Here’s a collection of information-packed, research-based articles we invite you to read and share.
Getting that first appointment with a prospect isn’t easy. What can branch managers, small business bankers, and others responsible for selling bank products and services do to increase their chances? Grab the prospect’s attention with one good reason to meet and chances are MUCH better they’ll say “yes.” Three points of advice for bankers: Find … 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 »
“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 »
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 »
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 »
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 »
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 »
We Are Seriously Social.