As the director of client success at Vertical IQ, I communicate with bankers on a daily basis, and in doing so, I gain valuable perspective on how our tool is (or isn’t) being used.

Experienced bankers—people who have been in the financial industry for 10, 20, even 30 years—may feel like they instantly have a leg up on their competition, thanks to their time in the trenches. Yes, they have a wealth of experience, but is that enough in this day and age of cut-throat competition for business banking customers? Is...

Having been a banker for 13 years and a relationship manager for five, I found that my sales process revolved around three basic groups: the business I had (my clients), the business I wanted (my prospects), and the people who championed my cause (my centers of influence). And a critical component of my sales process was a successful...