by Shaun Heuerman | Sep 10, 2015 | Sales Process
Selling has changed…and if it feels like selling, you’re doing it wrong. The whole premise of sales in community banking is on a fundamentally weak base right now. What we don’t understand is that what we need to do is delve deeply into customers’ needs—but only after...
by Shaun Heuerman | Sep 3, 2015 | Sales Process
For decades now, I’ve seen the statistics run along the same alarming, flat line…cross-sales of new accounts in banking AVERAGE…AVERAGE, just 2.2 per account! Let me spare you the complex math… That means MANY banks are below 2.2 cross-sales per account and some are...
by Shaun Heuerman | Aug 27, 2015 | Strategic Planning
It’s strategic planning time…all over again. This year, you have the unique opportunity to change the way you’re doing things to change your results.The best way to do that?Make sure you have strategies in your strategic plan.Now hold on—you’re thinking you have them....
by Shaun Heuerman | Aug 20, 2015 | Strategic Planning
It’s that time of year again…it’s time to create a strategic plan to have a profound impact on next year’s financials—your growth, your profitability, and the safety of your organization. Now, to do that, you really need to think about the fact that most strategic...
by Shaun Heuerman | Aug 13, 2015 | Strategic Planning
Last week I discussed the first five strategies to help transform your bank to be stronger and more profitable than ever before. Now let’s dive into the next group of strategies that will impact the bottom line. 6. Free the vigilantes. Ray Kroc used to say that until...
