Financial Services Sales Handbook

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Financial Services Sales Handbook

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Author : Clifton T. Warren
language : en
Publisher:
Release Date : 2016-08-11

Financial Services Sales Handbook written by Clifton T. Warren and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-08-11 with Business & Economics categories.

Acquiring, retaining, and developing clients are the major steps for any successful business; failure to accomplish these steps is the major reason many professionals and firms fail to achieve their full potential.The financial services industry is currently facing its biggest challenge: increased competition; smarter buyers who want to deal with professionals instead of sales people; and the emergence of social media, including Facebook, Twitter, LinkedIn, and Google. The Financial Sales Handbook: A Guide to Become a Top Producer is for experienced professionals as well as for those who want to make the transition from managing work to more effective selling. The book is also for professionals who want to sharpen their skills. It is intended as the nucleus for corporate training programs as well as for self-employed professionals who must market and sell to stay in business.

Selling Professional And Financial Services Handbook

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Author : Scott Paczosa
language : en
Publisher: John Wiley & Sons
Release Date : 2013-11-11

Selling Professional And Financial Services Handbook written by Scott Paczosa and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-11-11 with Business & Economics categories.

An effective strategic framework for successful face-to-face selling for financial services industry professionals Times are very tough for people who sell professional services and Selling Professional and Financial Services Handbook offers a new solution proven in practice. The book describes methods the authors have used and taught since the 1990s, most recently at a major consulting firm, where they led a Global Business Development team to revenue gains of 500% over six years — in a period that included the recession of 2008-10. The solution is not any new twist on face-to-face selling techniques or the art of persuasion. It’s a strategic approach built around a simple fact: the markets are tight but far from static. Even with lean budgets, client companies must respond to urgent changes and emerging threats in their industries. Thus they will buy services from the sellers who can help them detect, understand, and cope with what’s coming their way. This handbook outlines a systematic way of becoming such a valued resource. Readers learn to scan the horizon for early signs of “rock-ripple events.” Major changes in the business world often spring from new developments that are little noted or heeded, at first, by the client companies soon to be affected by them. But like a rock dropped in a pond, these events set off ripples that sweep through entire industry sectors, creating must-have service needs. The book is written for everyone who sells, or is responsible for selling, professional services. This includes but is not limited to: law firms, consulting firms, finance industry, public relations, engineering, and architectural services. Readers who can benefit from the dynamic approach hold a variety of positions. They include: Attorneys, consultants and other practitioners who must sell their services as well as execute. CEOs, equity partners, practice-area leaders, functional and divisional leaders Private Equity or Venture Capital executives Sales or business-development professionals, from entry level to senior level Sales and marketing managers But the book is for sellers in every category who need a new and better approach to selling. Many, even the most skilled, simply have not adjusted to the new normal of today’s economy. They persist with old strategies that cannot be as productive as they once were, such as pursuing one-off opportunities (which are too few and too hard to win in lean times) or old-style “relationship selling” (which gains little if any traction). Selling Professional and Financial Services Handbook gives all such readers a new strategic framework within which to apply their face-to-face selling skills. It is an approach that puts them in position to win — so they can sell from ahead of the game, instead of struggling to keep up with it.

The Financial Services Marketing Handbook

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Author : Evelyn Ehrlich
language : en
Publisher: John Wiley & Sons
Release Date : 2012-02-08

The Financial Services Marketing Handbook written by Evelyn Ehrlich and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-02-08 with Business & Economics categories.

The roadmap to success for financial professionals using real-world examples, practical how-to's, and a structured approach to marketing strategy and tactics that covers the basics for beginners and inspires new ideas for marketing pros The Financial Marketing Services Handbook, Second Edition gives sales and marketing practitioners the practical tools and best practices they need both to improve their job performance and their retail and institutional marketing strategies. The FSM Handbook guides marketing and sales professionals working in an industry characterized by cut-throat competition, client mistrust, transformative technologies, and ever-changing regulation, to understand the practical steps they must take to turn these threats into opportunities. Providing invaluable information on how to target, win, and retain profitable customers, the book presents an overview of the basic marketing functions—segmentation, positioning, brand building, situational analyses, and tactical planning—as they relate specifically to the financial services industry. With up-to-date case studies, showing what has worked and, more tellingly, what hasn't, the book demonstrates how to effectively utilize the marketer's toolbox—from advertising and public relations to social media and mobile marketing. Discusses how social media (Twitter, Facebook, blogs, review sites) impact branding and sales Packed with new information on landing pages, email success factors, and smartphone apps Demonstrates how behavioral economics affect marketing strategy Case studies and charts are fully revised and updated The financial industry is under intense pressure to improve profits, retain high-value clients, and maintain brand equity without straining budgets. The first edition has become an industry-standard reference book and The Financial Services Marketing Handbook, Second Edition gives sales and marketing professionals even more of the information they need to stretch value from each marketing dollar.

Selling Professional And Financial Services Handbook

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Author : Scott Paczosa
language : en
Publisher:
Release Date : 2014

Selling Professional And Financial Services Handbook written by Scott Paczosa and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014 with Financial services industry categories.

Cross Selling Financial Services

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Author : Clifton Warren
language : en
Publisher:
Release Date : 2017-11-30

Cross Selling Financial Services written by Clifton Warren and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-11-30 with Business & Economics categories.

This book is about generating profitable revenue from existing clients, and converting part-time clients into 100 percent full-time clients. Professionals and firms that offer financial services want to enjoy continued organic growth, and maximize the value of their business. Retaining and developing existing clients is one of the challenges they encounter in the process. The financial services industry is currently facing several key challenges: increasing competition, industry consolidation, rapidly changing technology, a soft market (for rates, premiums, and fees), and an increasing number of regulatory requirements. All these factors make it difficult for firms to produce consistent, positive, organic growth. This book is a follow-up to the author's previous book The Financial Sales Handbook: A Professionals Guide to Becoming a Top Producer. Although this book is an extension of the first, readers can be confident in approaching it as a stand-alone book. Cross-Selling Financial Services: A Professional's Guide to Account Development is for experienced professionals and firms who want to protect their existing top clients and revenue, and maximize the long-term growth and profitability of their business. The book will also help professionals to sharpen their account development capabilities. It is designed to be the nucleus for corporate training programs, as well as a guide for self-employed professionals who must market and sell to stay in business.

Crm In Financial Services

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Author : Bryan Foss
language : en
Publisher: Kogan Page Publishers
Release Date : 2002

Crm In Financial Services written by Bryan Foss and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Business & Economics categories.

Packed with international case studies and examples, the book begins with a detailed analysis of the state of CRM and e-business in the financial services globally, and then goes on to provide comprehensive and practical guidance on: making the most of your customer base; systems and data management; risk and compliance; channels and value chain issues; implementation; strategic implications.

The Front Office Manual

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Author : A. Sutherland
language : en
Publisher: Springer
Release Date : 2013-11-26

The Front Office Manual written by A. Sutherland and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-11-26 with Business & Economics categories.

The Front Office Manual is unique, providing clear and direct explanations of tools and techniques relevant to front office work. From how to build a yield curve, to how a swap works, to what exactly 'product control' is supposed to do, this book is essential reading for anyone who works (or wants to work) on the 'sell side'.

Sales And Sales Management In Financial Services

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Author : Sandy Vaci
language : en
Publisher:
Release Date : 2010-11

Sales And Sales Management In Financial Services written by Sandy Vaci and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-11 with Business & Economics categories.

Based on the distilled experience of the author's 30 years in the business, this resource is packed full of practical tips for sales and sales management within the financial services field.

Service Selling

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Author : Robert G. Stemper
language : en
Publisher: John Wiley & Sons
Release Date : 1991-09-03

Service Selling written by Robert G. Stemper and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991-09-03 with Business & Economics categories.

A guide to improving sales and profits in consumer financial services that stresses the development of a sales and service culture. The key principles discussed are interaction with customers, cultural support and values, service from the customer's point of view, service selling, characteristics of successful sales organizations, star sales people, perfecting the sales process, dealing with prospective clients, and ongoing interaction with the client.

The Financial Services Marketing Handbook

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Author : Evelyn Ehrlich
language : en
Publisher:
Release Date : 2005

The Financial Services Marketing Handbook written by Evelyn Ehrlich and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005 with categories.

The financial industry is under constant pressure to improve profits, attract and retain high-value clients, and maintain brand equity. The Financial Services Marketing Handbook gives marketing and sales professionals the information they need to produce