Can the Leopard Change Its Spots? Switching Sales Focus to Deposits and Cash Management posted 03/02/2018







Featuring: Donna Arce and Emily Anderson, Barlow Research Associates, Inc., and Nick Miller, Clarity Advantage

While many commercial bankers and business bankers see themselves as lenders, deposits and service fees are key to boosting relationship profitability and return on assets. The critical jewel for bank relationships is the operating account supported by fees from “money in,” “money move” and “money out” bank services. As interest rates and loan demand increase, competition for deposits will likely increase. Banks are now attempting to capture a larger share of this business, but they haven’t changed the fundamental focus on loans. Is your sales strategy ripe for this transformation? This session will discuss critical management strategies for redirecting sales teams to capture operating accounts and sell suites of treasury management services.  

Join Barlow Research for a one-hour webcast as we share the Voice of the Business Customer data, as well as listen to insights from Nick Miller, President at Clarity Advantage about transforming sales cultures at financial institutions.

In this session you will learn:

  • Strategy, structure and sales goal considerations
  • Six critical elements to influencing bankers’ movement to the new environment
  • Three reasons why training is not the first (or second or third) intervention you should consider

This presentation is designed for anyone involved in small business, middle market and business banking line management, sales strategy, transformation/change management, business development, treasury services sales, training and/or human resources organization development.

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