Sales Development

Check out our resources on developing and empowering your commercial sales team through smart hiring, ongoing support and the latest relationship-building tactics.

The Pain of Selling New Bank Products

Why do banks sometimes struggle to sell new products? Where are the pain points in their processes? And what do they need to do differently to ensure that new products lead to new revenue streams?

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Measuring RM Performance: Proving Impact & Dispelling Myths
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7 Habits of Highly Successful Relationship Managers

Wondering what separates the best relationship managers from the rest? Bank sales training guru Ned Miller provides his list of the habits all top RMs share.

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Winning Tactics of the Top Commercial RMs, Part 2

What separates the best commercial relationship managers from the rest? A look at how top RMs deliver tangible value, act as trusted advisors, and find ways to outmaneuver the competition.

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Talent Challenges in Commercial Banking

How are banks doing in recruiting commercial lenders? Why are incentive plans still an unsolved issue? Discussing the results from the latest Bank Director Annual Compensation Survey.

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Winning Tactics of the Top Commercial RMs, Part 1

Why is it that top commercial relationship managers win deal even when they're not offering the lowest rate? Learn the tactics that separate the best RMs from the rest.

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Aligning Your Bankers' Self-Interests

Why are the toughest competitors for a commercial deal sometimes working at the same bank? And how can you align your commercial bankers so they're working toward the same goals with each customer?

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Turn your RMs into trusted advisors.
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46:41

Sales: Unleashing High-Impact Sales Enablement

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Building Your Commercial Bank Around Relationships

Commercial banks may talk about being relationship-based in their sales, but are they set up to execute that strategy? And is relationship-based banking a high enough priority?

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Is Your Commercial Bank Truly Relationship-Based?

Relationship banking is a concept that's very important to commercial banks, but are they actually delivering the type of personalization and customer experience their clients expect?

Read more
Attracting and Building A Rock-Solid Team

Mikey Trafton, BankOnPurpose 2018 Speaker, joins us to chat about how to attract and hire a rock-solid team. He'll also share what he'll be covering at the BankOnPurpose Conference in 2018.

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Training vs. Coaching Your Relationship Managers

Carl Coe, EVP of Client Development at PrecisionLender, talks about the difference between training and coaching your sales team, and which method provides the most value.

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Get Great RMs, Keep Great RMs

Your relationship managers' success directly impacts your bank's success. Jim and Dallas discuss how to attract and retain top RM talent at your bank and create a culture that helps them thrive.

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How to Attract & Keep Top RM Talent at Your Bank

Banks face a stiff challenge if they’re going to increase the number of talented, experienced RMs on staff. But the potential rewards are worth the effort.

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Let's Get Back to Cross-Selling!

Jim Young and Dallas Wells discuss why now is the time to cross-sell and how you can do it better.

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Becoming an Accountable Leader

Lorraine Moore uncovers why creating a culture of accountability is more important than ever before and how leaders can create an environment that encourages accountability.

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Stop Pricing With a Tourniquet

Jim Young and Dallas Wells discuss what it means to "price by tourniquet" and how the practice can be detrimental to your bank and your customers.

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Is A Performance Plan in Your Future? [Podcast]

Jim Young and Ned Miller of MZ Bierly Consulting discuss why some experienced bankers are falling short and how they can regain the confidence in selling that they once had.

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2:26

Woodforest National Bank: Relationship Managers Taking Ownership

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5 Articles to Make You a Smarter Banker

We've compiled a list of the top 5 articles you need to read to help you become a smarter banker today.

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Becoming A Leader In The Workplace [Podcast]

Katharine Briggs sits down with Maria Abbe to share her experience as a leader, both in the work place and in the community, and how women can work towards becoming leaders in their organizations.

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Sales Development

The Pain of Selling New Bank Products

Why do banks sometimes struggle to sell new products? Where are the pain points in their processes? And what do they need to do differently to ensure that new products lead to new revenue streams?

7 Habits of Highly Successful Relationship Managers

Wondering what separates the best relationship managers from the rest? Bank sales training guru Ned Miller provides his list of the habits all top RMs share.

Winning Tactics of the Top Commercial RMs, Part 2

What separates the best commercial relationship managers from the rest? A look at how top RMs deliver tangible value, act as trusted advisors, and find ways to outmaneuver the competition.

Talent Challenges in Commercial Banking

How are banks doing in recruiting commercial lenders? Why are incentive plans still an unsolved issue? Discussing the results from the latest Bank Director Annual Compensation Survey.

Winning Tactics of the Top Commercial RMs, Part 1

Why is it that top commercial relationship managers win deal even when they're not offering the lowest rate? Learn the tactics that separate the best RMs from the rest.

Aligning Your Bankers' Self-Interests

Why are the toughest competitors for a commercial deal sometimes working at the same bank? And how can you align your commercial bankers so they're working toward the same goals with each customer?

Sales: Unleashing High-Impact Sales Enablement

Building Your Commercial Bank Around Relationships

Commercial banks may talk about being relationship-based in their sales, but are they set up to execute that strategy? And is relationship-based banking a high enough priority?

Is Your Commercial Bank Truly Relationship-Based?

Relationship banking is a concept that's very important to commercial banks, but are they actually delivering the type of personalization and customer experience their clients expect?

Attracting and Building A Rock-Solid Team

Mikey Trafton, BankOnPurpose 2018 Speaker, joins us to chat about how to attract and hire a rock-solid team. He'll also share what he'll be covering at the BankOnPurpose Conference in 2018.

Training vs. Coaching Your Relationship Managers

Carl Coe, EVP of Client Development at PrecisionLender, talks about the difference between training and coaching your sales team, and which method provides the most value.

Get Great RMs, Keep Great RMs

Your relationship managers' success directly impacts your bank's success. Jim and Dallas discuss how to attract and retain top RM talent at your bank and create a culture that helps them thrive.

How to Attract & Keep Top RM Talent at Your Bank

Banks face a stiff challenge if they’re going to increase the number of talented, experienced RMs on staff. But the potential rewards are worth the effort.

Let's Get Back to Cross-Selling!

Jim Young and Dallas Wells discuss why now is the time to cross-sell and how you can do it better.

Becoming an Accountable Leader

Lorraine Moore uncovers why creating a culture of accountability is more important than ever before and how leaders can create an environment that encourages accountability.

Stop Pricing With a Tourniquet

Jim Young and Dallas Wells discuss what it means to "price by tourniquet" and how the practice can be detrimental to your bank and your customers.

Is A Performance Plan in Your Future? [Podcast]

Jim Young and Ned Miller of MZ Bierly Consulting discuss why some experienced bankers are falling short and how they can regain the confidence in selling that they once had.

Woodforest National Bank: Relationship Managers Taking Ownership

5 Articles to Make You a Smarter Banker

We've compiled a list of the top 5 articles you need to read to help you become a smarter banker today.

Becoming A Leader In The Workplace [Podcast]

Katharine Briggs sits down with Maria Abbe to share her experience as a leader, both in the work place and in the community, and how women can work towards becoming leaders in their organizations.