The red lights are blinking, the sirens are blaring, the signs that say “Danger Ahead” are flashing: Sales professionals of all stripes are in for a challenging 2021. Yes, 2020 was a rough one, but if you think next year is going to be smooth sailing, I have some unwelcome news for you.

I’ve talked to a lot of Vertical IQ customers lately about what meeting with customers looks like in the COVID-19 era. The consensus is that it is a different world than what they are used to. Many people who call on customers and prospects used to being face-to-face. Being relegated to phone calls and video conferences goes against...

…and the opportunity (necessity) to build trust with your clients and prospects during and after COVID-19 through industry, company, and executive research

You’ve heard of the 5-second rule, whereby food that has been dropped may be eaten without any stigma. But are you familiar with the 10-second rule? If you are a professional services provider who works directly with clients, you should learn about this important principle.

Now that we are in full swing with the new year, it’s a perfect time to think about your sales approach and ways to increase your performance for 2018.

The annual ABA Bank Marketing Conference was held in New Orleans on Sept. 24–26 this year, and members of the Vertical IQ team were excited to attend. This event’s agenda is always packed with fantastic speakers, so we thought we’d share our notes on a few of our favorite sessions in case you were unable to attend.

As the Baby Boomers reach retirement age, you can expect to see more ownership transitions for small businesses. According to the latest data from Barlow Research, 57 percent of small business owners are currently 60 years or older, a dramatic increase from 38 percent in 2008. 

It’s pretty conclusive: The generalist sales model may still reign supreme for today’s business bankers, but your customers want more. They’re growing weary of this tired sales model that merely pushes product, place, and presumed or past relationships while ignoring the unique challenges that face their respective industries.

You’ve been a banker for years, working your way up in the ranks and gaining valuable experience along the way. Your knowledge about the banking products and services you offer is unmatched. You know your customers’ kids’ names and maybe even their golf handicap. There’s no doubt about it: You’re a true asset to your bank and to your...

In my January blog “5 Reasons Every Business Banker Should Have Industry Niches,” I noted that successful bankers should study up and figure out the industries on which to focus. One factor you should consider is industry profitability. Generally speaking, profitable companies accumulate lots of assets and can therefore afford to pay...