Vertical IQ is the top Business Intelligence tool in banking today. Profiling more than 300 industries, Vertical IQ is relied on by hundreds of banks to educate colleagues about the dynamic issues facing business each day. St. Meyer & Hubbard is the only firm offering a formal learning approach as to HOW to use Vertical IQ in a sales conversation. Industry IQ helps bankers better understand how to integrate Vertical IQ into call planning, through differentiated conversations and in value-focused follow up. Tools including a Strategy and Navigation Map making this Playbook a perfect link to putting Vertical IQ into action.
Loan assistants, relationship specialists and other support associates have significant contact with current clients. And, while they are not direct sales professionals, they can be taught to have a “sales antenna.” Many times, they are also called on to help bankers prepare for calls, to find value added content and to assist with follow up. They are indeed a vital component to the business client experience and Loyalty Building Conversations provides key tools in that process. Using the telephone in both proactive and reactive situations as well as dealing empathetically with client concerns are introduced. This practical Playbook also touches on making appropriate referrals back to the RM through needs-based listening.
We need deposits. Where do we find them?
Our margins have shrunk. Where can we generate more income?
How can we help our clients take better advantage of the cash on their balance sheet?
Bankers call us with questions like this all the time. One way to help clients take better advantage of the money they have is to work with a partner that understands the nuances of how cash comes in, goes out and stays in entrepreneurs’ pockets. Money Management Conversations takes a high-level look at these issues including cash flow, business operating cycles and key financial ratios. Banks that have used this Playbook have found and immediate and sustained uptick in referrals to Treasury Management.
Fear. It’s the underlying reason branch managers shy away from making bank to business calls. One of the top causes of this anxiety is lack of knowledge of how businesses run and how they make money. Business Finance Basics employs a practical, real world simulation to enhance confidence and reduce call reluctance. Bankers also create insight-based questions to immediately connect this Playbook to real world application.
Give me a little info and I’ll be back with you shortly.
Dana Perkins
Executive Vice-President – Sales and Consulting
816-434-5543
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