An August 23, 2017 newswire summarized the findings of a survey done by Pegasystems with 250 global financial services companies. Some of the results:
- 79% agree financial institutions will move from product-based selling to focus more on personal relationships in the next 5 years.
- Only 31% deploy relationship-based sales models to any degree and only 1% fully leverage them.
- 29% are mired in product-based selling.
As with changing the direction of a battleship going full steam ahead, getting your organization to migrate to relationship and buyer outcome selling is not something that can happen overnight.