bank sales training

Instrumentum Irritum

In which we are reminded that, when clients say “we have done this or that” (i.e., implemented cyber security practices or documented an issue), it’s good to request, “show me”, and assess the efficacy. Read more »

Clarity President, Nick Miller, speaks on building high performance teams for deposits and fee income

On May 14th at 11:00 am, Clarity President, Nick Miller, will join S&P Global’s  Maureen McKenna and Hunter Hines to share seven tactics for building high-performing teams to accelerate commercial deposit acquisition and fee income generation. Critical among the tactics  will be industry focus which can be significantly enhanced through S&P’s commercial prospecting tools and … Read more »

Bags, Belts, and Jewels (Issue 1218)

For the summer after my sophomore year in college, I took a sales job. Don’t laugh: Oxford-cloth-buttoned-down Nick was selling rustic women’s leather handbags, leather belts, and a jewelry line to head shops catering to the Grateful Dead crowd. My territory ranged from Janesville, Wisconsin, to Peoria, Illinois. The idea was that I would drive … Read more »

Catch Them Early (Issue 1216)

In which we are reminded that one of our potential values as consultants or salespeople is to monitor clients’ activities so that, if they start to stumble, we can intervene quickly to forestall larger problems. Read more »

Something To Remind Them (Issue 1215)

In which we are reminded to put our prospects and inactive clients on routine “touch and refresh” cadences so the connection energy doesn’t die. Read more »

I Didn’t Know You Did That (Issue 1214)

In which we are reminded to share at least a glimpse of our full offerings even when clients or prospects engage us for only one product or service. Read more »

Changing Gears (Issue 1211)

In which we are reminded, when shifting from one sales environment to another,  to be thoughtful rather than reacting from motor-memory. Read more »

Save Room for Dessert (Issue 1210)

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »

Snout Bumps (Issue 1209)

In which we are reminded that many prospects prefer to be introduced to potential new vendors by trusted third parties. Read more »

Bag of Bags (Issue 1208)

In which we are reminded that corporate amnesia helps our clients embrace change. Read more »

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