Value-based selling in a disruptive business environment.
As the competitive landscape dramatically changes across the financial services industry it is causing banks, investment firms and insurance companies to develop a new set of strategic moves.
The banking industry faces challenges from new technological entrants and the risk of a further currency downgrade by credit rating agencies that would cause a crisis of confidence in the sector.
Companies operating in the insurance industry are faced with climate change causing natural catastrophes, stringent underwriting measures and disruption from innovators using technology and data analytics tools that are set to challenge traditional insurance models.
Based on this challenging business environment it is incumbent on management to equip the sales force to engage with customers through a diagnostic sales engagement process founded on value-based selling techniques.