Consumers and small businesses alike find mobile banking extremely convenient, they can check account balances and determine if checks have cleared. But when looking to open an account for almost anything other than checking or credit cards, such as a business loan or an IRA, detailed expertise is needed. Today, businesses mainly use mobile capabilities as a convenience factor after they have opened accounts and secured services from the bank in person. But from a bank’s point-of-view, mobile is not currently a revenue-generator but more of a tool for customer satisfaction.
There is quite a bit of talk in the industry about cleaning CRM data. In fact, there is an entire cottage industry that develops tools to help you clean up your database. Today, you may need these tools to clean your database but how do you prevent it from becoming “dirty” in the future?
There are typically three reasons why data is dirty in your CRM;
- Static data decay over time (only a very small amount)
- Inaccurate data enters CRM
- Duplicate data enters CRM
June 15, 2015 Sales Enablement
Retail banking is all about consultative selling. It is particularly important when selling business products. Consultative selling is about relationships, partnering and building long-term associations with prospective and existing customers.
May 12, 2015 Sales Analytics
Gartner recently released a report titled Strengthen Your Sales Analytics Initiative with These 6 Best Practices and it is being promoted by PROS. It is an excellent report and we recommend that you read it.
In the report, Best Practice No. 3: Focus on Sales Metrics That Make Your Sales Processes both Efficient and Effective is a critical element to retail banking’s continuing success. As retail banks begins to adopt a sales culture, establishing the right sales metrics will be a key consideration for success.
Many new non-banking competitors are coming from the tech or retail sectors and those companies understand the strategic importance of digital technologies and the culture that develops from using these technologies. They may not have banking experience but they can buy that experience. These innovative companies will hire the banking expertise from fledging banks.
April 27, 2015 Sales Enablement
A recent Gartner report titled Five Best Practices to Improve Your B2B Road Map for Sales Enablement validates what Ignite Sales has been saying for the past several years.
In this report Gartner describes a methodology that enables you to create a sales enablement roadmap that can be used to socialize and justify investments in sales enablement tools. We recommend that you read this report in detail however here are some key points that we see as important takeaways.
April 14, 2015 Omnichannel
We have picked up three (yes, three!) prestigious awards this past quarter for our break through Omnichannel Sales Analytics solution. Our Omnichannel Sales Analytics solution transforms the sales process, unites all sales channels and provides retail banks the ability to measure the financial value of each of its channels. It provides bank executives the insights and tools they need to manage channel sales effectiveness, close the gap on untapped profitability, and improve efficiency ratios.
The economy has changed and it’s fundamentally transforming the buyer/seller dynamic. According to a new survey conducted by SDL, channels have become transparent to both businesses and consumers. 60% of millennials surveyed expect a consistent experience from brands whether online, in store or on the phone. Businesses are also following this trend. 60-90% of the B2B buying process is complete before a buyer even contacts a vendor.
Sometime in the last several years the term “customer experience” has been reduced to a simple subset of what it should mean. “Customer experience” can take on different meanings depending on the context of the conversation. If you are speaking to an organization in charge of the online or digital experience, it typically refers to design of the user interface across multiple online channels. Design, and particularly good design is a critical element of a positive user experience. But that is only the beginning. The customer experience is so much more.
Small businesses will buy banking products from the bank that best understands their business and the challenges they face, as well as deliver a clear vision of how to solve them. However many banks are falling short during this consultative sale process. Here’s why.