How to Accelerate Your Sales Process with High Velocity Sales


Sales reps can see all the information they need with High Velocity Sales. The app includes the work queue, which prioritizes the next steps reps need to take with prospects. Plus, with Lightning Dialer, email templates, and call scripts, reps can communicate confidently with prospects in a fraction of the time it took before.

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Now Is the Time to Alleviate Financial Stress for Families and Businesses

My Post (15).pngThe rippling effects of COVID-19 on the economy has overwhelmed everyone. With the unemployment rate at 13.3%, people are trying to save their homes, their businesses, and support their families. Banks are flooded with customer requests to help delay debt payments or alternative financing options. Your employees want to help alleviate customer stress, but are navigating new government programs, adjusting to work from home, and now are having virtual empathetic conversations. As a banking leader, you are faced with balancing how to help customers immediately, educating your employees remotely, and understanding the long-term credit implications of your actions.

This is an opportunity for banks to reestablish relationships with families and businesses as a trusted advisor. Influential leaders in financial services around the globe know they must be part of this recovery. This means leading with empathy, understanding pain points, and ways you can help. The financial services industry is in a better place than it was during the 2008 Economic Recession and is poised to become a foundation for stability and support.

Here we discuss ways you can deliver an empathetic trusted experience that can identify, engage, resolve, and lead customers to financial recovery.

Identify vulnerable customers

Your customers’ financial stability is changing daily, increasing the demand for new credit and financial solutions. You must identify your at-risk customers to proactively provide solutions to alleviate financial pressures. This can be a challenge as most banks lack visibility and connection into both credit portfolios and customer analytics to manage risks across all product lines and departments. By creating a single source of truth with your data, you can have visibility into your operations and customer financial wellness.

Start with connecting your platform and banking systems to your back, middle, and front departments through integrations with APIs or MulesoftMascoma Bank leveraged Mulesoft to connect to their core banking system. This allows you to capture financial account data, service inquiries, and virtual meetings from any channel in one place. Now you have created a single source of truth. Analytics tools like Tableau and Einstein Analytics for banking can reveal real-time business insights to quickly sense and respond. Below is an example of a Credit Risk analysis of Small Business Loans in proximity to COVID-19 cases. Employees can see which small business customers might be affected by COVID-19 closures and proactively reach out to help.

By better understanding your customers, you can identify who needs immediate help and predict what areas could be impacted in the future. Use these insights as guidelines to adjust your operating model, protect the bank from the negative impacts of credit defaults, and revenue compressions. Now is the time to listen and focus on creating programs your customers need. – Read more

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Your Company’s Vision and Values Shouldn’t Change in a Crisis

My Post (23)Geoffrey Moore, the best-selling author of “Chasing the Chasm” and a respected marketing consultant and innovations expert, joined us to discuss how companies can thrive amid the COVID-19 crisis. Here, in the first of a three-part series, Moore encourages companies to reflect on what they can do to best connect with their most-passionate customers. He also references Salesforce’s management tool, the V2MOM, which streamlines the alignment of employees around their vision and values, along with the methods, obstacles, and metrics for achieving them.

The following are excerpts from our conversation with Moore, in his words. They have been lightly edited for content and clarity.

It’s time to get scrappy

We all made annual V2MOM plans in January and we’re now looking at them, asking what was this all about? It starts with vision and values: Where are you trying to get? What do you want to exemplify in the way you get there? In a pandemic, you still want to reiterate your vision and your values because your reason for existing has not changed. But everything else in that process — the methods, obstacles, and measures —  are all different now.

What’s important for your organization — for your employees, your customers, your partners, your whole ecosystem — is you restate your mission and then get scrappy. The scrappiness is less scary if you are clear about your vision, values, and mission. Recenter around these principles … then even when you make mistakes you make them with a good heart.

Move beyond conventional solutions

The crisis actually has a big impact on overall adoption of innovation, but not because people become more visionary or more enthusiastic. What happens is the pragmatist community, which normally is a wait-and-see community, has now been put under notice. A number of things have gone very, very badly for them. And so they’re looking to fix a bunch of broken processes. If your technology can align with a broken process, you actually can excel rate adoption in a crisis because people come toward your solution. Not because people are early adopters, but because their conventional solutions don’t work anymore. And they need help.

And so the key to that game is something we call the whole product. Meaning: when you target one of those problems, you’ve got to help the customer get all the way to the finish line. You can’t just ship your product and wish them good luck. So your whole company has to sort of reprioritize around a smaller group of customers, a smaller set of use cases, but take them all the way to a solution. – Read more

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