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Karen Cone

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Consumers of financial products and services, whether retail or commercial, today face an overwhelming array of choice and channels. All participants in the global financial services marketplace are challenged to differentiate themselves on an increasingly crowded field occupied by both traditional and non-traditional players. Having the courage to embrace potentially disruptive innovations and the ability to build strategies that can be successfully executed across the enterprise are critical to driving results and achieving sustainable revenue growth.

To sell successfully into the financial services marketplace, technology software or services sales teams must master three critical competencies. They must understand the links between financial services institution business drivers and trends, and specific IT investments. It is critical to then understand how their own solutions are aligned with these drivers, trends and investments, as well as how their solutions are best deployed to solve tangible business problems. Finally, sales teams must be able to engage both IT and business executives within institutions in meaningful, bottom-line oriented dialogues.

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