Here’s a collection of information-packed, research-based articles we invite you to read and share.
Business clients seek advice when they face difficult questions and banks and credit unions aspire to be their “trusted advisors” in those moments on equal footing with their attorneys and accountants. Read more »
How can banks make their small business websites more competitive? We recently asked Glen Senior, president of The Small Business Company—who has worked with Bank of America, Comerica Bank, The PrivateBank, and Pinnacle Financial Partners on small business website strategy and content development—about what he is seeing that’s working well (and not so well) on … Read more »
High levels of dissatisfaction with banks—particularly larger banks—hint at an oncoming train of significant customer attrition and churn when the economy improves and business owners feel confident they can get credit or better service at other banks. How can individual business bankers and branch managers raise the odds of retaining small businesses and their owners … Read more »
If you’ve never been a small business owner, talking to one could be scary. Low confidence and lack of knowledge about businesses, business owner concerns, and bank products and services all add to the fear factor. The good news is that this is all fixable. If you’re a small business banker or a branch manager, … Read more »
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 »
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 »
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 »
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 »
