by Shaun Heuerman | Jan 7, 2016 | Sales Process
So, you’re at the start of the sales funnel. And a prospect has been prequalified, and it’s time to make the first call. Most bank sales people take one large gulp of air and then smother the prospect until the end of the call with how good, fast, easy,...
by Shaun Heuerman | Dec 31, 2015 | Effective Leadership
Is having a good year in 2015 going to impede your chance of having a spectacular 2016? What if this next year HAD to be twice as good as last year? And what if instead, you changed your framework from “have to” to “get to” to make this the best year ever? Jim...
by Shaun Heuerman | Dec 24, 2015 | Sales Training
I’ve been eavesdropping in on conversations at banking conventions for the last 18 months, and I have to tell you…I’m a little shocked. Because again and again, I’ve heard very smart bankers repeat three…lies to one another. Now, I don’t think they’re “liars.” I’m...
by Shaun Heuerman | Dec 17, 2015 | Succession Planning
Imagine for a second that some of your top executives would be departing from your organization. Through retirement, or illness, or some other unforeseen circumstance. What kind of ripple effect would that have on your organization?… And imagine if...
by Shaun Heuerman | Dec 10, 2015 | Managing Employees
It’s crazy-making… You create a strategic plan, promise the board that you will deliver, and then communicate it to your team. You think you’ve covered all of the bases, but the first month in, the sickening reality hits—you’re already off base. Sure, the...
