Date Published: April 5, 2016
According to Matt Victorine, BA '91, relationship selling is really needs-based selling.
"Sometimes you just have to stop talking and listen for cues as to what the customer
needs," he said. "And then present solutions based on those needs." Victorine, Vice
President and Relationship Manager for Fidelity Institutional Wealth Services, spoke
recently to undergraduate marketing students taught by Associate Professor of Marketing,
Laura Muñoz, Ph.D.
In Victorine's current role, his responsibility is to maintain and grow relationships
with individual brokers who use Fidelity's platform to manage their clients' assets.
"The sales team are like hunter/gatherers. They work on bringing in new brokers."
he said. "From there, I take over the relationship and work with the brokerage firm
to determine how Fidelity's suite of practice management tools can help them grow
their business. I get resources from the inside to the outside. Hopefully, this will
translate to more business for the firm and more business for Fidelity."
Differing Sales Approaches
In response to a question from the group about different sales approaches, Victorine
pointed out that "sales training" is a billion-dollar industry. "You can see advertising
for all sorts of courses and conferences that promise to teach you how to sell if
you'll just follow a certain process," he said. "But, most large firms want to teach
you their way of selling because they want consistency." Victorine said this is the
reason that most entry-level sales positions don't require a particular degree. "History,
philosophy--it doesn't matter," he said. " As long as you're eager to learn."
Victorine polled the class about their jobs and internships. One student mentioned
that he only took phone orders and wondered if that was really "sales." "Every job
is really sales," Victorine said. "If you are the contact point with your company,
you're selling the company during that call. And," he added, "you could always go
for the upsell."
Opportunities for Graduates
Victorine also discussed the myriad opportunities at available at Fidelity for recent
graduates, both in the Dallas/Fort Worth area and beyond. "Our Westlake campus employs
over 6,700 people on a beautiful, 330-acre campus," he said. According to Victorine,
Fidelity has entry level sales positions in areas like retail investing and 401K customer
service. "And the salaries are competitive," he said. "It's better than barista money."
The University of Dallas Executives on Campus program was founded to further the University's
mission of providing practice-based education, by inviting successful business leaders
to share their experience with graduate and undergraduate students in the classroom.
Through this program, alumni, business leaders, and their companies are invited to
partner with the University in our shared pursuit of management excellence.