Our Client Portfolio

Wealth Management Priorities-Based Selling

CLIENT

Bank of the West

TACTIC

Pitch Book

PROGRAM TYPE

Sales Enablement

INDUSTRY

Financial Services

Bank of the West Wealth Management Priorities-Based Selling

Challenge

Bank of the West has established a robust suite of Wealth Management solutions and services to meet the unique needs of its high-net-worth clients. To add greater relevancy for this audience, the Bank made a transition from selling at a product level to a more strategic and consultative approach that takes into account a client’s individual financial goals. This shift—built around a new 360-degree service model—required the recasting of key sales enablement materials.

Solution

Working closely with the Bank, we identified six key financial priorities that resonate with its more affluent client base—and then aligned those priorities with relevant financial solutions and services. To ensure the successful implementation of this new client-centric approach, we developed a comprehensive pitch book for use by the Bank’s Private Client Advisors that helps guide their interactions with clients and prospects.

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