NEWS OF NOTE

Check out our new blog! 
Bank Sales Corner Blog

Recorded Prospecting Webinars
  • Prospecting Medical Practices
  • How to Build a Great Prospect List
  • Dealing with Gatekeepers
  • Strategies for Prospecting Deposit-Rich Businesses
  • Preparing for First Call
  • Asking Customers for Referrals
  • The First Call on a Prospect
  • After "Losing" a Deal to the Incumbent
  • CPA Referrals
  • When Prospects Stop Returning Calls

Resources

The Power of Messaging
Tips for Sales Managers from our most recent Sales Management Newsletter article.

Download Article on Preparing for the First Call on a Prospect


 







Our philosophy is simple: a banking sales force is only as good as its sales leadership process

High levels of sales team performance are a direct result of consistent execution. Consistent execution is a result of sales leadership. When we look at high performing sales teams, we see three related elements: an articulated sales leadership process at every level of the bank; a clearly defined market management process; and a carefully positioned value proposition consistently executed in day to day selling.

Get a closer look at how these elements are implemented in high performing sales teams. MORE >>>

Upcoming Events - 2010

 September 27

LSU Webinar Series
Session 1 - The Seven Mistakes Bankers Make in Prospecting

 October 5


Buck Bierly will be speaking at the Virginia Bankers Association Credit Management Conference
[Charlottesville, VA]

 October 25

LSU Webinar Series
Session 2 - The First Two Calls  on a Prospect

 December 6

LSU Webinar Series
Session 3 - Strategies for Staying Top of Mind with Your Prospects

 

 


 

 

 

 

   
   
   

 

"Prospecting is more than just getting in the door."

New and Noteworthy

Buck Bierly on Loan Growth
(mp3 file)

The Role of the Branch Manager