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Foundational Skills for New Sales Hires: The Top 7

LSA Global

Foundational business sales training should include a primer on business acumen : key business drivers, financial metrics, and industry-specific trends. Sales Pipeline Discipline and Time Management We know from sales strategy feedback that sales success is about sales activity and sales focus.

Sales 61
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Bank Valuation: Understanding Key Ratios and Metrics

Tom Spencer

A higher ratio of fee income implies less traditional credit risk and less balance sheet usage (therefore higher ROE) but also implies greater market risk related to securities portfolios and potentially higher revenue volatility related to volatility in capital markets. Valuation Metrics Price-to-earnings (P/E) Price-to-book (P/B) 2.1

Metrics 88
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Stop Focusing on Profitability and Go for Growth

Harvard Business

Bain & Company’s Macro Trends Group carefully analyzed the global balance sheet and found that the world is awash in money. Global capital balances more than doubled between 1990 and 2010 — from $220 trillion (about 6.5 Yet the same crisis ushered in a new age of capital superabundance. times global GDP).

Cash Flow 134
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Bank Profitability: Decoding the Income Statement

Tom Spencer

Tracking operating efficiency is important but you should focus on trends over time rather than comparing absolute numbers among banks because operating efficiency is heavily influenced by business mix and does not take into account capital requirements or risk. Common Equity Tier 1 (CET1) ratio).

Banking 88
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Mish Fined 8,000 Euros for Quoting French Blog

MishTalk

trillion balance sheet is leveraged nearly 49-to-1. As a group, these three banks have some €4 trillion in assets on their balance sheets, supported by €129.3 The AMF has also fined Mike Shedlock €8,000, of Mish''s Global Trend Analysis, published in the USA, for the same offence against Societe General.

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5 Ways to Increase Your Cross-Selling

Harvard Business

Several trends have converged in recent years to break through the barriers to higher response rates. Take a balance-sheet view. Effective cross-selling organizations, such as American Express, complement the P&L perspective with a longer-term, balance-sheet view of the business and a multiyear view of customer value.

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How Companies Can Use Investors to Their Advantage

Harvard Business

” The reply he got was like a cold shower: “Management is delusional about their long-term prospects,” said the investor, adding, “Every time we meet … it truly shocks me how far behind it is and how slow they have been to grasp the trends of the industry.”

Company 101