Today, 75% of investment banking clients expect personalized experiences with deal teams. Two-thirds of clients prefer digital interactions. As a result, getting and keeping clients is harder than ever before.
In order to win more deals and build stronger relationships in a digital-first world, investment bankers need the right tools and technology to adapt and succeed. In this post, I’ll share how sales enablement helps investment bankers deliver better client experiences and faster deal cycles – and hopefully take back their personal time on nights and weekends.
What is sales enablement?
As I mentioned before, clients are looking for personalized relationships. In order to meet client expectations, investment bankers need to understand their unique needs and be able to engage them with the right content at the right time, on the right channel.
Sales enablement empowers your bankers to personalize client engagement at scale. It’s defined as the strategic use of resources, processes, and technology that investment bankers need to engage clients at every stage of the deal cycle and close deals faster.
Why do investment bankers need sales enablement?
As clients have adopted digital interactions in higher numbers, investment banks have lagged behind in digital transformation. Today, two out of three clients prefer digital interactions, and the number of clients that investment bankers need to engage is only growing. Each deal will be different but there is no doubt that client engagement is becoming more complex. Investment Bankers need the right tools to scale their approach to engagement while maintaining the other critical functions of their teams If you recall, the goal of this post is to help investment bankers save time while delivering better client experiences.
In order to save time and earn clients’ trust, investment bankers need to practice smart enablement. Smart enablement empowers investment bankers to increase sales effectiveness and gain client trust while saving time and effort by
- Enabling bankers with digital tools and content management to demonstrate expertise, earn trust, and win business.
- Engaging clients at the right time and place to maintain trust
- Continuously improving efforts based on real performance data.
Sales enablement software helps bankers do all of the above, at scale. Content management, content automation, client engagement, and training and coaching tools ensure that investment bankers know how and when to engage their clients.
How to achieve faster deal cycles
Digitalization gives investment bankers the tools to become more agile and build operational efficiencies. Enablement software empowers investment bankers to achieve faster deal cycles by streamlining the preparation and processes that make client engagement happen.
Before investment bankers ever engage with a client, they first need to develop the knowledge and skills required to earn trust and build relationships. Learning and coaching tools help onboard bankers faster, while also ensuring that experienced bankers are always up to date with the latest training to help navigate complex client conversations.
The content your bankers share with their clients is a tool for strengthening their relationships. To create meaningful, personalized content experiences for clients, your bankers first need to be able to discover and personalize it at scale. Content management tools help investment banks build, maintain, and control content in a way that makes it easy to organize, find, and share.
Client engagement is more important than ever in remote and digital environments. And since your clients engage across a variety of channels including email, social media, and text, your bankers need to use these channels to build trust with their clients.
A sales enablement platform that provides each of these capabilities in one unified platform empowers bankers to do more without juggling multiple tools. The ability to access, personalize, and share content within a single platform empowers bankers to become more agile and productive.
FAQs about enablement in investment banking
How does sales enablement empower investment bankers to personalize client engagement at scale?
Sales enablement provides investment bankers with the resources, processes, and technology they need to provide personalized client engagement at scale. It involves understanding unique client needs and delivering the right content through the right channels at the right time.
Why is there an increasing need for investment bankers to adopt sales enablement in the digital age?
Investment bankers need sales enablement because clients rely more heavily on digital channels. As clients engage through various channels, investment banks must scale their approach to maintain effective client engagement, and sales enablement provides the necessary tools to achieve this while saving time and effort.
How does the Seismic’s Enablement Cloud™ contribute to faster deal cycles for investment bankers?
The Seismic’s Enablement Cloud™ contributes to faster deal cycles by streamlining preparation processes, allowing bankers to engage clients at the right time and place. It provides digital tools, content management, and client engagement capabilities, all within a unified platform, empowering bankers to be more agile and productive in their interactions. More than 400 financial institutions rely on Seismic to ready their bankers to engage their clients at the right place, at the right time, and with the right content. If you’d like to learn more about how your organization can grow and scale with the Seismic Enablement Cloud, get a demo.
