B2B Sales in Banking: The Digital Shift is Underway

Mar 31, 2021 | Marketing, Marketing Strategy, Speeches, Strategy, Strategy & Performance Improvement

B2b digital technology concept graphic

The B2B sales process must change to reflect buyer preferences for self-directed purchasing.  This has significant implications for how banks acquire new small business and commercial customers.  Mary Beth Sullivan discussed these issues with members of the Mid-size Bank Coalition of America.

A few things to start successfully improving your B2B sales:

1. Marketing needs to up its game in terms of collaboration and support for the business banking units;

2. Today’s successful Relationship Manager embraces digital technology and builds a new approach that reflects an understanding of the new B2B buying process; and

3. We aren’t going back to a primarily face-to-face sales process after the pandemic ends.

Email Mary Beth Sullivan if you’d like to discuss the B2B sales process and how its changing and learn about strategies that banks are rapidly adopting to reflect the digital shift.

Download Mary Beth’s presentation B2B Sales in Banking: The Digital Shift is Underway.