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Susan Bell

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Using the 10-Second Rule to Improve Your Client Meetings

Posted April 02, 2020 by Susan Bell

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.

Key Takeaways From the 2019 Small Business Banking Conference

Posted December 06, 2019 by Susan Bell

Members of the Vertical IQ team recently attended the American Banker Small Business Banking Conference in Los Angeles. The agenda for the three-day conference included outstanding expert panels, workshops, and keynote presentations. Here are some of the highlights.

Building SMB Client Relationships with Insight and Foresight

Posted October 31, 2019 by Susan Bell

Of course every business services firm that calls on small- to mid-sized businesses (SMBs) says they are a trusted advisor to their clients, but reality doesn’t always support that claim. I read a great article this week about how most firms that call on SMBs instead tend to provide “Random Acts of Consulting.” 

What’s Your Story? Paint a Clearer Picture Using Financial Data

Posted March 28, 2019 by Susan Bell

Accounting Today published an article a few weeks ago entitled, “Why accountants need to be data storytellers.” Now, the storytelling concept might be familiar to people in a marketing context—it’s a technique commonly used in that field to convince you to take that next step in the sales funnel—but personally, I’ve never considered...

Industry Spotlight: Calling on Law Offices

Posted August 03, 2017 by Susan Bell

When I was a private banker in the late ‘90s in Wilmington, North Carolina, I found a successful niche prospecting law firms. There were a couple of things I learned first-hand about attorneys that I believe contributed to my success:

The Numbers Don't Lie: Why Barlow Research Matters To Every Business Banker

Posted August 13, 2015 by Susan Bell

If you've never heard of Barlow Research, your world is about to get rocked!

The Two-Question Quiz Business Bankers Must Pass

Posted June 04, 2015 by Susan Bell

Two-question quiz:

Bankers in the Know: How to Become "Financial Counsel" to Law Offices

Posted April 22, 2015 by Susan Bell

Lawyers: the butt of jokes and the protagonists of TV dramas; Americans have a love-hate relationship with the legal profession. But if you are a banker, there is a wealth of opportunity to win business from the 165,000 law firms in the U.S.

Bankers In the Know: Why You Need to Book an Appointment with an Auto Mechanic

Posted March 16, 2015 by Susan Bell

Your check engine light just came on. You backed into your neighbor's mailbox. There's a strange squealing noise every time you start your car. Any of these scenarios ever happened to you? And your response? You, like millions of Americans each year, probably called an auto repair shop.

Bankers: Don’t Let Google and Technology Replace You

Posted March 16, 2015 by Susan Bell

Hey bankers...I hate to have to break this to you, but the internet is taking your place.

In the February 11 edition of the Barlow Research Associates' Analyst's Journal, Joel Mueller discusses a concerning stat from their first quarter 2015 Pulse data: while 75% of small businesses solicited advice about various business activities in...