Sales Development

The finale of our series on relationship profitability at selected banks looks at Bad Apple Bank, where a lot of good work on a lot of relationships is being undone by a few big mistakes.

Every bank says it's a "relationship bank," but their actual relationship profitability often looks quite different. We share some of those stories, as well as ways they can improve performance.

PrecisionLender recently invited top bankers from around the country to share their views on where things stand right now in the commercial industry. Here's a recap of that conversation.

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

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?

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?

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.

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.

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.

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?

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."

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

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.

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