June 11, 2013
Customers are taking greater control of their banking relationships. First, they are more informed and are switching banks because they are turning to the web to conduct competitive research before they make purchases, [wallet-sample] including banking products. Second, new and unexpected competitors such as...
May 27, 2013
In my previous blog post, titled From Service Culture to Sales Culture – Really? … Really! I talk about how customer service is at the core of retail banking however the fundamentals of the sales process found in other industries is not present in retail banking.
May 21, 2013
This article was originally printed in BAI Banking Strategies on 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.
March 11, 2013
My background is in the software world where sales are very competitive and sales teams are focused on closing the deal. Every lead was vetted and followed up and entire companies would rally around the sales team just to help them make and close that big sale.
February 20, 2013
Apple, Nordstrom, and Amazon have been using analytics to personalize the selling experience for years. Whether you are shopping online at Amazon or working with an Apple or Nordstrom sales rep, analytics about you and your shopping preferences are working under the covers to guide you to products that you are likely to purchase.
January 28, 2013
It doesn’t look like 2013 is going to be a breakout year for most of retail banking. According to a recent report by Banking Strategies, A Look Ahead to U.S. Retail Banking in 2013, the coming year looks like it will be a replay of 2012, with less than favorable market conditions for strong growth.
March 22, 2012
We all know that branches are under productive. We all know that we have to move branches to a sales store and not just a transaction shop. Our own Chairman, retired CEO of Diebold and as Cleveland Federal Reserve Chair, Bob Mahoney, has been talking about this for over a decade.