From the course: Selling into Industries: Financial Services
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Identify your buyer
From the course: Selling into Industries: Financial Services
Identify your buyer
- The world of financial services is a web of executives, department heads, advisors, planners and wealth managers. So, who do you talk to? Larger financial institutions are typically broken out by function. Meaning there's a wholesale branch for other big corporations and a retail side, for individuals and small businesses. They can also own a series of community banks, which operate somewhat independently into the communities they serve. Whether they serve individuals or businesses, all financial institutions have a back office covering the operations, compliance and risk management functions. And just like most other businesses, they have marketing, HR, customer service, and other traditional departments. And much like selling into other companies, you'll be selling into the department in which your offering fits. So, if you're selling IT security, the IT department is the obvious choice. And if you're selling social media services, you'd want to talk to the marketing department…
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