Enhancing Cross Selling in Banking

Industry Focus: Financial Services

Chris Carlisle, TD Banknorth

Rick Davis, SunTrust
Charles Sparks, BOK Financial Corporation
Angela Adams, salesforce.com
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 Chris Carlisle
VP Salesforce Manager
• EMPLOYEES: 65,000
• CUSTOMER SINCE: 01/08
• # USERS: 600 going to 3000
• IMPLEMENTATION: In progress
• LINES OF BUSINES: Commercial Lending, Assets Based
Lending, Dealer Floor Plan, International, Leasing, Project
Finance, Government Banking, Merchant Services, Cash
Management
 Rick Davis
SVP and Manager - Commercial
Information Services

• EMPLOYEES: 31,602
• CUSTOMER SINCE: 2004
• # USERS: 2447
• IMPLEMENTATION: 6 Months
• LINES OF BUSINESS: Treasury Management,
Commercial (Business Banking and Commercial),
Commercial Real Estate
• ADOPTION: 85%
 Charles Sparks
SVP Commercial Banking Operations

• EMPLOYEES: 4,000
• CUSTOMER SINCE: 2005
• # USERS: 650 going to 700
• IMPLEMENTATION: 6 months
• LINES OF BUSINES: Commercial Banking, Assets Based
Lending, Dealer Floor Plan, International, Leasing, Project
Management, Merchant Services, Treasury Services
• ADOPTION: 85 – 95%
Enhancing Cross Selling in Banking!
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?
QUESTION & ANSWER SESSION

Chris Carlisle
VP Salesforce Manager

Rick Davis
SVP and Manager - Commercial
Information Services

Charles Sparks
SVP Commercial Banking Operations
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