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Driving Go to Market Success: A Banker’s Perspective

Feb 6, 2019 10:45 am

Track: Treasury Management

The Treasury Management industry continues to evolve. Banks now compete for business with a diversified group of financial services and technology companies, while the industry continues to transition from products to solutions. Today’s banks must find new ways to deliver value to their clients, and many are looking to do so through an advisory sales process that uncovers client needs first and constructs solutions later. In this breakout session, respected industry expert Dave Robertson of Deluxe Treasury Advisory Services will delve deeply into the essential go-to-market capabilities needed to deliver an advisory sale and how some banks are leveraging these components today. Crystal Stephens of Comerica joins the discussion to offer real-world insights and perspectives when it comes to implementing these approaches, including organizational considerations, resourcing and more.