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Bobby Martin

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Outside the Box: Using Industry Intelligence to Offer Alternative Ideas

Posted August 04, 2020 by Bobby Martin

This is the third in a series of five blog posts about how to create and implement a “SMART” strategy to manage client relationships — one that incorporates personalization and industry expertise into every client interaction. By using this tailored approach, your team will boost your organization’s sales conversion success and deepen...

Using a Strategic Mindset to Build Trust with Clients and Prospects

Posted July 21, 2020 by Bobby Martin

This is the first in a series of five blog posts about how to create and implement a “SMART” strategy to manage client relationships — one that incorporates personalization and industry expertise into every client interaction. By using this tailored approach, your team will boost your organization’s sales conversion success and deepen...

The Big Break-Up: Why SMBs are Switching Banks & What You Can Do to Stop Them

Posted June 25, 2020 by Bobby Martin

2020 has been one of the toughest years for small and mid-sized businesses (SMBs) in history. Many saw a ray of hope in the U.S. government's Paycheck Protection Program (PPP). But when SMB owners called their bankers for assistance in applying, far too many were unable to get the support they needed and expected to keep their...

Key Metrics: Why Advisors Need to Understand Their Local Economies

Posted May 19, 2020 by Bobby Martin

The U.S. economy gets a lot of attention — and rightly so. Since 1871, the U.S. has maintained its position as the largest in the world with economists estimating it will reach $22.3 trillion this year. This is partly because our currency is favored around the world, and we are graced with vast natural resources, but it’s also because...

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. 

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