Selling to Banks: What Most Teams Get Wrong (And How to Fix It)
Over the past few months, I’ve been running private sessions for FinTech sales and marketing teams, helping them understand how to sell into banks, navigate complex decision-making structures, and earn the trust of senior executives.
Why? Because selling to banks is not like selling to startups. Or even to other corporates.
Bank executives are time-poor, risk-sensitive, politically constrained, and often operating in highly regulated, change-resistant environments. If your sales strategy doesn’t reflect that reality, chances are… you’re being politely ghosted.
What I Cover in These Sessions
In a typical keynote or team session, we unpack:
- What really drives bank execs (and what they ignore)
- How great vendors become trusted advisors
- Why so many pitches fall flat in the first five minutes
- How to “crash the calendar” and win attention
- What to say (and show) in that crucial first meeting
These insights come from my time as a Chief Transformation Officer, Group Chief Digital Officer, and transformation lead inside banks — where I reviewed hundreds of vendor pitches, approved multi-million dollar budgets, and worked with both brilliant and… less brilliant suppliers. I’ve been the executive responsible for buying your services.
Who It’s For
These sessions are ideal for:
- Sales teams looking to break into Tier 1 banks – or more banks
- Product teams wanting to understand their buyers
- FinTechs preparing for critical client meetings
- Vendors seeking to elevate their role to strategic partner
It’s practical, story-led, and totally tailored to your market and your team.
Interested in Booking a Session?
If you’re running a sales offsite, quarterly kick-off, or internal team day — and want something insightful, actionable, and grounded in real-world banking experience — I’d love to help.
- You don’t need more PowerPoint. You need insight into how banks actually buy.
- Contact me here or connect on LinkedIn and let’s talk.