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?...
by Shaun Heuerman | Oct 14, 2010 | High Quality Loans, Sales & Marketing, 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 may be the new “normal.”...
by Shaun Heuerman | Feb 11, 2010 | Sales Process
You’ve heard it before—the bankers who are STILL calling on clients asking hideously inept questions such as, “What kind of things are you looking for in a bank?” or “Tell me about your business,” or “What kind of things are keeping...
