Three Challenges Facing Community Bankers and How Top Performers are Fixing Them [Video]

by Shaun Heuerman | Aug 23, 2011 | High Performance, Sales & Marketing

Roxanne Emmerich shares three of the biggest challenges she sees banks dealing with today and the processes top-performing banks are using to fix them. Let us know what you think!

Are Your Marketing People Respected?

by Shaun Heuerman | Aug 4, 2011 | Sales & Marketing, Strategic Planning

In a survey conducted by Chief Marketing Officer Council, only 10 percent of respondents said they thought their marketing people are “highly influential and strategic.” Less than half said their teams are “well regarded and respected.”...

The Foundation for Successful Sales: Use Value

by Shaun Heuerman | Jun 30, 2011 | Sales & Marketing, Sales Process

Most individuals and businesses are in need of someone who can understand their exact needs and can make sense of the myriad of options in financial services today. When a client feels good about you and your interest in them, they can entrust you with all the...

Leaping Out of a Sales Slump–or Any Slump

by Shaun Heuerman | Jun 2, 2011 | Sales & Marketing, Sales Process

Your green light has suddenly turned red. What happened? You’re out of your zone? The cosmos are conspiring against you? Well, believe it or not, your sales funnel doesn’t depend on the stars (although it can seem just as futile to try to control your “bad luck” at...

Do-Re-Mi: The 7 Notes of the Sales Question Scale

by Shaun Heuerman | Mar 17, 2011 | Customer Success, Sales & Marketing, Sales Process

Anyone who has seen The Sound of Music knows there are seven notes in the musical scale, from ‘do’ (a deer) to ‘ti’ (a drink with jam and bread). But do your salespeople know about the seven notes on the sales question scale? Not all questions are the same. Just as...

Are Your Sales People Giving Away the Farm?

by Shaun Heuerman | Dec 2, 2010 | Profitability and Growth, Sales & Marketing, Sales Process

Unpaid consulting. What else can you call it? If your people are creating a plan for a prospect, running it past the credit committee and then not getting the deal, the expense has been hideously high and you feel a little… well… cheap. Don’t you?...