Anthony Cole Training

DECEMBER 16, 2021

According to the Objective Management Group, there are four critical things that separate high-performing banks from others in the industry in terms of their sales and revenue growth.

Banking 155

Banking Groups Objections Revenue 155

Anthony Cole Training

JANUARY 5, 2024

Bank ATMs (Automatic Teller Machines) have been around for a while.According to Investopedia, Barclays Bank of London in 1967 was the first to have an ATM in use. I remember using my first ATM – Jeanie Machine – in Cincinnati in 1979. But the ‘ATMs’ I’m referring to have been around, well a long, long, long time.

Banking 248

Banking Sales Coaching Motivation Training 248

SalesFuel

AUGUST 21, 2024

Challenge: Create a competitive banking digital ad campaign Jacob Flaten, a media consultant from Sparklight Advertising and a multiple Sell Smarter Award winner, has been using AdMall for four years and knows if, and when, it can help him during a sales process. They accept deposits and make loans to both consumers and businesses.

Banking 102

Banking Campaigns Media Closing 102

Anthony Cole Training

JUNE 7, 2024

Working with community banks across the country, we understand that now is an important time to have the right people in the right place, asking the right questions, to address the flow of deposits. This presents problems and opportunities for every bank. This presents problems and opportunities for every bank.

Banking 248

Banking Customer Forecasting Retention 248

Understanding the Sales Force

OCTOBER 15, 2020

We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS. It only runs on Windows so we have to remotely connect to an old Dell that takes up unnecessary space.

Hiring 356

Hiring Data Banking Software 356

Sales and Marketing Management

FEBRUARY 18, 2019

I asked her what was the matter and she said, “For the last 12 years, I have had all my key financial accounts with Bank XYZ – a fund for my daughter’s college education and my mortgage, plus my personal savings and checking accounts. Now, I am in the process of closing each account and transferring them to Bank ABC.

Loyalty 290

Loyalty Airlines Banking Discount 290

Understanding the Sales Force

MARCH 18, 2021

Typically, founders of start ups put it all on the line - everything - their house, savings, loans from friends and family and perhaps bank loans, angel investments and more. Did you have any idea the number was that huge?

Banking 316

Banking Hiring Relationals Up-Sell 316

Anthony Cole Training

MAY 10, 2024

In today’s world of banking and insurance, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We are all busier than ever before with multi-media coming from every direction.

Prospecting 274

Prospecting Insurance Insurance Face-to-face 274

No More Cold Calling

APRIL 3, 2020

Neel Kashkari , president of the Federal Reserve Bank of Minnesota, was instrumental in the 2008 bank bailout. We got so accustomed to an upward growth curve, albeit with a few minor downturns, that we never thought we’d hear pundits say, “Things haven’t been this bad since the Great Depression.” History is a repetitive S.O.B.,

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

SBI Growth

AUGUST 24, 2018

Joining us on SBI TV is Doris Raimundi, SVP of Consumer Banking Sales and Support for US Bank. In today’s show, Doris details how to orchestrate a world class customer experience. Why this topic? The customer experience trend is sweeping.

Banking 211

Banking Customer Trends Consumer 211

Anthony Cole Training

AUGUST 4, 2022

We work with many community banks and while the commercial side of the bank usually has some “sales chops”, we often hear from leadership that retail bankers are less comfortable with “selling.” Or they may even avoid that word altogether.

Banking 247

Banking Retail Influencer Positioning 247

The Sales Heretic

JULY 7, 2020

Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more. I recently helped my 82-year-old aunt move from Maryland to Texas. And at various points in the process, people from five different companies promised to call us back. And never did.

Call-back 277

Call-back Banking Company Buyer 277

Sales and Marketing Management

JUNE 25, 2018

Bank on it! A good sales job interview question is, “Will you bank-roll me at relevant conferences 100 percent?” Those conferences get pricey so make the case to your miserly CFO! It’s not a cost center: conferences are a profit center. Your net worth is the size of your network. (h/t h/t Rowley). Passion – Prospects smell fear.

B2B 319

B2B Banking Conference Decision Maker 319

Anthony Cole Training

MARCH 24, 2023

Prospect : W hy should I do business with you or your bank / company? In part 1, I gave you a sample of how the ‘selling value’ discussions sounds. Here it is again.

Banking 212

Banking Prospecting Company Training 212

Anthony Cole Training

MARCH 17, 2023

Using data from just one of our dozens of community bank clients, this is what we found out about top 25% of the team vs the bottom 25% of the team. From a sales strategy and process perspective, positioning value not only requires a great VALUE PROPOSITION but also supporting Will to Sell, Sales DNA, and Sales Competencies.

Banking 212

Banking Positioning Data Strategy 212

DiscoverOrg Sales

DECEMBER 18, 2018

Bank of America. Unlike UnitedHealth Group, Bank of America is divesting from their money-market fund product, selling off a credit-card business, and responding to multiple costly data privacy issues. For sellers, context is everything. Before we dive in, let’s take a quick look at the most-prospected-to industries. Insurance.

Company 156

Company Prospecting Oracle Transportation 156

The Pipeline

OCTOBER 23, 2017

They also build time into their calendar for legitimate distractions, this way when they do need to be sidetracked while prospecting, they have time “banked” away to make sure they can complete their task, prospecting. Those who plan their prospecting times in advance, avoid the peaks and valleys that drain so many sellers.

Banking 268

Banking Sales Qualified Lead Quota Proposal 268

Anthony Cole Training

AUGUST 25, 2023

Some would say that these are unprecedented times in banking. For a banking leader, it is an important time to have a strong focus on sales team motivation. Here are a few things we would recommend to help your frontline retail banking team continue to grow and deepen current client relationships.

Banking 156

Banking Conversion Retail Motivation 156

Awarathon

NOVEMBER 30, 2024

Onboarding lays the groundwork for new hires, especially in the banking sector, by preparing them to handle complex products, compliance requirements, and customer interactions. Competitive Edge: Rapid onboarding enables banks to quickly deploy skilled employees, ensuring they can meet customer demands and market needs without delays.

Banking 52

Banking Training Hiring Objections 52

Anthony Cole Training

NOVEMBER 10, 2023

Banks and their relationship managers must find ways to leverage technology, improve effectiveness and uncover new ways to differentiate, attract and serve their clients. It is no surprise to any in the business of financial services that the world of selling, finding and building relationships is evolving.

Banking 173

Banking Sales Coaching Coaching Training 173

The Pipeline

SEPTEMBER 5, 2019

Some objections you can bank on, you know they are coming, like any pro, practice and you’ll improve. By Tibor Shanto. But then there those objections that come out of the blue. Sure we should be able to leverage the same process that you do in handling the five most common objectives we face while prospecting.

Margin 206

Margin Objections Face-to-face Banking 206

The Spiff Blog

JANUARY 9, 2024

The post Hit Your Sales Targets without Breaking the Bank in 2024 appeared first on Spiff. The platform’s intuitive UI, in-depth reporting capabilities, and seamless integrations make it the first choice among high-growth and enterprise organizations.

Banking 84

Banking Hiring Churn Compensation 84

Sales and Marketing Management

OCTOBER 15, 2020

How this number will change following the pandemic isn’t certain, but the Federal Reserve Bank of Atlanta predicts the number of days worked from home will triple among full-time employees. Author: RICHELLE TAYLOR An estimated 42% of the work force is currently working from home.

Incentives 317

Incentives Incentive Travel Cancellation 317

Jeffrey Gitomer

JANUARY 13, 2019

Here are a few of the sales jobs that fall under the definition of selling that a small business owner must perform: Getting credit from a supplier – Convincing your suppliers that you're credit worthy is sometimes as good or better than a bank loan. Getting a loan from a banker – A true sales job.

Small Business 313

Small Business Small Business Banking Commission 313

No More Cold Calling

JANUARY 16, 2020

When I worked for a banking consulting firm, many clients told us that they didn’t need our credit training, as they were hiring experienced lenders. Within six months they came back to us, because they realized that every bank has a different way of doing a deal, spreading a cash flow statement, and assessing risk.

Referrals 328

Referrals Sales Management Hiring Scale 328

The Pipeline

DECEMBER 4, 2018

I want my bank to be safer, so the Russians can’t get at my money (they can have my vote); I don’t care how the bank does it, as long as my money is safe. The problem is too many sales people confuse the deliverable with what the buyer set out to achieve with said deliverable.

Banking 225

Banking Pipeline Lead Rank Lead Scoring 225

No More Cold Calling

MARCH 31, 2021

That includes my cousin who was one of few women in her law class in the early ’70s, and my mother, who graduated summa cum laude from Syracuse University in the late ‘30s with a finance degree, but still couldn’t get a bank job.

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

Sales and Marketing Management

SEPTEMBER 16, 2022

It’s not always obvious – even to banking and finance pros – how data can be used for consumer marketing in this unique space. Here are three examples of ways financial marketers are already using data to educate and illuminate customers.

Data 177

Data Banking Customer Marketing 177

Sales 2.0

OCTOBER 11, 2019

No deep geeky conversations to have that would surely persuade other brilliant techies to sign large contracts and make contributions to my firm’s and my bank account. Nowhere to display my brilliance in tech. That was when I realized what the sales people did that I had worked with in my first sales engineering job— they got meetings.

Engineering 262

Engineering Small Business Small Business Banking 262

Jeffrey Gitomer

FEBRUARY 27, 2019

Outcomes you can bank. MINDSET is a mental state that you control, and that will let you go to the places you desire, achieve whatever your chief aim (AKA: goal) is, and lead you to whatever victory you put in your sites. Missed Part 1? Go here for The Secret Code to Mastering Mindset.

Positioning 259

Positioning Banking Exercises Intent 259

The Pipeline

FEBRUARY 12, 2019

This ensures that even as things begin to be active, the minimal amount of time required to fill my pipe is banked away in advance. Which means I can carve out that time before doing anything else, in my calendar, solid as a closing meeting.

Closing 292

Closing Quota Proposal Face-to-face 292

Zoominfo

JANUARY 21, 2021

Bonita White is the Director, Diversity & Inclusion at the Department of Health and Human Services Latasha Gillespie is the Head of Global Diversity, Equity & Inclusion at Amazon.com Namrata Yadav is the Head of Diversity, Inclusion & Learning Strategy at Bank of America Traci Wade is the Senior Director, Diversity at Oracle Erica Dean (..)

Trends 230

Trends Oracle SAP Banking 230

Allego

MARCH 31, 2021

Aur has over 40 years of experience in the financial services industry and more than 33 with First Horizons Advisors , the wealth management division of First Horizons Bank. He has served in a wide range of different roles across retail, commercial, banking management, strategic planning, wealth management, and private client.

Banking 147

Banking Face-to-face Scale Hiring 147

The Sales Hunter

JUNE 18, 2019

You can take this to the bank: lazy prospectors quickly turn into broke prospectors. Always use every communication method available. The person who thinks they can rely solely on email, LinkedIn or anything else as their sole method of prospecting is downright lazy. Don’t expect your calls or emails to be returned.

Prospecting 269

Prospecting Networking Banking Video 269

Partners in Excellence

SEPTEMBER 26, 2023

They were introducing a new technology into the banking industry. We chose a certain mid sized regional bank to pilot the technology. We chose them because they were distinctive in their approach to retail banking. We were deluged with queries, “What are they doing, what might it mean to us?

Banking 146

Banking Comparison Retail Trends 146

Zoominfo

JANUARY 27, 2021

That data bank is enough to amass a vast ecosystem of contact information — all marketers have to do is pick out what they want. Although it’s not the only solution for lookalike modeling, Facebook is certainly one of the most popular. Along with targeted ads , B2C marketers utilize Facebook for lookalike modeling.

B2C 264

B2C Ideal Customer Profile Account Based Marketing Lead Rank 264

Sales and Marketing Management

AUGUST 13, 2020

Picture an old-fashion piggy bank with the round pink belly and coin slot on top. Let’s call it our leadership trust bank. The idea is to make deposits into the bank, building your people’s confidence in your leadership. The collective result of these five practices is to build trust, focus and stronger decision making.

Banking 177

Banking Top of Funnel Face-to-face Fashion 177