Here are best practices to get the most out of data-driven digital marketing to boost business and commercial banking sales productivity.
There is a revolution occurring in terms of how business and commercial bankers are generating new business. New powerful sources of prospecting data, combined with digital marketing techniques, are significantly increasing the number of qualified ‘at bats’ at many financial institutions today. The positive outcomes are improved banker efficiency and more rapid loan and deposit growth.
While commercial and business bankers still rely primarily on personal calling efforts, the pandemic brought home that using remote selling techniques was essential to maintain new customer growth. Overnight, many business owners did not want to meet with bankers who spent most of their time in the field. Business and commercial bankers essentially became an ‘inside sales force’ participating in a well-documented trend that has been gaining steam for years in other industries.
What many of these bankers quickly realized was that, without personal calling and limited networking, they needed better data on which prospects to target and more support from marketing in order to generate qualified leads to follow up on.
Read the full article on ABA Bank Marketing.
