Selling the Sales Environment

Ask 50 bankers to define a bank’s sales culture and chances are you will get 50 different answers. There is no one definition for the phrase; it is a rather fuzzy concept that is often loosely defined as the latest sales fad or initiative. The descriptions will be...

The Data Economy Demands Value Part 3

How to build your organization’s data analytic proficiency; Part Three. Data and data analytics is more than just a resource for reporting and decision-making support. Rather than succumbing to the weight of a new business model, financial institutions have an...

The Data Economy Demands Value over Volume Part 2

How to build your organization’s data analytic proficiency; Part Two. In 2019, information as an asset is still in the earliest stages of adoption. However, a financial institution’s ability to compete in the growing data economy will be a primary competitive...

The Data Economy Demands Value over Volume Part 1

How to build your organization’s data analytic proficiency; Part One. The challenge facing most community financial institutions is not a lack of data. Banks and credit unions have access to an abundance of information; every day an institution will send millions of...

Success through selling the sales environment

In an effort to drive revenue, banks continue to place inordinate time and attention on improving sales culture. Experience shows this effort often ends up fruitless and yields disappointing results. Wells Fargo’s toxic sales culture mentality and the phantom account...
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