by Shaun Heuerman | May 7, 2015 | Sales & Marketing
Fortune cookies and horoscopes are miracles of marketing. They predict something that happens to almost everyone every day (“You will meet someone new”) and somehow make you feel like it was written just for you.Well, sometimes. That worked a lot better when I was...
by Shaun Heuerman | Feb 25, 2015 | Sales & Marketing, Sales Process, Sales Training
Are you a bland commodity? IF so, you’re not going to get massive referrals and people talking about why you’re great. In a seminar recently, I know many tables had ideas they wanted to share to an exercise I gave them. So, instead of asking who wanted to go first, I...
by Shaun Heuerman | Oct 30, 2014 | Sales & Marketing
Job descriptions by themselves never work. They’re vague and meaningless. And they really don’t directly correct behaviors. When Business Week asked employees whether they were in the top 10 percent of performers in their companies, between 84 and 97 percent,...
by Shaun Heuerman | Oct 15, 2014 | Sales & Marketing
Your job descriptions could be killing your bank’s performance. We both know you have two types of employees: superstars — and the well-meaning, but average performing players. The superstars are going to excel no matter what. But your average players can do...
by Shaun Heuerman | Oct 8, 2014 | High Performance, Sales & Marketing
Here are four new strategies that I’ve found that are shaping the future of top-performing banks. These strategies are profoundly changing the game of banking, and you should be paying attention to them. #1. Master the right “franchise system.” What if everyone...
by Shaun Heuerman | Oct 2, 2014 | Customer Service, High Performance, Profitability and Growth, Sales & Marketing, Workplace Culture
#1. Culture trumps strategy. Hundreds of studies now show that culture is the leading predictor of future growth and profitability. The Gallup Organization found the increase in earnings per share for companies in the top quartile that have high employee engagement (a...
