by Shaun Heuerman | Apr 28, 2022 | Sales Process
The last time we met, I told you we’d be coming back this time to discuss: how do you boost those cross-sales and how to do it by having a cultural transformation within your organization. Because that change in your culture and improvement in your bank’s...
by Shaun Heuerman | Apr 21, 2022 | Sales Process
If you want to improve the performance of your bank, you’re probably going to need to improve your cross-sales. When your people are meeting with your customers and they’re accomplishing six, seven, eight, maybe nine, or sometimes ten cross-sales on...
by Shaun Heuerman | Oct 21, 2021 | Consulting, Fast and Low-Risk Loan Growth, High Quality Loans, Increase Net Interest Margin, Sales Process, USP
I don’t think we’ve ever seen loan pricing competition like we’re seeing right now, and I don’t think it’s over. I think it’s going to get much worse through 2022. So, what do you do in terms of creating some loan pricing strategies that allow you to command premium...
by Shaun Heuerman | Jun 10, 2021 | Profitability and Growth, Sales & Marketing, Sales Process, Sales Training, Strategic Planning
When I first left day-to-day banking to start this business, my first client was voted every year as the country’s top franchise. Although I did their management development curriculum and educated their people about how to run that business, one of the things...
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...
