1:00 PM - 1:45 PM
The Most Expensive 30 Minutes in Banking: Unprepared Sales Calls
In commercial banking, sales outcomes are often decided before the meeting begins. Yet most relationship managers enter calls with limited preparation, relying on generic discovery questions and product conversations that buyers perceive as low value. The result is predictable: lower meeting satisfaction, reduced trust, poor discovery, weaker differentiation, and fewer second meetings. This interactive executive workshop explores the measurable impact of poor pre-call preparation on win rates, cross-sell penetration, and relationship retention — and why even highly experienced bankers fall into “reactive selling.” Participants will examine real cause-and-effect patterns using research completed at two regional banks and how they both implemented AI solutions to improve pre-call preparation, win rates, and sales velocity. Participants will use AI for a hands-on experience and see how structured preparation can improve confidence, and a 30-to-90 day head start over the competition. The session concludes with a practical and scalable AI framework for call preparation across an entire commercial banking salesforce – and how the AI framework is being used by regional banks to improve sales velocity by over 25% annually. Participants will receive a copy of the research.
Ron Buck
Founder, Performance Insights
Jason Triplett
Head of Commercial Banking, First Horizon Bank
For more information, please contact us 763-253-1800 or email conference@barlowresearch.com or contact your primary Barlow Research contact.