49 episodes

A podcast about FinTech, banking, digital transformation and the world around it, with a strong focus on the Middle East region

New Era FinTech Podcast New Era FinTech Podcast

    • Business

A podcast about FinTech, banking, digital transformation and the world around it, with a strong focus on the Middle East region

    Episode 49: Key strategies for selling to banks with Dan Ilett of Tollejo

    Episode 49: Key strategies for selling to banks with Dan Ilett of Tollejo

    In this episode, I'm talking with Dan Ilett of Tollejo about sales and marketing techniques for FinTech companies selling to banks. We discuss the importance of building relationships, understanding customer needs, and differentiating from competitors. Dan emphasizes the need for collaboration between sales and marketing teams and the value of listening to customers. He also introduces the concept of "The Mirror", a research approach that helps companies gather feedback from customers and align their messaging and positioning. Dan recommends engaging with advisors and focusing on nurturing relationships with potential customers. Something very close to my heart -- because I've been going on about this for a long time.

    If you'd like to discuss these ideas with Dan, drop him a note via his LinkedIn profile or direct at dan at tollejo.com.

    Takeaways


    Building relationships and understanding customer needs are crucial for FinTech companies selling to banks.
    Collaboration between sales and marketing teams is essential for effective sales and marketing strategies.
    Listening to customers and gathering feedback through research programs like the Mirror can help companies align their messaging and positioning.
    Engaging with advisors and nurturing relationships with potential customers are effective tactics for driving sales.

    Sound Bites


    "Getting known before you walk in the door is one of the most important things you can do in this space."
    "The most important column in your pipeline is the nurture column."
    "Most companies have more relationships than they think."

    Chapters


    00:00 Introduction: Selling to Banks in FinTech
    01:07 Background and Building Communities
    03:21 The Value of Executive Summaries in Bids
    06:06 The Importance of Getting Known Beforehand
    07:25 The Limitations of Cold Calling
    09:40 The Power of Third Party Validation
    13:34 The Role of Marketing and Sales Collaboration
    14:16 The Importance of Listening to Customers
    16:37 Understanding Customer Needs and Aligning Messaging
    16:46 The Mirror: Gathering Feedback and Insights
    18:08 Aligning the Team's Understanding of Value Proposition
    20:30 Differentiation in Messaging and Positioning
    22:35 Building Relationships and an Advisory Board
    32:50 Starting with a Listening Exercise

    Keywords

    sales, marketing, FinTech, banks, relationships, customer needs, differentiation, collaboration, listening, Mirror, research, advisors, nurturing

    • 33 min
    Episode 48: Is it time to launch eSIM data roaming in your bank mobile app?

    Episode 48: Is it time to launch eSIM data roaming in your bank mobile app?

    In today's episode, I'm discussing the opportunity of launching an eSIM roaming offering for your bank. I think this can be a compelling additional service feature (and fee earner) for many institutions. I talk through my thinking and give some suggestions for the vendors that banks might consider to talk with including (in no particular order) gigs.com, 1Global, Airalo and Holafly. Also Breeze given their recent announcement with Western Union. Other vendors are available I'm sure! (I don't have any relationships with these companies.)

    • 26 min
    Episode 47: Getting out from behind your desk

    Episode 47: Getting out from behind your desk

    In today's episode, I'm discussing the importance of getting out from behind your desk (again). This was inspired by a conversation I had with a bank CIO last week discussing techniques and ideas of 'staying up to date' when you're surrounded by pressure on a constant basis! This one is mostly aimed at senior executives working in banks. Let me know what you think!

    • 27 min
    Episode 46: Roundtables - a guide for FinTech vendors

    Episode 46: Roundtables - a guide for FinTech vendors

    In today's episode, I am discussing roundtables. This is an ultra-compressed version of the workshops I regularly host for FinTechs interested in learning how to host effective roundtables for bank executives. I've been to a lot of them as a bank executive and I've experienced some great ones... and some not-so-great ones. I have compressed many of the points into this episode -- so if you've got a roundtable coming up, I hope this can be useful. As always, if you need any advice or perspective, or if you need someone to host your upcoming roundtable, please reach out.

    • 49 min
    Episode 45: Tom Green from Uqudo

    Episode 45: Tom Green from Uqudo

    I have long been a fan of identity and authentication player, Uqudo and today I'm bringing you an interview with their Chief Operating Officer, Tom Green. I asked Tom to give us an overview of Uqudo and the company's offerings and to comment on some of the trends he is seeing in the wider marketplace around the topic of digital identity and verification. You can find Tom's profile on LinkedIn right here.

    • 17 min
    Episode 44: James Barker of Tech Market Access on the business of sales

    Episode 44: James Barker of Tech Market Access on the business of sales

    I have been banging on about the importance of the right sales methodology for FinTech companies for the longest time. In today's episode, I sit down with Sales expert, James Barker of Tech Market Access, to discuss the business of sales. James talks about his approach to enabling financial technology vendors to best engage and then convert prospects. You can find James on his LinkedIn profile.

    • 25 min

Top Podcasts In Business

Money Stuff: The Podcast
Bloomberg
Money Rehab with Nicole Lapin
Money News Network
REAL AF with Andy Frisella
Andy Frisella #100to0
The Ramsey Show
Ramsey Network
The Money Mondays
Dan Fleyshman
Young and Profiting with Hala Taha
Hala Taha | YAP Media Network