Is There a Best Sales Strategy for Banks?

Increase Sales

With financial institutions being on almost every corner from the downtowns to the suburbs, one begins to wonder what is the best sales strategy for banks, if there is just one? For years local banks did not have to sell their banking services because they were the only game in town.

A Simple Sales Management Strategy For Banks

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Banks are interesting businesses to observe. After several visits to the bank I presumed the existing manager with whom I had a relationship had been replaced and there was a new one. What appears to be a narrow focus is the problem with many bank branch managers.

For Banking Industry Sales Managers – How to Lead

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The US banking industry especially within the commercial side has dramatically changed because of compliance and the economy. Today banks appear to be as common as convenience and fuel stores, fast food chains and drug stores. There is a bank of every corner or it seems that way.

Is Your Bank Ready for This Sales Strategy?

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Attend any business to business networking event, chamber of commerce luncheon or civic organization and you will be exposed to a plethora of local to regional to national banks. Drive down any street and there are almost as many banks as their are fuel/convenience stores.

Please Stop the Ongoing Insanity in Bank Sales Training

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During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? ” This statement in and by itself doesn’t mean the learning experience will be sustainable or in the words of this bank VP “stick.”

Your Professional Network Is Money in the Bank, Invest It Well

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This expansion is very much like interest earned on your savings account in your bank or your IRA. He truly understands his professional network in money in the bank earning daily interest and he continues to invest it well. People buy from people they know and trust.

6 Creative Recruiting Ideas to Help Keep Your Talent Bank Full

The Center for Sales Strategy

Unfortunately, most wait until they are in need, when in reality, consistent searching and recruiting to keep their talent banks full would not only prepare them for the future, but also save them money and time when the time comes to fill a position on their team. Managers often reach out to us looking for creative ways to recruit people to their companies.

Streamlining success within banking: how connected planning boosts sales teams


“Know your customer” has long been the mantra of sales people across the globe, and it has never been more important. As Anaplan’s Chief Revenue Officer, I know how important it is to understand customer intentions. Accurate sales forecasts, cross-departmental communication, and credible data all are crucial for knowing what customers think, want, and need.With. read more ?. Sales connected planning Financial Times Forecasting survey

How Customer Loyalty Can Be Destroyed by One Simple Action

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His financial institution, a national and well known bank, stopped taking in loose coins. Then he can bring it back to the bank. Even though he was not told this directly, this specific banking service was no longer profitable. The end result was within 30 days he changed banks. Don’t tell a customer you can no longer provide a free banking service and then sell a product charging a fee for the same service. Much is written about customer loyalty.

Hey Mr. Banker Why Are You So Consumed About Your Business Competitors?

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Business growth for banks is very difficult given most local, regional or national banks have the same solutions. Yet in banking there appears to be a lot of business competitors as there is a different bank on almost every main intersection.

What We Can Learn From Bank Of America And Netflix

Sales Tips & Techniques

Companies like Bank of America and Netflix have made mistakes during the past year, as they haven't adjusted well to the recession, and made errors in determining the sentiment of their customer base. Read full story → Sales Management

What You Don’t Know Can Kill Sales Growth

Anthony Cole Training

I had a conversation this week with 3 executives that run bank-owned investment programs. developing sales talent how to manage salespeople effective sales management predictable sales growth

Top 3 Revenue Growth Trends Impacting the Financial Services Industry

Sales Benchmark Index

As the authority voice for mortgage and banking news to the finance industry, HousingWire is here today to share the top. Our guests on SBI TV are Clayton Collins, the CEO, and Jacob Gaffney, the Editor in Chief, of HousingWire.

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Fishing/Selling – It’s an Exact Science… Kinda

Anthony Cole Training

I went fishing with a very good friend of mine from First Citizens Bank in NC and he took me to his favorite fishing hole - Lake James. Keith claims it is the most beautiful fishing lake in the country. I don’t know if it is - I’ve not seen them all, but this is one beautiful lake!

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Is it an Expense or an Investment?

Anthony Cole Training

I just returned from the 2016 Bank Insurance and Securities Association annual convention. As always, it is a great event where competitors come together to discuss processes and strategies to deal with the challenges of growing financial institution-owned investment (broker) programs.

What the Numbers Tell Us about Salesperson Readiness

Anthony Cole Training

We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association).

Onboarding: One Key to Successful Hiring

Anthony Cole Training

We specialize in financial services, banking and insurance. In January, we launched Hire Better Salespeople. It is the recruiting business solution to help companies profile, attract, screen, evaluate, hire and on –board “A” sales talent.

Clueless: How I Stumbled onto the Secret of Selling – by Jack Malcolm

Selling Fearlessly

In fact, I wanted to have as little to do with selling as possible, so I got a degree in finance and went to work for a commercial bank in south Florida where I could […]. I didn’t start my career wanting to be a salesperson, or to be in the business of persuasion at all. Selling

Sales Motivation Video: Do You PLAN on Getting Lucky in Sales?

The Sales Hunter

A better approach is to plan to get lucky, meaning you proactively bank the odds in your direction by working smart and hard. What is your strategy for sales success? Some people just hope luck will work in their favor. “Luck” generally shows up for those who hustle and strategize accordingly. Check out the video […]. Blog Professional Selling Skills Sales Motivation sales motivation sales strategy success

How to Set Yourself up to Recruit and Hire Top Talent this Year

The Center for Sales Strategy

If you manage people, one of the best ways you can do this is to ensure that you have a strong talent bank — even if you do not plan on making a single hire. A strong talent bank allows you to set the bar high for your team, hold people accountable to meeting expectations, and move forward without missing a beat if one of your people chooses to leave. Here it is, the beginning of another new year and the perfect time to make sure you are setting yourself up for success in 2018.

Why is It So #%&@ Hard to Solve the Sales Growth Problem? – The 5 Constraints to Growing Sales – Part I

Anthony Cole Training

It’s still something that we get asked about when we present at the Community Bank CEO Network and other venues. I’ve written on this subject, talked about it at workshops/keynotes and presented it to our clients in our Sales Managed Environment ® Certification program for over 20 years.

What to Keep Doing, Part 3 of 3

Anthony Cole Training

I continue to learn from my clients and the training director of a large national bank once said to me, “This is what we would like to keep doing. This is what we would like to start doing. And this is what we would like to stop doing.”

How to Frustrate Your Leads

The Sales Leader

Picture this…you call into your bank for support. Upon dialing the number, you’re prompted by a machine to enter in your card number and other details.

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B2B Emotional Sales Formula - Curiosity. Obsession. Fever. Action. Passion.

Sales and Marketing

Bank on it! A good sales job interview question is, “Will you bank-roll me at relevant conferences 100 percent?” Author: Tony Hughes You may be struggling thinking, "What on Earth am I doing, I hate this job!". I know, you fell into sales, and perhaps from there, sales management. I think of what powers me to prevent burnout and I think of these five words. So I want to deconstruct each one as an emotional manual for sellers in this quick post in reverse chronological order.

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Why Are We Being so Easy on Wells Fargo?

The Sales Leader

Let’s call a spade a spade. What Wells Fargo did was illegal. They used private customer information create bogus accounts, forged signatures and authorized charges that customers were not made aware of.

To Fill Your Open Sales Talent Positions, Think of Recruiting Like Prospecting

The Center for Sales Strategy

I asked how full the talent bank was and he said, "running on empty." I was on the phone with a client the other day who was really struggling with many open seats across his sales teams.

“Are You a Customer?” Is a Dangerous Question

Increase Sales

This past week I drove through my bank’s outside drive through teller lane to quickly deposit several checks. ” Why do you think the deposit ticket has your bank’s name printed on it along with my account number?

Wells Fargo: What Happens When You Set Targets Based on Rhyme Not Reason

The Sales Leader

The average American has 3 accounts at their bank. I’m not ready to stop sharing the Wells Fargo fiasco and what it means for us as professional sellers. Today, we are hearing about sales targets.

The Downside of an Acquisition: How to Navigate Your Career and Life Better than I Did

John Barrows

My journey included some highs, such as a celebratory moment in which some money hit my bank account. Our other founder was staring at his computer screen, with his bank account open, just waiting to see the $3.4 The one who was watching his bank account on acquisition day.).

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2018 Economic Outlook for Sales


Such an outlook is important for sales because if the economy is doing better we have job growth, hiring, wage growth, capital investment, banks become freer with loans–all of which makes for a much more robust sales environment.

3 Important Ways Account-Based Sales Teams Can Stay Relevant

No More Cold Calling

My client, a community bank president, stays in touch with his peers, many of whom are competitors. Another bank might be in a position to better serve one of his clients. And ultimately, this bank president is looking for opportunities to buy other community banks in adjoining markets.

How Your Sales Leads May Be Starving Your SMB

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A successful elephant kill means that you can eat for a year and your bank account is nice and healthy. Sales leads happen in all seasons.

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Episode #065: The Art of Being Present with Lisa Copeland

Jeff Shore

Dell, State Farm, Bank of America, H&R Block and many more. Links from today’s podcast: HomeStreet Bank. In This Episode of The Buyer’s Mind with Jeff Shore: Lisa Copeland, Serial Entrepreneur, and Jeff want you to understand what it means to be present.

Time To Get Around To It

The Pipeline

They also build time into their calendar for legitimate distractions, this way when they do need to be sidetracked while prospecting, they have time “banked” away to make sure they can complete their task, prospecting. By Tibor Shanto –

Sales Today Is Truly a Balancing Act

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Even though there is an app for that, personal service and interaction with an associate is why 31% of the customers prefer bank branches. This morning I received some sales research about customer trends in the financial industry.

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Having a Bad Day Just Get Over It Part 2

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Yesterday I wrote about my first time customer experience with a local bank. Having a bad day is something most of us can relate to within our professional careers and small businesses.

Compensation Plans for Top Sales Performers

Sales Benchmark Index

Top sales reps have banked the remaining commissions earned last year. Effective incentive compensation is designed to reward desired selling behaviors. Your top sales reps have been living with the comp plan since kickoff. By now, they have figured out how to leverage this year’s plan.

Buzz Words Don't Sell

Increase Sales

Again, many in sales lose sales leads by going into the reeds along the bank. Believe it or not, some believe that adopting the most current buzz words will dramatically their increase sales. Right now the most popular buzz word is sales enablement. Before that we had trusted advisor, consultative sales, development specialist, relationship expert, you get the drift. In many instances, buzz words tell others how you do what you do and not what you do.

How to Get into the Holiday Spirit

Inside Sales Training

Having money in the bank today. Not feeling it this year yet? Regardless of what’s going on, I’ve got a sure way to help you get into the holiday spirit. I call it: “Get into Gratitude.”. This is a sure way to get into the holiday mood in just ten minutes!

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The Moment of the Sale


I was in my local bank. I was being helped by the manager for a standard transaction. However, another teller had a question. She leaned over and whispered to the manager. To my surprise, the manager stopped helping me to help her. The manager didn’t say, “Excuse me, I need to help this teller for […]. Sales Tips