Does Your Sales Management Training Place Too Much Weight on Reviewing Results?

Sales managers become misguided when they spend more time on results than on showing people how to get the results

Most Bank and Credit Union Sales Managers Are Off Course… One of the most frequent comments we hear from CEOs and senior execs at banks and credit unions is, “Our managers spend too much time on operational issues and reading sales reports... Read More | Share it now!

Posted in Blog, Sales Management, Sales Training Tagged with: , ,

Dump Outmoded Sales Training at Banks and Credit Unions – A Wells Fargo Lesson

Wells Fargo’s sales culture is broken. Read our blog post, Do You Have a Broken Sales Culture? High Definition Banking®

The unravelling of Wells Fargo’s sales culture is causing ripples throughout the bank and credit union industries. The bad press about their sales practices is alarming some banking execs who fear their organization could be painted with a broad... Read More | Share it now!

Posted in Blog, Relationship Building Skills, Sales Training Tagged with: , , ,

Financial Wellness – Are You Missing a Growth Opportunity?

Financial Health, Barbara Sanfilippo, High

Doctors Improve Physical Health – Bankers Must Improve Financial Health I had an “aha moment” while sitting in the waiting area for a doctor appointment. It occurred to me my doctor’s job is to ask really good questions, diagnose my ailment and... Read More | Share it now!

Posted in Customer Relationship Management, Financial Wellness, Relationship Banking Tagged with: , , , , , , , , , , , , ,

Mobilize Staff to Increase Customer Engagement, Heighten the Customer Experience and Grow Your Bank or Credit Union

Register for this webinar: Mobilize Staff to Increase Customer Engagement, Heighten the Customer Experience and Grow Your Bank or Credit Union

Do your customers or members give you their transaction business but go elsewhere for financial advice, borrowing or investing needs? Does your brand promise or mission focus on creating a remarkable member or customer experience, having strong... Read More | Share it now!

Posted in Blog, CRM Software, Cross Selling, Customer Relationship Management, Member Relationship Management, Relationship Banking, Relationship Selling Tagged with: , , , , , , , , , , , ,

How To Get Staff to Engage Customers and Members and Use CRM Software, Part 2

Many bankers only think about pitching product instead of engaging the customer or member. High Definition Banking®

Many Banks and Credit Unions Do a Poor Job With Customer Engagement Two weeks ago we published Part 1 of this two part blog post. If you missed Part 1, please read it here, How To Get Staff to Engage Customers and Members and Use CRM Software. In... Read More | Share it now!

Posted in Blog, CRM Software, Cross Selling, Customer Relationship Management, Member Relationship Management, Relationship Banking, Relationship Selling Tagged with: , , , , , , , , , , , , ,

How To Get Staff to Engage Customers and Members and Use CRM Software, Part 1

Get Staff to Engage Customers and Use CRM Software, High Definition Banking, Barbara Sanfilippo

Recently I (Bob) was coaching two bankers, an EVP Retail and VP Marketing. One of them sent me these two questions: “How do we get our frontline staff to engage current and prospective customers in conversation, develop conversations so they are... Read More | Share it now!

Posted in Banking Relationship Management, Blog, CRM Software, Customer Relationship Management, Member Relationship Management, Relationship Building, Relationship Building Skills, Transactional Selling Tagged with: , , , , , , , , , ,

Do You Have a Broken Sales Culture? – 1.5 Years Later

Many bank and credit union execs don’t even realize they have a broken or stagnating sales culture. High Definition Banking®

Many Bank and Credit Union Sales Cultures Could Use a Makeover See if this sounds like your organization. Your people may be generating business with transactional sales, but it’s holding them back from developing relationships and the organization... Read More | Share it now!

Posted in Bank Sales Training, Blog, Credit Union Sales Training, CRM Software, Onboarding, Relationship Building Tagged with: , , , , , , ,

Is Your Onboarding the Beginning of the End of the Relationship? – Relationship Management in Action

Customer Loyalty, Member Loyalty, Onboarding, Reboarding, High Definition Banking

Member or Customer Loyalty – You May Have Less Thank You Think I’m sure you’ll agree that creating a welcoming onboarding experience for a new customer or member should be the beginning of a long-term relationship. Well, guess what? In most... Read More | Share it now!

Posted in Blog, Customer Relationship Management, Member Relationship Management, Onboarding Tagged with: , , , , , , , ,

Wisdom Your Mom Might Have Given About Financial Sales

High Definition Banking

What Mom Might Say About the State of Today’s Sales Cultures “You won’t be happy until you break that, will you?” We see a lot of broken and/or stagnating sales cultures these days, and leadership teams are not happy about it. Mom... Read More | Share it now!

Posted in Blog, Customer Relationship Management, Member Relationship Management

Selling Magazine Subscriptions and Financial Services

Just as someone can get defensive at the sight of a door-to-door salesman, so can a bank customer. High Definition Banking

People Interaction and Moving Away From Rejection When I was in high school in Chicago I sold magazine subscriptions door to door during summer break. My opening was, “Hi, I’m Bob. Just curious, but did you get your free Ladies Home Journal... Read More | Share it now!

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