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BANKING
Defending Market Share
THE SITUATION
SNI was approached by one of the largest independent credit card lenders in the world and a recognized leader in affinity marketing to help better prepare its account executives and salespeople to respond to the competitive threat posed by a low-cost competitor.
THE SNI SOLUTION
SNI developed an integrated approach to educate account executives, marketers, and salespeople on SNI’s systematic approach, including an advanced Train-the-Trainer program. Transfer of knowledge was assured by assisting in the creation of customized tools. SNI also provided ongoing support for sales and renewal efforts, reinforcing the importance of using the principles and tools in both internal and external dealings.
THE IMPACT
“Our Senior Managers feel that the people who have taken these courses go into situations better prepared, more focused on understanding what's important to the other side, and more committed to taking a long-term view of the relationship.”
- Senior Vice President
THE RESULT
- Business Development professionals are more prepared, ask more effective questions, and are focusing more on building the relationship with the customers.
- Existing relationships with many of the nation’s premier organizations, sports teams, financial institutions, and non-profit groups were strengthened.
- The company has attracted a number of high-profile organizations that previously endorsed the competitor.
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Baltimore, MD 21211