Insights

“Make It Easy For Your Customers To Buy Something Low Cost, Low Friction First.”

“Spend More Time In Needs Analysis Than Any Other Stage Of The Sales Process.”

Articles by Mark

Corporate Banking Sales Leaders are Getting Worried

Corporate Banking Sales Leaders are Getting Worried

I’m speaking to Heads of Sales in Corporate Financial Services day in day out. From all my conversations I’m picking up that they are getting worried. Let me tell you why.

Juggling Banking Priorities for Growth

Juggling Banking Priorities for Growth

As many international banks move to kick off a new financial year, the question turns to how we best manage our time and resources to generate revenues and profits in the year ahead.

Insights from the Japan FinTech Festival 2024

Insights from the Japan FinTech Festival 2024

The Japan Fintech Festival at Kanda Myojin Shrine showcased modern fintech innovations, emphasising Japan’s push for financial sector growth and global leadership.

How are you Investing in your Sales Team's Success in 2024

How are you Investing in your Sales Team's Success in 2024

If your sales team holds the key to your bank’s growth this year, it’s crucial to invest your Learning & Development (L&D) budget wisely in areas that will empower them to excel.

Thinking Like a Banker: Selling Effectively in the Financial Sector

Selling effectively into the banking and financial services sector requires more than just a polished pitch – it demands a deep understanding of the industry and a strategic approach tailored to the unique needs of financial institutions.

Taking the leap into a Corporate Financial Services role

Taking the leap into Corporate Financial Services sales is often a big jump for professional individuals, even those with prior experience in financial institutions.

Join BINGO the 'Banking Industry Networking Group Opportunities' community

Are you a commercial sales professional in the banking and finance industry looking for unparalleled networking opportunities? Join BINGO the ‘Banking Industry Networking Group Opportunities’ community

Ten productivity tips to make you successful for 2024

Improving your productivity and working effectively will be one of the most important things for you in 2024. Here are ten strategies to guide you towards a successful year.

Insights from the Asian Financial Forum 2024

The vibrant Asian Financial Forum (AFF) was held at the sprawling Hong Kong Convention and Exhibition centre on January 24th and 25th.

Mark Swain Blog BINGO Speaker Andy Fell

Cultivating the Ideal Mindset for Success

At this year’s BINGO Christmas drinks event, Andy Fell, founder of GiFT631, shared key insights on developing the ideal mindset for achieving personal and professional success in 2024. Here’s a summary of his key points.

My top ten books of all time

My Top Ten Books of All Time

I read a lot. Probably a book a week, which I usually start at 5.45am! With the Christmas break around the corner, I have listed my top ten reads of all time, not in any particular order. These are the books I keep coming back to read again and again.

Insights from the Singapore Fintech Festival 2023

Insights from the Singapore Fintech Festival 2023

The Singapore Fintech Festival seemed bigger than ever this year with approximately 60,000 bankers, payment enthusiasts, technologists and start-ups circulating around the six large conference halls.

The Future of Sales and Marketing in Institutional Banking

The Future of Sales and Marketing in Institutional Banking

In this article, I explore the future of sales and marketing in this sector, focusing on the trends and strategies that are set to redefine the industry.

Female leader steering a table of employees

Navigating the Complex Terrain: Major Challenges Facing Sales Leaders

To excel in this field, sales leaders must confront a range of challenges that can be both demanding and rewarding. In this article, I will explore some of the major challenges facing sales leaders today.

Effectively Targeting New Industries in Corporate Banking

As industries continue to evolve, corporate banking must adapt and expand its reach. In this article, I will explore strategies for effectively targeting new industries in corporate banking.

Navigating the noise - ways to thrive in our fast-paced world

A lot of bankers and salespeople I meet are nervous. They are lost in this world that is moving faster and faster. Truth be told I feel lost and confused sometimes to.

Ten tips to improve your virtual selling

As the debate rages on about what the new hybrid work environment will look like, the simple fact is many of your buyers are working from home or remotely probably three days a week.

Will AI replace corporate salespeople?

Will AI eventually replace corporate salespeople? This question is complex and warrants a closer look at the evolving landscape of AI in sales.

unpacking-linkedins-2023-insights-for-commercial-financial-sales-teams

Unpacking LinkedIn’s 2023 insights for commercial financial sales teams

In its recent Global Talent Trends 2023 report, LinkedIn has offered invaluable insights that paint a comprehensive picture of the current talent landscape.

Navigating the $2.8 trillion future of global commercial banking sales

With the $2.8 trillion global commercial banking pie set to grow further over the next few years, it’s a good time to ask yourself, how will I transform in the new era of financial services?

SIBOS 2023 insights for commercial banking and finance sales teams

In this summary of my four-day experience at SIBOS 2023, I’ve outlined the key takeaways I gathered from the event that can equip sales teams in the commercial banking sector with valuable insights to stay ahead of the competition.

How to win ‘new to bank’ clients in commercial banking

Sales ideas to navigate a tough economy

In today’s fast-paced and ever-changing business landscape, the commercial banking and finance sector is facing unprecedented challenges. Economic uncertainty, evolving customer expectations, and technological advancements are reshaping the way banks and financial institutions approach sales and client relationships.

Ask yourself these sales questions

I've forgotten how to sell

This is exactly the statement conveyed to me last week by a very experienced and capable Financial Services Sales Director.

banking sales

Staying relevant in banking sales during the digital transformation era

Financial Services salespeople must reimagine themselves to meet the expectations of today’s more information savvy buyer.

9 strategic sales programs

9 Components of a successful sales training program

The underlying principle of the TRANSFORM Strategic Sales training program is helping and enabling rather than pushing and persuading.

Ecommerce trends in 2021

Top Five Payment & Commerce Predictions for 2023

We’ve all heard the references that the Covid19 pandemic has delivered six years of digital transformation in six months.

When you get suited up for a webinar and your wi-fi fails!

Last week I thought I’d get dressed up to host a webinar with Signavio the software workflow changemaker entitled ‘Making every sales person the top salesperson through process and data’.

BOARDROOM TO BEDROOM. THE SHIFT TO DIGITAL SALES.

So, let’s face it, the new reality is people will be largely working from home for the foreseeable future.

IT’S SALES, NOT SOCIAL MEDIA SALES

Everybody expects quick sales results these days from social media. By posting an article on LinkedIn or placing an advertisement on Facebook many are aiming to get an influx of sales

SALES ARE ABOUT TO TAKE A WHOLE LOT LONGER IN OUR INSTANT GRATIFICATION WORLD.

We live in a world where we expect results right now. We want faster internet speeds, real time transactions, and same-day delivery of packages.

COMPU’ER SAYS “NO”

It never ceases to amaze me how some companies make doing business so hard.Don’t be one of the businesses that makes it difficult for your customers to actually do business.

FOCUS ON THE CUSTOMER NOT ON THE SALE

When I was in my twenties, I was just so desperate to be successful in sales. I did the most appointments, sent the most proposals and made the most calls.

HAVE YOU UNCOVERED THE MICE?

The needs analysis is arguably the most important step in the sales process, and it should never be rushed through.

I CAN’T SELL YOU THAT!

Yesterday I ventured out to a furniture store to buy a new chair. The one I have been sitting on is too high and I have been getting a stiff neck from all the zoom calls.

THREE REASONS YOUR SALES PROPOSALS ARE NOT CONVERTING.

We’ve all sat through those meetings where sales managers talk about their great pipeline, but unfortunately many deals are always stuck in decision pending going nowhere.

COVID19 HAS CHANGED SALES FOREVER. ARE YOU READY TO ADAPT?

Well, the black swan event has hit us with Covid19 slowing economies in many countries around the world, forcing lockdowns and leaving a trail of devastating bereavement for many.

Why you need a sales plan now more than ever

A business plan lays out your goals, a sales plan describes exactly how you’ll make those goals happen. Sales plans often include information about your company target customers, contact strategy, revenue goals, team structure, and the strategies…

Three steps to get you out of your sales hibernation

Yes, I understand it is tough out there right now. You’re getting sick of sharing the new house office location with your partner…

How to prepare for targeting clients

Meeting the sales target is never an easy job. Without a systematic approach, it is easy for lots of work to be done in vain equating to lost time and money.

“Be obsessively focused on your client outcomes.”

“Know why your customers should buy from you rather than anyone else.”