small business banking conference Archives

small business banking conference

Words on a Photo (Issue 1199)

In which we are reminded to clarify clients’ objectives before “taking their word for it” and responding to their requests. Read more »

It Comes with the Breed (Issue 1198)

In which we are reminded, when we are hiring high performing and independent sales people, that we need to accept (without complaining) the characteristics that go with the breed… and manage them. Read more »

Puffs (Issue 1197)

In which we are reminded to help clients and prospects anticipate the bumps in purchasing processes and to share how we and they can manage through them safely. Read more »

Why Do They Call Them Seals? (Issue 1196)

In which we are reminded to ask “why”…more times. Read more »

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, largely unchanged from its first publication in 2002. While Gramma long ago passed on to the great Thanksgiving feast in the sky, … Read more »

Pique Curiosity (Issue 1163)

In which we are reminded that our first job in starting new conversations is to stimulate curiosity. Read more »

Clothes Make The Man (Issue 1162)

In which we are reminded to focus on the big picture rather than focusing one-by-one on specific needs we want to uncover or products we want to sell. Read more »

What Calls You (Issue 1159)

In which we are reminded to honor what calls us to sales or other roles while admiring (without feeling “less than”) others’ strong magic. Read more »

The Orchard (Issue 1158)

In which we are reminded that late arrival to a market or a buying cycle does not necessarily mean we go home with empty baskets. Read more »

Dance with the Ones… (Issue 1157)

In which we are reminded to focus our sales efforts on people who are attracted to what we do rather than on the people that we thought SHOULD be attracted (and are not). Read more »