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Description
At the negotiation table, your opposition (core sales executives) have negotiated hundreds of contracts. These core salespeople generate tens of millions of dollars in profit every year for their company. Many financial institutions walk into these core meetings unarmed and leave hundreds of thousands or, sometimes, millions of dollars on the negotiation table. If you do not properly prepare, you will lose. Fortunately, there are tried and true tactics to secure favorable core agreements.
Webcast Attendees will learn:
- When should you meet with the core executive management?
- How can you avoid playing right into the hands of the core vendors?
- What vital pages from the core sales playbook can you use to strengthen your negotiation position?
- Which tactics in sales oriented movies are reality vs. Hollywood?
- When do financial institutions commonly step into bear traps?
Audience
This session is appropriate for Bank and Credit Union Executives who are responsible for Core Processing, Ancillary Systems, Back Office Management and Strategy groups.
With over 30 years of experience in FinTech, Doug is uniquely positioned to understand what a FI wants from their technology vendors. He has led various sales efforts at core vendors including Finastra, Kirchman, Newtrend, and Phoenix International. In those roles, he worked with hundreds of banks and credit unions partnering to create winning relationships with their core providers. Doug has earned a reputation for honesty and integrity by not overpromising and always focusing on delivering a superior client experience.
