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 28, 2010 | Customer Success, Profitability and Growth
This is YOUR time. Never has there been a better time to pick off your competitor’s top clients. Here’s why: 1) Your competitors are napping. They are consumed with asset quality. They think they have a pause button that says, “All else on hold while we clean up this...
by Shaun Heuerman | Oct 21, 2010 | Profitability and Growth, Strategic Planning
There is speculation that the Mongolian goat rodeo in the economy is over. It may be. And for many banks, it was the best time ever—a time of extraordinary breakthroughs and results. And what a time of opportunity! Think about it this way. Imagine that none of your...
by Shaun Heuerman | Apr 8, 2010 | Profitability and Growth
Looking for the quickest road to ruin for your bank? Here’s the only roadmap you’ll need: 1. Not analyzing and breaking down your numbers Do you know how many leads you are getting, the rates of conversion of leads and referrals per...
by Shaun Heuerman | Mar 11, 2010 | Customer Success, Profitability and Growth
We’ve all been there. The car salesman slides the paperwork across the desk at you, pointing at the signature line. Just this one last step, he says, and there’ll be no way out. At least that’s how it can sound to the customer as she wipes her sweaty palms on the...
