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 | Jan 5, 2021 | Effective Leadership, Employee Motivation, High Performance, Profitability and Growth, Sales & Marketing, Sales Training, Strategic Planning
It’s a new year. Now, the question is, what are you going to create in 2021? Here’s an effective way to create your best possibilities for 2021. Ask yourself this: If it’s the beginning of 2022, and you’re looking back, what do you wish you...
by Shaun Heuerman | Dec 30, 2020 | Effective Leadership, Employee Motivation, High Performance, Profitability and Growth, Sales & Marketing, Sales Training, Strategic Planning
There was a day, back when I started as a commercial and agricultural lender, that we did everything. We did the channel checks; we did the credit analyst work; we did the business development; we did the account management. We did it all, and we collected the loans....
by Shaun Heuerman | Dec 17, 2020 | Effective Leadership, Employee Motivation, High Performance, Profitability and Growth, Sales & Marketing, Sales Training, Strategic Planning
Don’t look now, but the sales model has changed. Let’s face it, going onsite with one person, carrying a briefcase and being introduced through the door, is not working anymore. So, what an opportunity! You know that sales will need to continue, but if you...
by Shaun Heuerman | Dec 8, 2020 | Effective Leadership, Employee Motivation, High Performance, Profitability and Growth, Sales & Marketing, Sales Training, Strategic Planning
Loan demand has dried up. Boy, those are words you never want to hear. Not just because you don’t want to hear that there isn’t as much demand for loans, but when your people actually think that the only reason that they’re producing loans is because...
