How to Sell to Banks and Lenders | Tiffany Stringfellow (Moody's Analytics)

In this episode, I sit down with Tiffany Stringfellow, Director of Client Development at Moody’s, to talk about selling AI-powered workflow tools into lenders, banks, and credit unions. Tiffany shares why cycle time is often the pain that gets lenders to take a conversation seriously, especially in home equity lending where fintechs can move quickly and traditional institutions need to compete without increasing risk.We also talk about why selling into financial services requires more than a strong product demo. Tiffany explains why lenders are workflow-driven, risk-driven, and regulation-driven, and why sellers need to understand those constraints early in the deal. She shares how ROI stories become more powerful when they are built around the customer’s real data, why risk and compliance need to be involved before the end of the sales cycle, and why deals can go silent when champions are left to fight internal battles alone.TOPICS WE COVERWhy cycle time is one of the biggest pain points in home equity lendingHow banks and credit unions compete with faster fintech lending experiencesWhy AI products need to balance speed, risk, and regulatory requirementsWhat tech sellers get wrong about selling into lenders and financial institutionsHow to build ROI stories using the customer’s actual workflow and dataWhy risk, compliance, and operational roadblocks need to be handled early in the dealABOUT THE GUESTTiffany Stringfellow is the Director of Client Development at Moody’s supporting its automated property condition report solution, which is primarily used in home equity lending and capital markets. She has spent around 20 years in the mortgage industry across lending technology, capital markets, origination, and client success. Before Moody’s, Tiffany was VP of Client Success at Informative Research.LINKSConnect with me: https://www.linkedin.com/in/carter-armendarez/Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/Learn more about Moody’s: https://www.moodys.com/