Ned Miller’s Post

 What’s the best advice you ever received on sales? In 2014 I posed that question to a group of bank sales leaders. Recently I asked the same individuals what—if anything—they would add almost 10 years later. In the second of a three-part series. this is what they said then and now. See whether you note any common themes. Jeff Hultman. Illinois Bank & Trust                    2014: The onl.y way sales happen is if you batch your efforts and have a strategy. I was told when I got started by my first boss to shut my door for 3-hours a week and do nothing except set up prospect / referral source / COI calls and research who I should be calling on. This strategy still works today. 2023: I would not change one bit of the advice. The only comment I would add is at the end of the day it is an activity-based business. How many calls am I making? Can I get back in after I get in? Am I constantly growing my network, for payoff today or in the future! Scott Page, CrossFirst Bank 2014: Planned regular sales calling yields consistent results. Keep the top of the sales funnel full. Scrub your COI list! Work your lists! 2023: Not much has changed. I still believe developing niches is the way to go. List management is key. COI’s will yield mid-term results, but bankers must scrub COI’s to make sure they know what “we” are seeking and our niches. Current clients will yield near-term opportunities and we must ask for referrals to prospects. It is critical to involve senior management and mid- level management and peers for referrals and accessing their knowledge of prospects. You have to find a side door to get in to see prospects. Nothing is a substitute for activity and research. We have developed a Latino Banking niche that is paying big dividends. We have added some bilingual bankers and support. The demographic shift is huge and that segment is creating businesses faster than any other segment.  #bankingindustry #banksales