Challenges
Jordan, a mid-level sales strategist in the New York office of the stock exchange, faces a significant challenge in diversifying the exchange’s revenue streams by selling its proprietary market data to a leading investment bank. Despite their data’s high value and unique insights, the investment bank has been reluctant to engage, remaining loyal to its existing data providers and showing no interest in meetings with Jordan’s sales representatives. Breaking into this lucrative market requires a unique approach to gain the investment bank’s attention and trust.