Buyer Engagement

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The Power of Personalization and Advice in B2B Banking

The Power of Personalization and Advice in B2B Banking

Jake Pieruccini
Written by Jake Pieruccini February 18, 2020

Shaalin Parekh hosted a webinar in conjunction with Bobby Martin from Vertical IQ and Jim Marous from The Financial Brand. You can see the full webinar here. Over the past few years, banks have been increasingly focused on using big data, artificial intelligence, and advanced analytics to create more personalized experiences for their clients. In…

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Banking, Buyer Engagement, Sales Enablement
9 Tips for Connecting with Buyers and Closing Deals Faster in the Modern Sales Cycle

9 Tips for Connecting with Buyers and Closing Deals Faster in the Modern Sales Cycle

Dan Burtan
Written by Dan Burtan November 21, 2019

Today’s sales and marketing teams are operating in the age of the customer. To be successful, these teams must focus their strategies and actions on the buyers’ problems and opportunities. Marketers are tasked with generating high-quality leads for the sales team. While marketing looks to improve the lead conversion process, sales looks to accelerate the…

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, Buyer Engagement, Buyer's Journey, Compliance & Regulatory
Is Your Content Aligned to How Your Clients Make Decisions?

Is Your Content Aligned to How Your Clients Make Decisions?

Jake Pieruccini
Written by Jake Pieruccini September 12, 2019

With a tool like Seismic, sorting through all of that content, finding the right components, and pulling it all together is easy. Seismic automates the process for you so that creating custom presentations, pitchbooks, and proposals becomes quick, easy, and efficient. A process that might otherwise take hours, if not days, can suddenly be completed in seconds.

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Asset Management, Financial Services, Wealth Management, Advisor Enablement, Buyer Engagement, Buyer's Journey
Legacy to Leader: How Sales Enablement Transforms Buyer-Seller Relationships in Telecoms

Legacy to Leader: How Sales Enablement Transforms Buyer-Seller Relationships in Telecoms

Jonathan Hinz
Written by Jonathan Hinz August 2, 2019

Last month we touched upon some of the current challenges facing sales and marketing teams in the telecom industry, and detailed how some legacy providers have begun to shift their focus from consumer to B2B markets, developing their revenue streams  to retain a foothold in the market. To recap, perhaps the most compelling argument for…

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Telecommunications, Buyer Engagement, Digital transformation, Sales Enablement
8 Reasons Your Sales Reps are Losing Deals

8 Reasons Your Sales Reps are Losing Deals

Dan Burtan
Written by Dan Burtan July 23, 2019

Buyers have taken control of the modern sales cycle, and successful salespeople today know they need to act like trusted advisors with prospects to simplify their decision-making process, understand their needs and behavior, and deliver immediate value, otherwise they will lose the deal. Great sales managers and sales reps won’t just accept that a deal…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Buyer Engagement, Sales Effectiveness, Sales Enablement
Challenges with Cross-Selling in Commercial Banking and how Technology can Help

Challenges with Cross-Selling in Commercial Banking and how Technology can Help

Jake Pieruccini
Written by Jake Pieruccini July 15, 2019

For banks, lending is getting less profitable and funding has gotten more costly. According to David O’Connell of the AITE Group, this means banks need to embrace lending as the “tip of the spear” and field new opportunities to acquire deposits. Maximizing collaboration between lenders and treasury management and “treating all products and services as…

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Banking, Advisor Enablement, Buyer Engagement, Technology & Data
The Shift From Sales Reps to Trusted Advisors

The Shift From Sales Reps to Trusted Advisors

Dan Burtan
Written by Dan Burtan July 2, 2019

State of buyer engagement in 2019 Buyers today can obtain product information and read reviews without ever talking to a salesperson, embarking on as much as 57% of the buyer’s journey alone. Because prospects and buyers are more educated their expectations have also increased. Customers today expect salespeople to act as trusted advisors. When buyers…

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Buyer Engagement, Buyer's Journey, Sales Effectiveness
3 Ways to Make the Modern Buyer Love You

3 Ways to Make the Modern Buyer Love You

Dan Burtan
Written by Dan Burtan June 12, 2019

Prior to the rise of technology, B2B sellers were behind the wheel. In the old days of selling, buyers relied on sellers to provide the information they needed to make a purchasing decision. Now, the computer firepower carried in buyers’ pockets can connect them to mountains of product information in a matter of seconds. Today’s…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Buyer Engagement, Buyer's Journey, Sales Effectiveness