by Shaun Heuerman | Sep 29, 2022 | Cross-Sales, Get More Cross-Sales, Sales & Marketing, Sales Process
I believe banks deserve to get paid far more for what they do. One of the biggest factors in this inequity is rate matching. But the good news is, it’s preventable. In this episode, I’m going to share with you a process to get your people to stop rate matching for...
by Shaun Heuerman | Jul 7, 2022 | Bank Marketing, Sales & Marketing, Sales Process, USP
And hear your customers say, “I Don’t Want To Work With Any Bank But You.” 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...
by Shaun Heuerman | Jun 30, 2022 | Bank Marketing, Sales & Marketing, Sales Process, Sales Training
If your top 100 customers do account for 50 to 140 percent of your profits, like they do for most every bank with under $2 billion in assets, you have to ask yourself: Do you really know how to identify your next top 100 potential customers? Can you get an appointment...
by Shaun Heuerman | May 19, 2022 | Sales Process, Sales Training
The past decades and even centuries have witnessed much banking innovation. Consider pneumatic capsule transportation (1799), the credit card (1950), and the ATM (1967). Those innovations were external—easily visible to everyone. But there is also a history of...
by Shaun Heuerman | May 5, 2022 | Sales Process
The last two times we connected, we’ve been talking about the need to improve the cross-sales within your bank to create a better sales experience for your people. And to make sure that you capture the entire customer relationship by creating a transformation of...
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...
