small business banking

Simple, Neat, and Incomplete (Issue 535)

In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard. Read more »

Storm-Chasers (Issue 530)

In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble. Read more »

(Sometimes) It Isn’t Only About the Money (Issue 529)

In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list. Read more »

Sell the Strengths (Issue 527)

In which we are reminded to sell the strengths we have rather than those we wish for. Read more »

Planting Seeds in Conversation (Issue 526)

In which we are reminded that the seeds for future sales come from the sales fruit we harvest now. Read more »

No Bonehead Mistakes (Issue 523)

In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects Read more »

Bear Marketing (Issue 522)

In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings. Read more »

Planning Ahead (Issue 517)

In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »

Four Brushes (Issue 512)

In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies. Read more »

Stop the Bleeding (Issue 510)

In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment. Read more »