Is Your Bank Ready For Predictive Sales Management?

How Sales Managers Can Better Assist Commercial Lenders To Achieve Their Annual Sales Goals

On January 1st of every year, we in sales face the same dilemma, how are we going to meet or exceed our sales goals for the year? It all comes down to how are we going to invest our time and which path will provide the most direct route to sales goal attainment? It’s easy to become unfocused as we look for and pursue various sales opportunities. This point is reinforced by the following data: Read more

To Grow Loans In 2021 (And Preserve NIM), You’ll Need “Blue Ocean” Sales Strategies

Which would you prefer ─ to compete against 3 to 5 other financial institutions or compete against only one other bank?

Now it’s not a trick question. But why do commercial lenders consistently put themselves in an unenviable position of having to compete against 3 to 5 other institutions to close a transaction? Why do commercial lenders consistently pursue sales opportunities where at best they are positioned as a commodity where rates are a primary differentiator? Read more

Bank PPP strategies

It Takes More Than Deposits To Create A Banking “Relationship” With PPP Customers

If I’ve heard it once, I’ve heard it hundreds of times. Over the recent months, when discussing a bank’s experience facilitating PPP loans, the banking executive I’d be talking to would say, “when we made a PPP loan to a non-customer, we required them to bring over their deposits.” And what was so interesting about this very predictable reoccurring response was the tone each banker used when saying the words “we required them to bring over their deposits.” There was almost a victorious tone to their communication as if to say, “we achieved the goal of creating a banking relationship”.
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Banking Pandemic

Three Things Your Bank Can Do To Convert PPP Customers Into Full Banking Relationships

If your bank is like a lot of banks, you did more business in a few weeks, than you did in the past 5 to 10 years because of the SBA’s Paycheck Protection Program.  Congratulations, the value proposition of being a community bank has never been stronger! Hundreds of thousands of smaller businesses learned very quickly that having a relationship with a banker who cares about them has real value.

So now what? Successfully on-boarded PPP customers offer an excellent opportunity to improve bank performance on several levels. Read more

Efficiency Throughout Your Sales Process

Driving Efficiency Throughout Your Sales Process

By Ray Adler, CEO BTI Growth Advisors, Inc. This blog shines a light not just on the inefficiencies in your bank’s sales efforts but also why banks are having such difficulties evolving with the times. To better understand the difficulty banks are experiencing in their efforts to evolve and improve performance, we don’t need to […]

The Secret of the Top 10% of Sales Reps

What separates the top 10% of sales personnel from the bottom 90%?

They are diligent about how they spend their time.

In banking, and likely many other fields, there is always something to do to take care of your customer. When you place your focus on always serving, the marketing function doesn’t happen. And when you stop marketing, your pipeline flatlines! I don’t know about you, but I hate waking up a 3 a.m., staring at the ceiling, wondering where my next deal is coming from. Read more

Center of Influence

How Pruning Your Traditional COIs Spurs Growth

Banking landscapes for the last twenty-five years have been extremely favorable for the industry. The economy has been strong and vital. The stock market has reached highs never experienced before, and interest rates have been at historical lows.

It’s safe to say that the financial services industry has benefited from a tailwind. We’ve enjoyed a good run.

And yet… Read more

Are you Open to Change?

One of the things that can keep you from going away is an openness to change.
— Doug McMillon, CEO & President of Walmart

Almost everywhere I turn, successful CEOs from a wide variety of fields are spouting the same advice: If your business or organization is going to survive, you’ve got to be willing to change.

That calls for innovation. Read more

A Rising Rate Environment Isn’t All Bad!

Just four months after the Federal Reserve raised the target interest rate to above the rate of inflation, interest rates were hiked again. With three more rate hikes projected next year and more talk of a bear market mid-2019, the strong economic tailwinds that have made bank growth relatively easy seem to be subsiding.  As we’ve seen before, in a rising rate environment, the volume of deals declines as demand declines. Read more

LinkedIn Tips

5 Steps to Leverage LinkedIn as a Warm Introduction Tool

CPAs, real estate brokers, and customers are a great source of referrals, but LinkedIn is a powerful tool that can help you create more quality introductions. A lot more!

Leverage LinkedInFor 17 years now of working with banks and bankers around the country.  One thing I’ve come to realize specifically about commercial lenders and relationship managers is that most aren’t utilizing LinkedIn anywhere near to the level they could.  The primary reason for this is that they don’t have a simple plan to follow that will help them better leverage this powerful tool.  I promise you if you take a little time each week, like me, you will be amazed at how you’re able to unlock the power that LinkedIn offers to create quality, targeted warm introductions. Read more