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Bobby Martin

Recent Posts

Even Better Than a Handshake: Financial Focus

Posted March 13, 2020 by Bobby Martin

Connect as a Proxy CFO to Help Guide Small Business Owners

Face-to-face meetings and firm handshakes have been staples in the banking business forever. So what happens when the meetings and events where we typically connect with clients and prospects are canceled and handshakes are off the table? With the coronavirus (COVID-19)...

Honing the Human Element

Posted March 05, 2020 by Bobby Martin

We’ve all heard the phrase, “I’m only human.” There was even a hit song from ‘80s pop stars The Human League with that catchphrase as its chorus. While the expression implies that human beings are prone to failure or somehow less-than, I have to disagree. Especially when it comes to facing down the financial technology and banking...

Battle of the Century: Banking Bots vs. Human Business Bankers

Posted February 27, 2020 by Bobby Martin

I’m continually amazed by what you can do with new technology, applications, digital solutions, and system integrations in banking and beyond. But I’ve discovered that, for some business bankers, high-tech is becoming problematic. Today, next-gen business customers want high-tech banking options, and it’s time to get on board unless...

12 Ways to Use Industry Research to Win More in 2020

Posted January 07, 2020 by Bobby Martin

The new year is a good time to start new, better habits, from improving our diets to exercising more. But it is also a great time to turn over a new leaf at work, setting more ambitious sales or client management goals. And Vertical IQ can help. 

Helping Change How SMB Owners Think About Cash Flow

Posted October 25, 2019 by Bobby Martin
“If I had to run a company on three measures, those measures would be customer satisfaction, employee satisfaction, and cash flow.”—Jack Welch, Former CEO of General Electric

 

3 Motivations to Become a Better Value-Added Advisor

Posted October 18, 2019 by Bobby Martin

A value-added advisor is someone whose ideas and advice you respect enough to invest time and money into having them around. The business relationship is about more than just the product purchase itself. 

How to Help Small Businesses Compare Their Financials to Their Industry

Posted October 15, 2019 by Bobby Martin

“Are we keeping up with the Joneses?” Owners of small and mid-sized businesses (SMBs) are always interested in how their competition is doing…and how they compare to them financially. Yes, it may be about ego to some degree, but it also tells a business owner how their company is faring financially. Are they middling, above average,...

Which Industries Should I Target?

Posted September 12, 2019 by Bobby Martin

The North American Industry Classification System (NAICS) was developed as the standard for use by the U.S. federal government’s statistical agencies, replacing the Standard Industrial Classification (SIC) system in 1997. Industry-specific NAICS codes are assigned to each business in the country, classifying them for the collection...

5 Easy Steps to Improve Your Client Meeting Quality by 50 Percent

Posted July 19, 2019 by Bobby Martin

As a busy professional, you likely find yourself burning the candle at both ends much of the time. You know that you should do more to prepare for meeting with small business owners, but there just aren’t enough hours in the day. 

3 Reasons Why Your Industry Knowledge Matters to Small Business Owners

Posted January 24, 2019 by Bobby Martin

When studying economics—or marketing for that matter—one of the first concepts that you probably explored was that of “needs” versus “wants.” In the simplest terms, it’s the difference between a nice-to-have and a must-have.