely, organizations that fail to recognize the importance of creating operating leverage become inefficient. Simply put, layering on additional expense over time without a corresponding lift Read More

By |2020-05-27T17:58:40-05:00February 7th, 2018|Comments Off on How cost shifting helps banks make the most of branches

Setting sale: How to build a winning cross-silo referral program

It’s one of the most ubiquitous sales programs in the banking industry and should be one of the most productive: the cross-silo referral program. So why does it often fail? After all, customers welcome an apt referral because it means getting needed help from a place they trust.   The bank welcomes a good referral because it Read More

By |2020-05-27T17:58:41-05:00January 19th, 2018|Comments Off on Setting sale: How to build a winning cross-silo referral program

Top results for the bottom line: Four steps to transform banking sales through better tech

You’re packing for a flight—tomorrow. You’re all out of travel-sized mouthwash and don’t have time to fight traffic to pick up one tiny toiletry. So instead you hop on Amazon and in four clicks, the mouthwash is set to arrive before you dash off to the airport. Or better yet: You tell your Amazon Echo to reorder Read More

By |2020-05-27T17:58:41-05:00January 12th, 2018|Comments Off on Top results for the bottom line: Four steps to transform banking sales through better tech

Four more risky sales practices: Accent on accident avoidance

In the sales enablement world, leaders are learning a new language—the language of risk. Part two of this series discusses four more ways that sales enablement practices expose companies to unwanted dangers. To read the first four ways covered in part one, click here. Five: Easy ethics The expectations that well-trained bank associates will employ strong ethics Read More

By |2020-05-27T17:58:44-05:00October 27th, 2017|Comments Off on Four more risky sales practices: Accent on accident avoidance

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. Castagnetta explains the fine points of social selling, which uses social media platforms such as LinkedIn to foster deep sales relationships, as well as how to set up a social selling platform in less than a week. Read More

By |2020-05-27T17:59:46-05:00April 21st, 2017|Comments Off on Podcast: The art and science of social selling

Best practices make perfect: Customer perspectives on sales and financial services

If you follow the headlines about aggressive sales practices in the financial services industry, you might think our nation’s retail banks and investment advisory offices have become sales-obsessed pressure cookers focused solely on moving new product. Fallout from the Wells Fargo scandal and rhetoric surrounding the Department of Labor’s Fiduciary Rule have done much to support that Read More

By |2020-05-27T17:59:47-05:00April 6th, 2017|Comments Off on Best practices make perfect: Customer perspectives on sales and financial services

Happy ‘grew’ year: Five best sales practices for banks in 2017

With just a few weeks left in the calendar year, 2016 has presented financial institutions with a multitude of growing-edge challenges sure to spill over into 2017. Like: How should banks partner with emerging FinTech players to attract and keep new customers? And: How do financial institutions address their growing concerns over personalized customer experience in an Read More

By |2020-05-27T18:00:04-05:00November 9th, 2016|Comments Off on Happy ‘grew’ year: Five best sales practices for banks in 2017

Data reshaping sales and product design

Data is taking a new role front and center at many financial institutions. No longer relegated to backroom functions, bank-collected and third-party data is being used to boost sales and profit and even create whole new lines of business. Indeed, some financial institutions see their future as providers of information above and beyond transactional activities. “We’ve concluded Read More

By |2020-05-27T18:00:04-05:00November 2nd, 2016|Comments Off on Data reshaping sales and product design