Enhancing Cross Selling in Banking Chris Carlisle, TD Banknorth Rick Davis, SunTrust Charles Sparks, BOK Financial Corporation Angela Adams, salesforce.com Industry Focus: Financial Services
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Chris Carlisle VP Salesforce Manager <ul><ul><li>EMPLOYEES : 65,000 </li></ul></ul><ul><ul><li>CUSTOMER SINCE: 01/08 </li></ul></ul><ul><ul><li># USERS : 600 going to 3000 </li></ul></ul><ul><ul><li>IMPLEMENTATION : In progress </li></ul></ul><ul><ul><li>LINES OF BUSINES : Commercial Lending, Assets Based Lending, Dealer Floor Plan, International, Leasing, Project Finance, Government Banking, Merchant Services, Cash Management </li></ul></ul>
Rick Davis SVP and Manager - Commercial Information Services <ul><ul><li>EMPLOYEES : 31,602 </li></ul></ul><ul><ul><li>CUSTOMER SINCE: 2004 </li></ul></ul><ul><ul><li># USERS : 2447 </li></ul></ul><ul><ul><li>IMPLEMENTATION : 6 Months </li></ul></ul><ul><ul><li>LINES OF BUSINESS: Treasury Management, Commercial (Business Banking and Commercial), Commercial Real Estate </li></ul></ul><ul><ul><li>ADOPTION: 85% </li></ul></ul>
Question 1: Please share with us how your implementation of Salesforce CRM supports cross selling at SunTrust?
Question 2: What would you say is unique about your Cross Sell/Referral efforts at BOK Financial Corporation?
Question 3: Where are you in your implementation process of cross-selling and referrals and have you used any best practices from previous implementations to assist you in this roll-out?
Question 4: Didn’t you create a new custom object in Salesforce CRM to handle referrals from one line of business to another even if the lines of business did not use Salesforce CRM ?
Question 5: What are some of the measurements you are tracking today that you couldn’t track prior to implementing your cross sell/ referral system?
Question 6: How is TD Banknorth going to use Salesforce CRM as it relates to referrals?
Question 7: Do any of you integrate to back office systems to help you with Crossing Selling or Referral efforts?
Question 8: Have any of you used Appexchange partners to help you in your Cross Selling and Referral efforts?
Chris Carlisle VP Salesforce Manager Rick Davis SVP and Manager - Commercial Information Services Charles Sparks SVP Commercial Banking Operations QUESTION & ANSWER SESSION
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