by Shaun Heuerman | Sep 17, 2015 | Sales Process
What if you had personal bankers who could each bring in million-dollar-business checking accounts—2 to 4 of those each month—with great regularity? And what if you could have other personal banker specialists who focus only on your top 100 most-profitable customers,...
by Shaun Heuerman | Sep 10, 2015 | Sales Process
Selling has changed…and if it feels like selling, you’re doing it wrong. The whole premise of sales in community banking is on a fundamentally weak base right now. What we don’t understand is that what we need to do is delve deeply into customers’ needs—but only after...
by Shaun Heuerman | Sep 3, 2015 | Sales Process
For decades now, I’ve seen the statistics run along the same alarming, flat line…cross-sales of new accounts in banking AVERAGE…AVERAGE, just 2.2 per account! Let me spare you the complex math… That means MANY banks are below 2.2 cross-sales per account and some are...
by Shaun Heuerman | Aug 6, 2015 | Sales Process
Major consolidation will continue to be the norm in the banking industry over the next 18 months. In fact, next year is destined to be a major “shake out” year where weak banks will be acquired or closed—and banks that are in a position to capture the best customers...
by Shaun Heuerman | Apr 16, 2015 | Sales Process
We’ve seen easier times. Remember when loan requests just walked through the door? That was nice while it happened, but you may not want to hold your breath waiting for the “good old days” to return. This is the new “normal.” It’s...
by Shaun Heuerman | Mar 18, 2015 | Sales Process
You’re watching the Super Bowl when one of those unforgettable commercials comes on. You grab your sides with laughter. How do they come up with these things?The next day everybody at work is talking about that great ad for…for…What the heck WAS the product?We’ve all...
