Your Team Selling Checklist [VIDEO]
Tag-alongs aren’t team selling. Use this checklist to assign roles, split first vs. second call objectives, and run the pre-call prep that produces 85–90% close rates on top-100 prospects.
Welcome to the Top 5 Percenter™ Blog
Get Inspired in the New Year
A new year has come and gone, and what do you have to show for it? A renewed passion for your job? A workplace free of every dysfunction you can think of? How about a less-stressed, more relaxed, you?
Well, whatever you gained—or didn’t—put it all behind you and start fresh. Check out my recommended reading list to find inspiration for your personal and professional life. Whether you’re a CEO of a top-performing bank or part of the team, there’s something on my list to inspire, motivate, and help you improve your results.
Personal Development
- 7 Habits of Highly Effective People by Steven R. Covey
- Change Your Brain, Change Your Life: The Breakthrough Program for Conquering Anxiety, Depression, Obsessiveness, Anger, and Impulsiveness by Daniel G. Amen
- Crucial Conversations: Tools for Talking When Stakes are High by Kerry Patterson, Joseph Grenny, Ron McMillan, Al Switzler, and Stephen R. Covey
- The Dark Side of the Light Chasers: Reclaiming Your Power, Creativity, Brilliance, and Dreams by Debbie Ford
- The Magic of Thinking Big: Acquire the Secrets of Success… Achieve Everything You’ve Always Wanted by David J. Schwartz
- Nonviolent Communication: A Language of Life by Marshall B. Rosenberg
- The Richest Man in Babylon by George Clason
- The Success Principles by Jack Canfield
- Think and Grow Rich by Napoleon Hill
- What Happy People Know: How the New Science of Happiness Can Change Your Life for the Better by Dan Baker Ph. D. and Cameron Stauth
Marketing
- Buying Trances: A New Psychology of Sales and Marketing by Joe Vitale
- The Copywriter’s Handbook by Robert Bly
- The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael E. Gerber
- How to Get Everything You Can Out of Everything You’ve Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition by Jay Abraham
- Influence: The Psychology of Persuasion by Robert B. Cialdini
- Made to Stick: Why Some Ideas Survive and Others Die by Chip Heath and Dan Heath
- Positioning: The Battle for Your Mind by Al Ries and Jack Trout
- Purple Cow: Transform Your Business by Being Remarkable by Seth Godin
- The 22 Immutable Rules of Marketing by Al Ries and Jack Trout
- The Ultimate Question: Driving Good Profits and True Growth by Fred Reichheld
- Words That Sell: A Thesaurus to Help Promote Your Products, Services and Ideas by Richard Bayan
Leadership
- The ABC’s of Building a Business Team That Wins: The Invisible Code of Honor That Takes Ordinary People And Turns Them into a Championship Team by Blair Singer
- Drive: The Surprising Truth About What Motivates Us by Daniel Pink
- Enlightened Leadership: Getting to the Heart of Change by Ed Oakley and Doug Krug
- Leadership and Self-Deception: Getting Out of the Box by The Arbinger Institute
- The Five Dysfunctions of a Team: A Leadership Fable by Patrick Lencioni
- The Four Obsessions of an Extraordinary Executive: A Leadership Fable by Patrick Lencioni
- The Speed of Trust: The One Thing That Changes Everything by Stephen M.R. Covey, Stephen R. Covey, and Rebecca R. Merrill
- What Got You Here Won’t Get You There by Marshall Goldsmith and Mark Reiter
Business
- Blueprint to a Billion: 7 Essentials to Achieve Exponential Growth by David Thomson
- Built to Last: Successful Habits of Visionary Companies by Jim Collins and Jerry I. Porras
- Good to Great: Why Some Companies Make the Leap… and Others Don’t by Jim Collins
- Mastering the Rockefeller Habits: What You Must Do to Increase the Value of Your Growing Firm by Verne Harnish
- No B.S. Ruthless Management of People & Profits: The Ultimate No Holds Barred, Kick Butt, Take No Prisoners Guide to Really Getting Rich by Dan Kennedy
- Profit-Growth Banking: How to Master 7 Breakthrough Strategies of Top-Performing Banks by Roxanne Emmerich
- Thank God It’s Monday: How to Create a Workplace You and Your Customers Love by Roxanne Emmerich
- Rework by Jason Fried and David Heinemeier Hansson
- Think Big, Act Small: How America’s Best Performing Companies Keep the Start-up Spirit Alive by Jason Jennings
- Topgrading: How Leading Companies Win by Hiring, Coaching and Keeping the Best People by Ph.D., Bradford D. Smart
- Winning by Jack Welch with Suzy Welch
- The Worst-Case Scenario Business Survival Guide by David Borgenicht and Mark Joyner
Sales
- Profit-Rich Sales: The Proven Secrets to Guarantee More Sales at Premium Pricing by Roxanne Emmerich and Terry Slattery
- Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by Neil Rackham and John DeVincentis
- SPIN Selling by Neil Rackham
- The Ultimate Sales Machine by Chet Holmes
More From The Blog
How Community Banks Deliver WOW Customer Service [VIDEO]
Most banks deliver “pretty good.” That’s not loyalty. This episode reveals a 3-step execution system—blended learning, measurement, coaching, and celebration—to engineer daily WOW service that sticks and grows deposits, margin, and community pride.
The Silent Profit Killer: How to Stop Rate Matching and Take Back Your Margin
Roxanne Emmerich exposes the hidden flaw in your strategy that’s quietly destroying net interest margin — and the proven path to take back your pricing power.
The AI Wild West
AI isn’t coming—it’s already here. Discover why most bank roles are now obsolete, and what your team must become to survive.
Your Plan Won’t Save You in a Merger—But This Will
Your plan won’t save you. A strategic planning system designed for high-stakes execution will. Here’s how top community banks avoid merger collapse.
Why Culture Cannot Be Delegated
Most banks pretend that culture can be delegated. Wrong. Elite banks weaponize culture as their profit engine. Here’s the system CEOs can’t ignore.
The Strategic Planning Lie That’s Keeping Banks Mediocre
Roxanne Emmerich exposes the toxic lie behind most strategic plans—and the second-order thinking top banks use to pull away from the pack.
What Boards Miss That Can Tank a Bank
Your boardroom may be your biggest blind spot. Discover how elite banks fix strategy at the Breakthrough Banking Blueprint™ Bootcamp.
What Your Board Doesn’t Know About Performance—And What It’s Costing You
Most boards are left out of execution—and it’s destroying performance. Here’s how top 5% banks fix it.
The Strategic Planning Lie That’s Keeping You Average
Forget templates. Roxanne Emmerich reveals how top banks burn the rulebook and build execution systems that deliver relentless results.