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From Service Culture to Sales Culture – Really?

From Service Culture to Sales Culture – Really?

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.

Eligibility Analytics – A new approach to profitable retail banking

Eligibility Analytics – A new approach to profitable retail banking

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.

2013 – The Year of Retail Banking Customer Analytics?

2013 – The Year of Retail Banking Customer Analytics?

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.

Branch Productivity and Making the Right Product Offer

Branch Productivity and Making the Right Product Offer

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.