Fintech is definitely a dynamic and ever evolving space – which makes it super exciting! What’s interesting about Visa’s role here is that we sit at the center as a network and have exposure to and partner with fintechs of various shapes and sizes. So speaking a common language is less of an issue at Visa given our extensive engagement in fintech (we like to think of ourselves as the world’s first fintech).
That said, this is a super valid question. Standard messaging documents that sales reps can utilize to ensure there is a common talk track are beneficial. These sometimes operate as standalone documents or could be anchored with a product/solution pitch deck (as a part of the speaker notes).
What I’ve also seen work well, especially when it comes to ensuring sales reps have a common understanding of relevant industry dynamics, is to create an internal education content series. For example, when I was working at Hewlett Packard Enterprise, our Sales Enablement teams did a phenomenal job of creating internal training content on different industry trends impacting our customers – e.g., Cloud Transformation, Big Data. These helped to get reps educated on the latest industry trends and also how to talk to customers about these topics.
