by Shaun Heuerman | Jun 30, 2022 | Bank Marketing, Sales & Marketing, Sales Process, Sales Training
If your top 100 customers do account for 50 to 140 percent of your profits, like they do for most every bank with under $2 billion in assets, you have to ask yourself: Do you really know how to identify your next top 100 potential customers? Can you get an appointment...
by Shaun Heuerman | Dec 15, 2021 | Bank Marketing, Customer Satisfaction, Profitability and Growth
This last year was brutal for NIM compression at most community banks. And yet it was understandable, and it reconciled with some nice PPP fee income that drove up the profits of many banks. However, bank boards are now more than a little concerned. Since fee income...
by Shaun Heuerman | May 12, 2021 | Bank Marketing, Sales & Marketing, Sales Process, USP
If you don’t care about premium pricing, you can stop listening right now. This is for bank executives who want to figure out how to command premium pricing despite the too-common assumption that banking is a commodity. Therefore, they cannot command premium...
by Shaun Heuerman | Apr 28, 2021 | Bank Marketing, Sales & Marketing, Sales Process, Sales Training
Terry Slattery, the Legend of IBM, the person who brought in more business for IBM than anyone has before or since, has been a dear friend and partner of mine for almost two decades now, helping our banks figure out how to grow their revenue streams. Terry recently...
by Shaun Heuerman | Apr 21, 2021 | Bank Marketing, Marketing Plan, Sales & Marketing
How much do you invest in your marketing budget every year? Now divide that amount by the number of calls or inquiries it generates. For most banks, the marketing budget is driven by shiny new ideas from conferences that marketing people attend or based on what was...
by Shaun Heuerman | Feb 11, 2020 | Bank Marketing, Customer Success, Sales Process, Sales Training
If you’re feeling trapped in rate competition, you’re in “Commodity Hell”… and it’s not a fun place. When your customers and prospects view you as no different than the bank down the street, you create a situation where...
