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 Quickly winning over new clients in corporate banking

Our client, their environment…

An International bank had decided to strengthen its sales activities in the "Companies on the national market" segment. The objective was to double GNP within 3 years. 

 

Their issues…

  • the client was aware that the sales team was supported by the bank's renown and the parent company's contact persons, but it lacked a "fighting" spirit
  • prospection management was in need of a breath of fresh air, as the initial results were not very positive

Our In-Company solution : A blended learning practical approach

  • preparation for leading an initial prospection interview, a digital learning path before the seminar
  • a training session in holding meetings over the telephone. This extremely practical training session alternated between methodological feedbacks and real-life calls
  • organizing weekly remote workshops on phone simulation with the consultant
  • coaching for sales managers

The results

  • the number of on-site appointments essentially doubled, thanks to the number of prospection meetings
  • on average, salespersons acquired 2 new clients from their main target group (companies exceeding a turnover of €20 million)