Today, 75% of investment banking clients expect personalized experiences with deal teams. Two-thirds of clients prefer digital interactions. As a result, getting and keeping clients is harder than ever before.
To close more deals and strengthen relationships in a digital world, investment bankers need the right tools and technology. In this post, I’ll explain how sales enablement helps them improve client experiences, speed up deal cycles, and save time.
What is sales enablement?
As I mentioned before, clients are looking for personalized relationships. To meet client expectations, investment bankers must understand their needs and connect with them using the right content, at the right time, on the right channel.
Sales enablement empowers your bankers to personalize client engagement at scale. It means using resources, processes, and technology strategically so investment bankers can engage clients throughout the deal cycle and close deals more quickly.
Why do investment bankers need sales enablement?
As clients have adopted digital interactions in higher numbers, investment banks have lagged in digital transformation. Today, two-thirds of clients prefer digital interactions, and the number of clients investment bankers need to reach is increasing.
Each deal will be different but there is no doubt that client engagement is becoming more complex. Investment Bankers need the right tools to scale their approach to engagement while maintaining the other critical functions of their teams.
To save time and earn clients’ trust, investment bankers need to practice smart enablement. Smart enablement empowers investment bankers to increase sales effectiveness and gain client trust while saving time and effort by:
- Enabling bankers with digital tools and content management to demonstrate expertise, earn trust, and win business.
- Engaging clients at the right time and place to maintain trust
- Continuously improving efforts based on real performance data.
Sales enablement software helps bankers do all of the above, at scale. Content management, content automation, client engagement, and training and coaching tools ensure that investment bankers know how and when to engage their clients.
How to achieve faster deal cycles
Digital tools help investment bankers become more agile and efficient. Sales enablement tools speed up deal cycles by simplifying the preparation and processes needed for client engagement.
Before interacting with clients, investment bankers need to build the knowledge and skills to earn trust and build relationships. Learning and coaching tools help onboard new bankers quickly and keep experienced bankers updated with the latest knowledge and skills.
The content your bankers share with their clients is a tool for strengthening their relationships. To create meaningful, personalized content, your bankers need to easily discover and tailor it. Content management tools help investment banks build, maintain, and control content in a way that makes it easy to organize, find, and share.
Client engagement is more important than ever in remote and digital environments. Your clients use various channels like email, social media, and text, so your bankers need to engage on these channels to build trust.
A sales enablement platform that combines all these features in one place helps bankers work more efficiently, without juggling multiple tools. It allows them to access, personalize, and share content easily, making them more agile and productive.
Frequently asked questions about enablement in investment banking
How does sales enablement empower investment bankers to personalize client engagement at scale?
Sales enablement provides investment bankers with the resources, processes, and technology they need to provide personalized client engagement at scale. It involves understanding unique client needs and delivering relevant content through the right channels at the right time.
Why is there an increasing need for investment bankers to adopt sales enablement in the digital age?
Investment bankers need sales enablement because clients rely more heavily on digital channels. As clients engage through various channels, investment banks must scale their approach to maintain effective client engagement, and sales enablement provides the necessary tools to achieve this while saving time and effort.
How does the Seismic’s Enablement Cloud™ contribute to faster deal cycles for investment bankers?
The Seismic’s Enablement Cloud™ streamlines the preparation processes, allowing bankers to engage clients at the right time and place. It provides digital tools, content management, and client engagement capabilities to empower bankers.
Over 400 financial institutions use Seismic to equip their bankers to engage clients effectively with the right content, at the right time, and in the right place—all on a single, compliant platform. If you’d like to learn more about how your organization can grow and scale with the Seismic Enablement Cloud, get a demo.
