by Shaun Heuerman | Dec 17, 2014 | Strategic Planning
Is your strategic plan the right plan—and one that can and will get completed?If you’re like most bankers, you probably pulled your strategic plan together eight or nine months ago. But is everyone in the bank on a weekly process to make sure they all hit the...
by Shaun Heuerman | Dec 10, 2014 | Sales Meetings
We’ve all been in those meetings… Everyone saunters into the room, they sit down, pull out pen and paper… …and, the agony begins. Conversations run in circles, the clock seems to almost standstill, and an hour later, everyone leaves the room having accomplished...
by Shaun Heuerman | May 10, 2013 | Sales Training
It’s consistent…The one thing that most banks do wrong is sales training. In fact, in most cases, it is a train wreck. Most banks are screaming for loan growth. But they’re not going to get it. They think the only way to achieve that growth is to do traditional...
by Shaun Heuerman | Mar 11, 2013 | Sales & Marketing
Thousands of bank executives are waking up saying, “SALES training! Of course! It’s SALES training we need.” Yeah, well sometimes the first thing that pops into our heads isn’t a keeper. Sales training is fine, but it’s NOT what you need to solve your problem and...
by Shaun Heuerman | Feb 3, 2013 | Sales Process
You know that you shouldn’t be matching rates. But you can’t just put your foot down with a customer and say, “These are our rates, take ’em or leave ’em.” With a presentation like that, why on Earth would anyone take it? Instead,...
