Selling into Industries: Financial Services
By: Lisa Earle McLeod & Elizabeth McLeod
Skill Level: Intermediate
Duration: 43m 40s
Released: May 3, 2018
Description:
The financial industry can be a particularly challenging vertical to sell into. Factors such as rigorous reporting deadlines and shifting regulations provide obstacles that aren’t easily navigated. In this course, Lisa Earle McLeod and Elizabeth McLeod equip you with practical tips and strategies for selling to financial buyers. Discover how to unpack an annual report and leverage that information in your sales process, as well as how to identify the key metrics that drive your buyer’s decision making. In addition, learn how to prove your ROI and develop authentic relationships in an inherently untrusting industry.
Topics include:
- Identifying your economic buyer
- Aligning your sale with industry deadlines
- Adapting to changing regulations
- What to look for in an annual report
- Engaging gatekeepers to help you get to your true buyer
- Building trust in an industry facing major mistrust
Contents:
- Introduction
- 1. Setting yourself Up for Success
- 2. Tailoring your Approach
- 3. Creating Urgency
- 4. Closing the Deal
- Conclusion
Authors:
Lisa Earle McLeod created the “noble purpose” concept and strategy after her research revealed that organizations driven by a noble purpose outperformed the market by over 350%. A sought-after keynote speaker who has rocked the house everywhere from Apple to Peterbilt Trucks, Lisa is known for her cutting-edge ideas, practical techniques, and inspirational humor. She is the author of four best-selling books on leadership, sales, and personal development. Her book Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud has been a game changer at global firms like Flight Centre, Hootsuite, and Roche. She is also the sales leadership expert for Forbes.com, and she has appeared on NBC Nightly News, The Today Show, Oprah.com, and Good Morning America. Find out more at McleodandMore.com.
Elizabeth McLeod manages projects for clients like Google, G Adventures, and Hootsuite. She also spearheads McLeod & More’s marketing and executive events. Before joining McLeod & More, Elizabeth worked in advertising in both Boston and London. She has an undergraduate education in advertising from Boston University, and a master’s degree in industrial and organizational psychology.
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