The Power of Cross-Sales—How to Do Them Without Being Salesy
I attended my first bank CEO conference several decades ago. You know what the theme was when people talked about cross-sales? They said, "My people are still order...
Welcome to the Top 5 Percenter™ Blog
Outcome-Based Thinking Gives a Clear View of the Road Ahead
Picture yourself in the driver’s seat of your dream car, ready to go—but the windows are all painted black and there are no gauges. You turn the key and the engine roars. You push the pedal to the floor and away you go!
Oh you’ll end up somewhere, all right—but it won’t be pretty.
Too many banks operate exactly this way. People go to work every day and push that pedal to the floor. But do they have any idea WHERE they’re going? Too often, the answer is no—and the reason is a lack of outcome-based thinking. “What is the end result I’m after?” and “What’s the best way to get there?” should be front and center at all times.
Getting a clear framework in place BEFORE you hit the road matters more to the outcome than anything else. Unaligned teams, fuzzy objectives, and a lack of common goals often bog down strategic planning sessions.
Sound familiar? If so, it’s time to get serious about lifting the hood on your strategic planning process. Strategy clarifies how you will operate your bank, your department, and your marketing plan, not just in the long term, but on a day-to-day basis.
Roxanne Emmerich
President and CEO
More From The Blog
Why Culture Cannot Be Delegated
Sometimes, two different ideas seem to challenge each other. You've probably heard me say that everyone has a role in managing the culture of the organization. You've...
Everyone Is in Sales
I don't care what your position is; you have a sales position. Why? Let's say you're out with other soccer moms, and somebody mentions they're planning on building a...
Learned Helplessness
When I was working on my graduate studies in organizational development, I learned about the concept of learned helplessness. What I've discovered is that it’s a...
Can Strategic Thinking Be Taught or Nurtured? [VIDEO]
Ken Blanchard wrote several books years ago and conducted a research study. What he found was that the number one concern for business owners was the lack of people...
Getting Excited About Why Cross-Sales Matter [VIDEO]
Do you feel good about yourself when you help other people? What if you could get your team excited about having your clients acquire all the products and services...
Everyone is In Marketing [VIDEO]
Whenever I do the Breakthrough Banking Blueprint Conference, I ask the question “Who here is in marketing”, and one or two hands go up. I ask again, “Who here is in...
How Technology Can Help Scale Personal Relationships with Customers [VIDEO]
It’s a whole new playing field out there. With AI we now have the tools to find your next best customers, but if you don’t bring wisdom to the tools, you have more...
Finding Top 100 Customers [VIDEO]
We know that for banks that have 2 billion in assets that anywhere between 50 to 140% of their profits come from their top 100 most profitable customers. But the real...
What is the Most Effective Way to Choose the Right Next Best Customer [VIDEO]
Several years ago, there was a gentleman who came into our boot camp, and he was an EVP of a bank on the West Coast. He told me that they had hired a firm, spent...