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David Acevedo

Director of Sales at 360 View CRM. Helping banks and credit unions see the value of implementing CRM to build profitable, long-term client relationships. Specialize in developing meaningful employee incentive plans that drive performance and results. Offline, you can find me at the Jersey Shore or on the golf course, which also includes the “19th Hole.”
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Recent Posts

Data That Takes the Selling Out of Sales

Posted by David Acevedo on Nov 8, 2016 10:53:20 AM

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No one likes to be “sold.” Your current and prospective customers can identify a one-size-fits-all selling methodology from miles away, and it immediately creates distance and distrust. Treating every customer the same, regardless of the customer lifecycle or their individual needs, is a guaranteed way to limit potential revenue and profitability. If you want to be effective, you need a more segmented, targeted, and personalized approach to sales.

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Topics: Sales & Marketing, Pop-up Technology, Customer Segmentation

Boost Sales Performance Through Actionable Data

Posted by David Acevedo on Sep 27, 2016 12:33:00 PM

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As the financial industry continues to change, customers are demanding a better, more customized banking experience. They want to be treated as individuals (right now, less than 30 percent of consumers believe that offers from their banks are customized for their specific needs). For this reason, financial institutions have begun to develop strategies for identifying and meeting unique customer needs while optimizing their market share, value and profits.

This challenge requires financial institutions to leverage data to better serve customers. Luckily, banks and credit unions have a wealth of customer information at their fingertips to help them understand current and prospective customers’ needs — and you can use this data to improve customer experience and boost sales performance by implementing data-driven sales and service initiatives. In this post, we’ll lay out some proven strategies that will help you turn your customer data into actionable analytics.

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Topics: Sales & Marketing, CRM, Customer Segmentation, Actionlytics

5 Simple Cross-Selling Strategies for Creating Loyal Customers

Posted by David Acevedo on Sep 13, 2016 12:17:00 PM

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Ask any banker if their institution is effective enough in their cross-sell efforts and you are likely to get a resounding no. Ask them why, as we recently did in a phone interview of our clients, and you are likely to hear a similar theme from all of them:

  • “Our biggest obstacle is converting branch staff from a service to sales culture…”
  • “It is difficult getting personnel trained to sell…”
  • “Community banks just don’t have a selling culture…

Even with these concerns, the reality is that your growth and competitive goals all hinge on more effective cross-selling to existing customers. To remedy these common problems, it will require a significant change in how you approach cross-selling.

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Topics: Sales & Marketing, CRM, Customer Experience

Get Motivated: The Power of Real-Time Goal & Incentive Tracking

Posted by David Acevedo on Aug 2, 2016 9:30:00 AM

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An effective goal and incentive plan is essential to the success of any financial institution’s overall sales strategy. In a survey of US bankers, 84% of respondents who currently have an employee incentive plan in place said their incentive plan has increased sales within their organization and increased employee engagement by encouraging better profiling, cross-selling, and referrals to other lines of business. 

With more and more banks realizing the value of incentive plans, you might be wondering how to get started with tracking results and driving change within your own organization. Here are four key steps toward adopting and implementing an effective incentive system.

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Topics: Sales & Marketing, Goal and Incentive Plans, CRM

Meet Your Banking Customers at the "Moment of Opportunity"

Posted by David Acevedo on May 10, 2016 1:11:45 PM

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Every day, you’re engaging with your customers in the moment of opportunity” — but are you capitalizing on the chance to nurture that relationship, drive sales, and improve profitability?

There’s an efficiency problem in the financial industry. Opportunity is out there, with both new and existing customers, but it is regularly hindered by obscured data, undefined processes, and a lack of communication across the organization. Here are some tactics for making sure that you are optimizing your customer relationships and maximizing your bottom line.

Empower Your Frontline Workers

According to this report from McKinsey in a banking environment with strong bottom-line pressures, maximizing frontline sales performance should be top priority. Your frontline staff has the daily opportunity to deliver valuable customer-specific sales and service messages to customers during those interactions — but most banks fail to capitalize on these moments of opportunity due to a lack of actionable data. 

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Topics: Profitability, Sales & Marketing, Goal and Incentive Plans, CRM