No Sales, No Sleep: The $10 billion transform sales process to help corporate bankers and financial services salespeople win big transactions faster

By Mark Swain

Today banking and financial services sales professionals are under more pressure than ever to perform due to globalization, disruptive technology, increased compliance, unrelenting competition, digital transformation and lack of time due to frequent multitasking. And the industry is changing more than ever with new market entrants, advanced tech

• Language: English
• Publisher: Intech Commerce
• Release date: Jan 22, 2019
• ISBN: 9780648470526

Mark Swain

Mark Swain was born in Singapore in 1958, where his father was stationed in the RAF. He has lived in many countries, and as a young man found it hard to break the habit of a nomadic life.With a low boredom threshold, Mark has had dozens of jobs and several careers. This provides him with endless source material for short stories and is probably the prime reason for the sense of authenticity people see in his work.Studying Graphic Design at Hastings College of Art at 16, he ran off and joined the Army in search of adventure. Later he found himself travelling the world on the QE2 as a silver-service waiter and going to the Falklands war. Training as a TEFL teacher took him to Tokyo in 1984, where he met his wife Lorna. In 2008 Mark took a year out from a career in Risk Management to cycle 10,000miles from Ireland to Japan with his son. This life-changing decision resulted in them writing Long Road Hard Lessons, which became an Amazon bestseller.Mark and his wife Lorna have three grown-up children and live in Canterbury, Kent. There is not much in his life that he does without passion, although he will do anything to avoid having to dance or empty a kitchen bin. Asked about his ambitions, desires, or his sense of right and wrong, he says, “I trust in instinct. I simply grow towards the light.”Mark particularly enjoys the Short Story form, admiring American short story writers such as Raymond Carver, Richard Brautigan and Richard Ford as well as classic short story writers Franz Kafka and Anton Chekov. He is also a great admirer of George Orwell, John Steinbeck, Norman Maclean, Albert Camus and the contemporary travel writer Jonathan Raban.Two collections of Mark's own short stories - including the award winning story 'Special Treatment' - have been released by his UK publisher, Tinderbox Publishing Ltd along with the bestselling "Long Road, Hard Lessons" a non-fiction book with photographs and maps about a 10,000-mile life-changing cycle journey he made with his teenage son from Ireland to Japan.Mark is at home in England, but is constantly drawn back to Asia, Morocco, and to Dingle in Ireland.

Book preview

Contents

Why you need this guide

Who am I?

How?

Understanding the current sales environment

1. Targeting your ideal clients

2. Research

3. Approaching your customer

4. Needs analysis

5. Summarizing the situation

6. Finalize

7. Obtaining a yes

8. Realize the revenue

9. Manage for growth

Summary

I’d love to hear from you

Why you need this guide

Today banking and financial services sales professionals are under more pressure than ever to perform due to globalization, disruptive technology, increased compliance, unrelenting competition, digital transformation and lack of time due to frequent multitasking. And the industry is changing more than ever with new market entrants, advanced technology deployment and fintech disruptors all entering the market.

Because of these changes and disruptions, CEOs, institutional sales heads, business development managers, VPs, directors and trainees are:

If you’re a sales director worrying where the growth is coming from, a seasoned sales professional with your boss breathing down your neck for short-term results, or a graduate or new starter looking to enter the world of corporate financial services sales, this guide will explain where to find the growth and – most importantly – how to capture it.

Importantly this book also includes practical tools and clear action steps that relationship managers, product specialists, corporate card providers, merchant processors, foreign exchange providers and more can use to target growth customers and start executing better customer meetings within one day.

Who am I?

If you want to achieve financial services sales without reinventing the wheel, it makes sense to learn from someone who has won big transactions, faster. I am a business advisor and fintech investor with over 25 years of strategic sales experience at executive level with companies such as American Express, ANZ Bank and Ingram Micro. My international banking career spawned US$10 billion in new transaction values mandated, and over $100 million of profits won in the financial services and technology industries.

During my career I developed the TRANSFORM sales methodology,