Here’s a collection of information-packed, research-based articles we invite you to read and share.

Sales Coaching — An Executive’s Guide
by Nick Miller

There are many definitions of sales coaching. Is there a simple model that experienced managers can use in a professional setting to know whether they’re on the right track or not? How do you know when you’re coaching? How do your people know they’re being coached? When Am I Coaching? Corporate climate surveys and interviews … Read more »


Bank Small Business Sales Strategies – Increase Profits by Building your Brand
by Nick Miller

A strong brand that delivers increases in small business profitability, referrals, and customer retention doesn’t have to take years to build.  Here are five steps you can get started with today to increase your bank’s small business sales results. A strong brand will accelerate your bank’s small business growth. Your goal should be to develop … Read more »


Bank Small Business Sales Strategies—Shift From Price to Value
by Nick Miller

Want to increase your small business sales productivity and differentiate from your competitors? Then stop dwelling on price and start focusing on value.  Here are three ways to get you started. Salespeople love to whine. Have you heard any of these? It’s hard for us to sell value. Prospects buy on price more now than … Read more »


Accelerate Sales, Increase Client Retention by Translating Brand to Action
by Nick Miller

“How we sell” to our clients matters more to them than product quality, brand perception, and service excellence.  According to the Corporate Executive Board, 53 percent of a customer’s overall loyalty index to a vendor is driven by satisfaction with the sales process.  This number is critical when we are thinking about translating our bank’s … Read more »


Business Banking Sales Strategies—How to Choose and Attract More of Your Best Customers
by Nick Miller

Who are your bank’s best business customers?  Find out and then go after them with these three steps! Think about fly fishing for a moment (bear with me — I do have a business point here): A fly fisher’s success is based on alignment of three elements: 1) the fish they want to catch, 2) … Read more »


Bank Sales Management – How to Develop a Winning Sales System
by Nick Miller

Got a sales playbook?  A standardized sales system, like a football playbook, can help your sales team win more profitable business.  Designing one requires a specific action plan.  Here’s how to develop one and execute it most effectively. One of the greatest things about fall for many people (myself included!) is that it’s football season.  … Read more »


Bank Sales Management – Balancing Growth and Retention to Reach your Sales Goals
by Nick Miller

For sales teams, the key to balancing new business development and retention of existing accounts is a clear “flight plan” and active, focused sales management. How would your sales teams respond to this challenge? Grow loans and DDA balances 10% (for the third year in a row) in a fiercely competitive market (never mind the … Read more »


Bank Sales Management – 4 Steps to Boosting Sales of Corporate Finance/Capital Markets
by Nick Miller

At many banks, significant investments in capital markets and corporate finance capabilities to create a “one stop shop” have not led to significant increases in opportunities identified by relationship managers. Four important steps can accelerate the process. With notable exceptions, commercial bank efforts to boost revenue by selling corporate finance and capital markets products to … Read more »


Successful Sales Management Begins with Releasing the Rear View Mirror
by Nick Miller

Sales managers who manage their teams by focusing on sales results suffer the same consequences as drivers who steer by looking only in the rear view mirror. I have driven many miles with two warp-speed children in my back seat. (Don’t worry, they’re mine!) Most sales managers laugh when I describe the fenders I almost … Read more »


Sales Process – 4 Steps to Maximizing your Brand Delivery
by Nick Miller

Are your field sales people taking your brand to market? If you hear multiple answers to the question, “What is our company’s sales process?” you are diminishing your return on investment in branding. If you were a rancher in the Old West, branding was simple. Your ranch hands heated artfully bent pieces of iron and … Read more »