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.

  • 4 Ways Your Pricing Spreadsheet Is Failing You

    4 Ways Your Pricing Spreadsheet Is Failing You

    Banks often rely on outdated spreadsheets to handle their commercial pricing. They may have a cheap purchase price, but there are countless ways spreadsheets are costing your bank dearly, every day.

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  • Measuring RM Performance: Proving Impact & Dispelling Myths

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  • Demand-Side Commercial Banking Sales, with Bob Moesta

    Demand-Side Commercial Banking Sales, with Bob Moesta

    Former BankOnPurpose keynote speaker Bob Moesta talks about his book on demand-side sales, and how its principals can be applied by commercial bankers.

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  • What's Next for Commercial Bankers?

    What's Next for Commercial Bankers?

    Commercial banks are out of survival mode and have at least grown accustomed to life with COVID-19. There’s time now for them to ask “Okay, what’s next?” We discuss some options in this episode.

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  • Rogue RMs: Straw Men or Legitimate Concern for Commercial Banks?

    Rogue RMs: Straw Men or Legitimate Concern for Commercial Banks?

    How much concern should commercial banks have about RMs "going rogue"? And what's the right way for banks to ensure their RMs follow guidelines but also don't feel overly monitored and restricted?

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  • Financial Crisis First-Timers and Difficult Workout Conversations

    Financial Crisis First-Timers and Difficult Workout Conversations

    What has this current financial crisis revealed about the struggle to hire and keep talented commercial RMs? And what skills are needed for the difficult workout conversations that lie ahead?

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  • Introducing PrecisionLender CARES Edition

    Introducing PrecisionLender CARES Edition

    PrecisionLender CARES Edition can help your commercial bank manage unprecedented customer demand for Federal emergency loan programs by streamlining processes and enabling smarter, faster decisions.

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  • Turn your RMs into trusted advisors.

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  • Friendly Advice for Bankers Facing an Uncertain Market

    Friendly Advice for Bankers Facing an Uncertain Market

    Should bankers look at 2008 when grappling with their current challenges? That discussion, as well as tips for bankers navigating these uncertain times, is in this week's Purposeful Banker podcast.

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  • The Bankers’ Guide to Working from Home

    The Bankers’ Guide to Working from Home

    Having a hard time adjusting to working remotely? Dallas Wells has got you covered. He shares his insight into how bankers can effectively work from home.

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  • Market Insights Overview

    Market Insights Overview

    Don't price in a vacuum. Market Insights gives your bank the critical context it needs to make more informed decisions on credit opportunities, sales management, and portfolio makeup.

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  • Winning Tactics of Top RMs: Scaling Best Behaviors

    Winning Tactics of Top RMs: Scaling Best Behaviors

    How do you tap into the value of your top RM's behaviors? What should you measure? How do you do measure it? How do you scale that knowledge? Gita Thollesson answers these questions on the podcast.

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  • RM Best Practices: Measuring and Scaling

    RM Best Practices: Measuring and Scaling

    When it comes to top RMs, is it really “talent” or is it “skill”? And are the skills measurable? Can the best practices of the best RMs be quantified and even leveraged across the broader RM universe?

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  • Riches in the Niches: The Case for Commercial RM Specialization

    Riches in the Niches: The Case for Commercial RM Specialization

    Greg Martin, a business services officer for BB&T, shares his approach to developing his commercial book. He makes the case for pursuing industry specialization to find "the riches in the niches."

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  • Commercial Renewals: Market Best Practices

    Commercial Renewals: Market Best Practices

    When renewing commercial deals, many banks leave basis points on the table or worse, increase their portfolio's risk exposure. Learn why, and how to improve your bank's renewal pricing in this report.

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  • Is It Time for Your Bank to Implement Performance-Based Pricing?

    Is It Time for Your Bank to Implement Performance-Based Pricing?

    How widespread is the practice of performance-based pricing? And should your bank consider implementing this pricing practice? Gita Thollesson has the answers.

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  • Winning Tactics of Top RMs: Performance-Based Pricing

    Winning Tactics of Top RMs: Performance-Based Pricing

    Gita Thollesson, SVP for Client Success and Market Insights at PrecisionLender, discusses another tactic used by the best commercial RMs: performance-based pricing, aka grid pricing.

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  • Fee Discipline Has Improved. Here’s Why.

    Fee Discipline Has Improved. Here’s Why.

    In a recent PrecisionLender report, The State of Commercial Banking: Jan. 2019 Market Analysis, we learned that fee discipline has improved. Here's why.

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  • Measuring RM Performance: Proving Impact & Dispelling Myths

    Measuring RM Performance: Proving Impact & Dispelling Myths

    How valuable are your bank's top RMs? What do they do that produces better results than their peers? And how can you take what makes these RMs great and scale it to the rest of our sales team?

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  • How Does Your Commercial Bank "Coach"?

    How Does Your Commercial Bank "Coach"?

    "Coaching" is becoming a very important topic for commercial banks. What does "coaching" mean? Where can it provide an impact, and what role does tech play in it?

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  • Hot Topics from Small Biz: Banking Conference

    Hot Topics from Small Biz: Banking Conference

    Tim Shanahan recaps the main talking points from Small Biz: Banking Conference: Finding bankers who can sell; building your bank's tech stack; fintech partnerships; and a potential credit turn.

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  • 7 Habits of Highly Successful Relationship Managers

    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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