Omega Performance Webinar - Latino Sales Principles

Latino Sales Principles—Capturing the Hispanic Market
Complimentary Webinar

Audience
Associates and managers in all lines of business who are responsible for capturing and growing the Hispanic customer base for their financial organizations.

Latino Sales Principles—Capturing the Hispanic Market
March 30, 2010
1:00-2:00 PM Eastern

Facilitated by:
Joseph Sparacino
Matt Callinan

Abstract

The Hispanic population is growing at an explosive rate: 41% of children born in the United States are now of Latin heritage. There are currently 46 million Latinos in the U.S.; by 2017 that number will almost double to 81 million—or 18% of the total population. Latino buying power has increased 300% in the past decade and will exceed $1 trillion in 2010. Those compelling census numbers translate to exciting customer potential and financial organizations know it. But how to capture it?

While financial organizations are looking for ways to capture deposits, particularly with the Hispanic market, they often lack the skills or need to improve the skills to successfully establish cross-cultural relationships through an extraordinary customer experience.

Join Omega Performance’s Joseph Sparacino and CrossCulture’s Matt Callinan for a 60-minute complimentary webinar where they will reveal how to create a customer experience to this growing Latino opportunity. Joe and Matt will provide cultural insights and knowledge on how Hispanics become most comfortable during a sales interaction. In addition, they will share techniques and strategies on how bankers can adapt their selling to accommodate the cultural priorities and preferences of the fastest growing consumer group: Latino customers.

Webinar Overview
As a result of attending this webinar, you will be able to:

Identify influences on Latino buying decisions
Understand the Five Key Buying Traits of the Hispanic customer
Align your organization’s products and services with Hispanic cultural values
Apply strategies for overcoming common cultural challenges
Leverage life events and referral networks for additional selling opportunities

Benefits to Your Organization
The webinar offers several benefits to you, your organization, and your customers. You will:

Maximize your opportunity for growing the burgeoning Hispanic market
Leverage marketing investments with complementary sales expertise
Increase new sales to Latino prospects by converting more leads into loyal customers
Deepen banking relationships that lead to full service customer accounts and referrals

About Our Facilitators

Joseph Sparacino
Joseph Sparacino is the senior vice president of client relationships for North America and a member of the executive leadership team of Omega Performance. As such, he leads teams of highly-skilled professionals covering the U.S., Canada, and the Caribbean who are responsible for the sales, consulting, and service activities for client relationships. His background in performance improvement, training, and development is centered on credit and risk management and sales and salesforce leadership effectiveness.

Before joining Omega Performance, Joe owned and managed a consulting firm specializing in sales and service performance improvement. Prior to that, Joe held a variety of senior positions in consumer, commercial, institutional, and international banking. His successful front-line experience with regional and national institutions in the U.S. Northeast spanned over 35 years in several business segments including small business, middle-market, asset-based, corporate, and specialized banking. He has traveled broadly both in North America and globally.

Prior to his financial services industry experience, Joe was a top producing sales representative for a major pharmaceutical firm. He also served in the U.S. Army.

Matt Callinan
Matt Callinan's diverse professional experiences—in military intelligence, broadcast journalism, and corporate sales consulting—have a common core competency: developing and communicating often complex information to create understanding, achieve influence, and/or accomplish a desired result.

Matt's emersion into the Latino culture began early—he grew up in Miami and spent his childhood enjoying the embrace of his Cuban friends and neighbors. While serving as a Special Forces instructor in Central and South America, Matt authored and debriefed regional analysis reports for senior strategic teams at CIA, DIA, and the US Department of State. As a news correspondent for NBC and major affiliates, Matt investigated fraud and government malfeasance and covered many major national events. And as a corporate sales consultant, Matt has delivered hundreds of management and sales training programs to thousands of salespeople and frontline leaders, including professionals from America Online, Freddie Mac, AIG, and the New York Times Company.

Matt is the owner of CrossCulture Consulting, a specialist organization focused on bridging cultures for sales effectiveness.