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.

  • What a Long Strange Trip ...

    What a Long Strange Trip ...

    It's Jim Young's final appearance! He marks the occasion with Dallas Wells by going back to the beginning, more than six years ago, and comparing what commercial banking was like then, vs. now.

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  • A Commercial Banking Retirement Wave ... or Tsunami?

    A Commercial Banking Retirement Wave ... or Tsunami?

    A generation of commercial bankers is rapidly moving toward retirement. What steps does the industry need to make to lessen the impact of this impending talent crunch?

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  • When Metrics Go Awry in Commercial Banks

    When Metrics Go Awry in Commercial Banks

    Banks are great at measuring all sorts of things, but which metrics are helping them improve performance and which ones are just ... trivia? ​ A look at where commercial banking metrics often go awry.

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  • Why Pirates and Dull Knives Matter in Commercial Banking

    Why Pirates and Dull Knives Matter in Commercial Banking

    How can your bank keep the competition from raiding your deals? And are the processes your bank puts in place to guard against bad deals actually doing more harm than good?

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  • Measuring RM Performance: Proving Impact & Dispelling Myths

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  • Can Your Commercial Bank "Get" the Price It "Sets"?

    Can Your Commercial Bank "Get" the Price It "Sets"?

    Revisiting an oldie-but-goodie topic. Banks spend a lot of time and effort on "setting" the price they want for each commercial deal. But do they "get" the price they set? And if not, then why?

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  • Tossing the Bad Apples

    Tossing the Bad Apples

    So much of this bank's good work is being undone by a few poor deals on the portfolio. Here's how PrecisionLender can help toss out those bad apples or turn them into profitable relationships.

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  • Turn your RMs into trusted advisors.

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  • Purging The Dead Weight

    Purging The Dead Weight

    A few bad deals at this bank were dragging down what should have been a strong portfolio. Here's how PrecisionLender can help avoid bad deals and improve unprofitable relationships.

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  • Growing the Bank's Whales

    Growing the Bank's Whales

    A closer look at this bank revealed a consistent approach to relationship profitability, but also a dependence on a few whales. Here's how PrecisionLender can help protect and grow those big accounts.

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  • How to Maximize Relationship Profitability: Tapping Into an Unexpected Source

    How to Maximize Relationship Profitability: Tapping Into an Unexpected Source

    This bank thought it was CRE-centric, but a closer look at the data uncovered a different source of relationship profitability - and ways PrecisionLender could help them tap into it.

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  • Profitability Profiles: The Story of Bad Apple Bank

    Profitability Profiles: The Story of Bad Apple Bank

    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.

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  • What Does "Relationship Banking" Really Mean?

    What Does "Relationship Banking" Really Mean?

    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.

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  • Commercial Banking in a Time of Uncertainty

    Commercial Banking in a Time of Uncertainty

    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.

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  • 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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  • 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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  • 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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