LATEST POSTS

Reopening Realities: What Will Sales Calls Look Like in This “New Normal”?

Posted May 26, 2020 by Courtney Farfour

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...

The Circle of Trust...

Posted April 16, 2020 by Martin Wise, founder and CEO of RelPro

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

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.

The 10 Most Popular Vertical IQ Industry Profiles

Posted February 01, 2018 by Vertical IQ

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.

A 5-Minute Summary of The ABA Bank Marketing Conference

Posted October 19, 2017 by Vertical IQ

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.

Finding Opportunity in Small Business Transitions

Posted October 05, 2017 by Bill Walker

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. 

Want Higher Customer Satisfaction AND Growth of your Portfolio? Download Our New White Paper

Posted September 21, 2017 by Vertical IQ

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.

A More Tailored Sales Approach for the Seasoned Banker

Posted September 11, 2017 by Kevin McNamara

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...

Identifying Your Next Industry Niche? Go Where the Profits Are

Posted August 17, 2017 by Bobby Martin

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...

Become Your Clients’ “Mini-Economist” in 5 Minutes

Posted June 15, 2017 by Bobby Martin

When I was a banker calling on businesses, company owners frequently would ask me, "What's going on with the economy? Is it growing? Should I be worried? What are you hearing out there?" It struck me that they were looking to me, their banker, to be a “mini-economist” of sorts.

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