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5 Essential Trust-Based Strategies for Business Banking Success Today

79 percent of business buyers of banking products say it’s critical that a salesperson understand their specific business needs. But 9 out of 10 companies report that their bank provides them with no industry-specific information that can add value to their business.

If bankers aren’t adding value to the business relationships, why do we even have bank calling officers?

Not only are bankers not making the effort to gain the deeper understanding of industries that could give them a competitive advantage — most bankers aren’t even aware the landscape has shifted so dramatically. This knowledge gap has created a trust deficit between buyer and banker. In an age where earning trust is foundational to sales and business banking success, how can bankers adapt their strategies to better differentiate themselves and meet their buyers’ evolving needs.

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79% OF BUSINESS BUYERS OF BANKING PRODUCTS SAY IT’S CRITICAL THAT A SALESPERSON UNDERSTAND THEIR SPECIFIC BUSINESS NEEDS.*

*Barlow Research Associates

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