Sales Goals and Cross-Selling Products in the Middle Market posted 12/02/2016
Featuring: Nick Miller, Clarity Advantage Corporation; Ned Miller, MZ Bierly Consulting; Ray Johns, Barlow Research Associates, Inc.
Cross-selling credit and non-credit products is critical to creating a sticky, non-transactional relationship with Middle Market companies. Different sales and service models exist, but regardless of how the relationship is managed, understanding the customer’s business objectives is the cornerstone of any banking relationship.
Join Barlow Research for a one-hour Web cast as we share the Voice of the Business Customer data as well as listen to some insight from panel experts Ned Miller, Senior Vice President at MZ Bierly Consulting, and Nick Miller, President at Clarity Advantage Corporation, about how to improve sales practices at your bank.
You will learn about:
- Changing sales processes and coaching techniques for a Relationship Manager when offering new products and services
- How well are banks doing at presenting solutions that solve customer needs
- How does the on-boarding process/experience increase the satisfaction of a product purchase decision
The presentation is designed for anyone involved in middle market banking, relationship management, marketing, market research or line of business strategy.