Our popular webinars, “How Experienced Financial Services Professionals Use Vertical IQ,” feature successful bankers from across the country, highlighting some of the practical ways they utilize Vertical IQ’s economic and Industry Intelligence to close more deals and win more business.
Nearly any professional who works with or calls on businesses can benefit from using Vertical IQ Industry Intelligence, including business and tax accountants, financial advisors, business consultants, insurance experts, and more. But among our most prolific users are bankers, which is why our webinars about “How Experienced Financial Services Professionals Use Vertical IQ” are always a hit!
The most recent edition of this informative webinar included panelists:
- Scott Fisher, Commercial Relationship Manager and Financial Advisor at Pinnacle Financial Partners
- Darion Richeme, Assistant Vice President and Senior Relationship Banker at M&T Bank’s East Windsor, Connecticut branch
- John Huang, Business Banking Market Executive overseeing Kentucky, Tennessee, and Georgia for Fifth Third Bank
During our webinar conversation, these three pros discussed several valuable applications for Vertical IQ’s content. Their insights reveal how versatile Vertical IQ can be when it comes to customizing client conversations, identifying value-adds, and supporting strategic decision-making.
Personalized outreach with SalesKit and Industry Trends
Darion from M&T Bank shared that he leverages Vertical IQ’s SalesKit as his go-to tool for outreach and meeting preparation. The SalesKit provides prewritten call scripts and email templates that he can quickly personalize for specific industries, ensuring his communications will resonate with his clients or prospects. Darion also taps into Vertical IQ’s Industry Trends to bring up timely, relevant topics during conversations.
He noted that for seasonal industries like landscaping, he uses insights from the Industry Trends to better align his recommendations with his clients’ peak periods of need. “It’s about understanding when a business has demand for certain services and making sure we show up at the right time — not six months too early,” Darion explained.
This tailored preparation enables him to avoid generic conversations and instead provide targeted, industry-specific solutions, increasing the likelihood of meaningful client-service provider engagement.
Prescriptive prep for every occasion
Scott’s use of Vertical IQ at Pinnacle Financial Partners varies based on the format of the interaction. “Whether it’s a quick call or a full presentation, I can customize my preparation with Vertical IQ Industry Intelligence depending on the occasion,” he said.
Scott continued by explaining that for quick outbound calls, he leans on fast facts from Vertical IQ’s Industry Profiles to inject relevant business talking points into his conversations. This allows him to establish credibility without requiring extended preparation time. When creating an in-depth presentation for a client or prospect, he incorporates data and visuals directly from Vertical IQ into his PowerPoint decks.
Reviewing the Web Links chapter is also a must, Scott pointed out. Those links direct him to relevant trade associations and industry publications, which are great for staying current on the broader industry landscape. Scott also utilizes the Vertical IQ mobile app, which he said is invaluable for refreshing his knowledge “on the fly.”
Not just a research tool – A client relationship-builder
John from Fifth Third Bank tailors his research based on his meeting objective. He often leans on some of his favorite Industry Profile chapters, including Industry Structure, How Firms Operate, Call Prep Questions, Industry Trends, Current Conditions, and Industry Forecasts.
He continued: “If I’m looking to deepen a relationship and be more familiar with services that are likely to be beneficial to a client, and some that they may not even be familiar with, I look at Banking Solutions and Bank Product Usage. Or if I know I’m going into a meeting to discuss lending, I look at the Credit Underwriting & Risks, Working Capital, and Capital Financing sections.”
For John, Vertical IQ isn’t just a research tool; it’s a relationship builder. He focuses on using the platform to bring unexpected value to his clients. “I want my clients to think, ‘John always brings me something helpful,’” he said. “That’s what builds trust.”
One memorable success occurred during the COVID-19 pandemic when John identified the trend of glass manufacturing companies pivoting to produce protective glass dividers. He shared this idea with a client whose revenue had dropped, helping the client consider and take advantage of this new business avenue.
Making the most of Vertical IQ for client meetings and sales call preparation
Darion, Scott, and John show that Vertical IQ is more than just an information repository; it’s a strategic asset that helps them:
- Gain the confidence to walk into any meeting prepared and informed
- Customize conversations and materials for specific industries and sales cycle timing
- Use data to add credibility and context to their outreach
- Become trusted partners by offering clients proactive, value-driven ideas and solutions
Whether you’re making a cold call, preparing a full sales presentation, or planning to offer consultative business or financial advice to a business owner, Vertical IQ equips you with the Industry Intelligence you need to meet clients and prospects where they are … and help take them where they want to go!
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