Today banking and financial services sales professionals are under more pressure than ever to perform due to globalization, disruptive technology, increased compliance, unrelenting competition, digital transformation and lack of time due to frequent multitasking. And the industry is changing more than ever with new market entrants, advanced technology deployment and fintech disruptors all entering the market.
Because of these changes and disruptions, CEOs, institutional sales heads, business development managers, VPs, directors and trainees are:
- worried about where sales are coming from to maintain growth and job security
- feeling overwhelmed and time poor due to pressure to perform and requirements to hit short-term targets
- unsure what new skills to learn and capabilities to develop to remain relevant in a rapidly changing financial ecosystem.
If you’re a sales director worrying where the growth is coming from, a seasoned sales professional with your boss breathing down your neck for short-term results, or a graduate or new starter looking to enter the world of corporate financial services sales, this guide will explain where to find the growth and – most importantly – how to capture it.
Importantly this book also includes practical tools and clear action steps that relationship managers, product specialists, corporate card providers, merchant processors, foreign exchange providers and more can use to target growth customers and start executing better customer meetings within one day.
Spis treści
Why you need this guide 2
Who am I? 3
How? 4
Understanding the current sales environment 6
1. Targeting your ideal clients 7
2. Research 12
3. Approaching your customer 14
4. Needs analysis 18
5. Summarizing the situation 23
6. Finalize 27
7. Obtaining a yes 31
8. Realize the revenue 33
9. Manage for growth 37
Summary 40
I’d love to hear from you 41
O autorze
If you want to achieve financial services sales without reinventing the wheel, it makes sense to learn from someone who has won big transactions, faster. I am a business advisor and fintech investor with over 25 years of strategic sales experience at executive level with companies such
as American Express, ANZ Bank and Ingram Micro. My international banking career spawned US$10 billion in new transaction values mandated, and over $100 million of profits
won in the financial services and technology industries.
During my career I developed the TRANSFORM sales methodology, which helped me consistently deliver sales out-performance and also assisted in launching and growing my own successful tech start-up in the UK.
After a successful career, I now spend the majority of my time mentoring and investing in high-growth tech start-ups that 'do good and do better’, and I run a boutique sales advisory firm focused on delivering real sales acceleration.
In this guide I’m going to share with you some of the secrets that allowed me to achieve all of this.
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