by Shaun Heuerman | Nov 30, 2023 | Culture, Effective Leadership, Employee Motivation, High Performance, Profitability and Growth, Sales & Marketing, Sales Training, Strategic Planning, Workplace Culture
Isn’t it fascinating how for years and years and years, people would fight wars by standing in line with red coats on, in formation, shooting guns, while the other side would come at them when they had guns standing in line, running with swords, thinking that...
by Shaun Heuerman | Nov 16, 2023 | Culture, Effective Leadership, Employee Motivation, High Performance, Profitability and Growth, Sales & Marketing, Sales Training, Strategic Planning, Workplace Culture
I’m always astonished how difficult we make the Chief Lending Officer’s job. Video: Are You Properly Utilizing Your Team’s Skills?: A Chief Lending Officer Case Study We tell essentially this wonderful human being, who is probably good at credit, “hey,...
by Shaun Heuerman | Nov 9, 2023 | Culture, Effective Leadership, Employee Motivation, High Performance, Profitability and Growth, Sales & Marketing, Sales Training, Strategic Planning, Workplace Culture
During challenging times, the one thing you can count on is that desperate competitors and fly-by-night organizations are going to come in and try to take away your best customers. Let’s face it, your top 100 customers, for any bank under $2-billion...
by Shaun Heuerman | Nov 2, 2023 | Effective Leadership, High Performance, Profitability and Growth, Sales & Marketing, Strategic Planning
Challenging times require great transparency of information going to the executive team and also going to the board. For instance, if I’m a bank CEO, I want to know if the account managers who are assigned to my current top 100 and top 1000 customers are in...
by Shaun Heuerman | Oct 26, 2023 | Effective Leadership, High Performance, Profitability and Growth, Strategic Planning
It’s never been more important to make sure that you’re talking to your customers in ways that matter. I bring this up because I just got done doing a live recording with some of the smartest marketers in banking across the United States, and I saw some...
by Shaun Heuerman | Oct 19, 2023 | High Performance, Profitability and Growth, Strategic Planning
Team selling is the new “it.” But most banks get it all wrong, sadly. They think team selling is “I send Joe out with Susie, and Pat goes out with Jane … and everything is good.” That is not team selling. Harvard Business Review had an instructive research-based...
