There’s always a lot of talk in the financial services industry about how to improve sales performance – cross-selling, up-selling, customer touchpoints, event-led sales, channel strategies – and there are as many theories as there are consultants trying to advise sales professionals on ‘engagement-based selling’ or ‘call centre processes’. Continue Reading

“We don’t want to be bankers. We want to sell our product and develop our product, but it looks like this is how we’re going to have to do it.” So says Tamlyn Thomson, who has just started a captive finance operation for his business, Idscan Biometrics, and is not particularly happy about it.

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