Let us paint a picture: At many banks, your most seasoned lenders are retiring, replaced by green bankers who lack hard-won experience and in-depth knowledge about your commercial credit prospects. Add to the picture the fact that some of your newer bankers may simply be checking boxes when gathering data and documentation on a prospective credit deal, lacking the financial accounting skills needed to accurately analyze salient details.

A lot is riding on the credit lending decisions made by banks’ chief lending officers and chief operating officers, but you’re only as good as the information your credit team provides.

In this ebook, written in collaboration with Credit Training, Inc. founder David Nicholson, you’ll learn how less-experienced credit analysts, portfolio managers, and commercial lenders on your team can utilize Industry Intelligence to paint a detailed picture of the prospect’s financial situation, while also saving time. We will explore:

Identifying and investing in the right business development and relationship management solutions is important. Taking a strategic approach to deploying these resources to your bankers is key to producing the best outcomes. Join Salesvue VP of Sales Adam Thomas, Vertical IQ VP of Strategic Partnerships Paul Hock and RelPro Chief Customer Officer Lauren Meyers as they discuss the power of streamlined sales technology enablement.

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Today’s business owners are looking for a trusted advisor who they can rely upon for sage guidance. They expect a personalized customer experience – one tailored to their business’s unique needs, challenges, opportunities.

When this is the “assignment,” average, run-of-the-mill client and prospect communications won’t make the grade.

It’s time to get smart about your approach to sales and marketing communications by incorporating Industry Intelligence. And we created a study guide so you can ace the test!

In this free eBook, you’ll get a quick refresher on key concepts like Account Based Marketing (ABM) and Account Based Experience (ABX), as well as masters-level guidance on simple ways to incorporate Industry Intelligence to create tailored client and prospect communications. You’ll learn what sets “A” work apart from “C” work in the eyes of business owners for critical pieces including:

Hey there – you made it! You’re taking the necessary steps to invest in yourself by not only watching the Weekly Dive overviews, but by going deeper and checking out the amazing Industry Intelligence that you can get from Vertical IQ! There are so many ways that accountants, CPAs, and advisors can utilize industry insights to impress prospects and wow clients. To help with that, we are providing a free E-Book specifically created for accounting professionals! Remember to keep investing in your future – there’s never been a better time. Start today. Evolve now.

Accounting Marketers are consistently being asked to do more with less. However, it is critical to to be viewed as an integral member of the leadership team to help your firm grow. This eBook discusses eight ways incorporating Industry Intelligence into your marketing strategy and tactics that can grow your accounting firm.

“Winning business is not about how smart we are…it’s really about understanding the issues that companies are facing, figuring out how to offer them a solution that’s a little different from your competitors’, and then talking to the client in their own language.”

Chomping at the bit for a change of scenery? Join us as we take a one-of-a-kind voyage through the stages of the buyer’s journey, and learn how Industry Intelligence can serve as your North Star along the way.

But arriving at this picturesque end destination won’t happen without a well-planned itinerary and a detailed roadmap. 

You’ll enjoy the scenery along the way as this eBook explains simple ways to add Industry Intelligence into each stage of the buyer’s journey, enabling you to win, grow, and retain more business while competitors disappear in the rear-view mirror. All aboard; adventure awaits!

Barlow Research has found that nearly 82 percent of business owners believe they need to have a personal connection with their account officer in order to have a strong relationship with their primary financial organization. So, how do bankers balance their clients’ desire to “see” them with the need to avoid face-to-face meetings amid the pandemic? How can banks (and bankers) reinvent the way they do business to accommodate our new “virtual” world?

The business banking sector had to reinvent itself in 2020 to navigate the many issues created by the COVID-19 pandemic, and 2021 is poised to present its own set of challenges. Watch this panel discussion to explore how banks can continue to evolve to meet this moment.

Having in-depth knowledge on such a multitude of industries can be extremely time-consuming for SBDC counselors. Sure, they can Google information on the industry to share with the business owner, but how do they narrow down the most important information among all of those search results? How do they know it is accurate and up-to-date?

Throw into that mix the economic upheaval created by the COVID-19 pandemic, and providing advice to business owners just became even more challenging.

Incorporating an Industry Intelligence tool, such as Vertical IQ, into your SBDC’s research process allows your counselors to work smarter by compiling relevant, up-to-date content on many different industries and local markets to help guide small- to medium-sized business (SMB) owners.

Something sinister is standing in the way of sales success. Join our intrepid investigators as they unravel the mysteries behind the confusing encounters, perplexing prospect disappearances, and shocking sales losses vexing so many sales professionals today.

We’ll reveal the 5 Ws required to connect with prospects and close more deals in today’s not-so-normal business environment. Plus, you’ll get an inside look at how Industry Intelligence arms you with competence, confidence, and credibility to create memorable first impressions and enduring client relationships

There’s no reason to be scared. This fun and insightful eBook shines new light to the mysteries of losing a sale. Get ready to discover what’s missing in your sales process along with the secrets and value of Industry Intelligence across the sales cycle. 

Being a full-time CPA and a part-time marketer is challenging, and the most important way to do that is to be an expert on your clients – and prospective customers. Industry Intelligence is a powerful tool for that, giving you the insider scoop on over 920 industries. This eBook shows you how to put that market insight to work in delighting your customers and winning new ones.

“Winning business is not about how smart we are…it’s really about understanding the issues that companies are facing, figuring out how to offer them a solution that’s a little different from your competitors’, and then talking to the client in their own language.”

– Accounting Firm Business Owner

By using a “SMART” strategy to manage client relationships — one that incorporates personalization and industry expertise into every client interaction — your team will boost your organization’s sales conversion success and deepen relationships.

More than ever, today’s business owners are in need of customized guidance from their advisors. They need trusted allies supporting them ― people who know the needs and objectives of their unique business but also understand the key trends and issues that are occurring within their industry. This eBook shows how to build a smarter sales organization by encouraging your team to incorporate Industry Intelligence into each client interaction, building trust and boosting conversions of prospects to happy clients.

Frustrated by what they perceive as a lack of responsiveness (particularly during the U.S. Payroll Protection Program’s initiation process), SMB owners are moving their business banking accounts. If you want to keep their business, you need to act now.

Join Jack Hubbard, Chief Experience Officer of St. Meyer & Hubbard, and Vertical IQ’s founder & CEO Bobby Martin as they demonstrate the value and impact of local economic data in your SMB banking relationships.

You’ll learn why regional and local economic data is vital to saving and maintaining your SMB relationships along with real-world tips to provide the responsiveness and data relevance SMBs demand today.

Vertical IQ and RelPro
During the Covid-19 pandemic, it’s more important than ever to understand your clients’ needs and challenges to offer more targeted advice. Vertical IQ co-founder and CEO, Bobby Martin, and Martin Wise, founder and CEO of RelPro, Inc., discuss the importance of understanding current industry conditions, as well as company-specific details in order to win, grow, and retain more business.

Bobby and Martin present an engaging conversation on combining industry intelligence with company and contact intelligence to become a more value-added advisor during this time. Learn how to combine Vertical IQ’s Industry Intelligence with RelPro’s intelligence on SMB companies and decision-makers to become a more value-added advisor.

Enjoy free access to the webinar recording by submitting the form.

Today’s business bankers are worried. Financial technology (FinTech) is advancing exponentially and the traditional banking model is being challenged. FinTech-fueled banks with easy-to-use applications, like Chime and PayPal, are popping up constantly. Moreover, tech giants, like Apple, Amazon and Google, are poised to move into the industry. Without significant changes on their part, business bankers could be replaced or even made obsolete within the next decade.

The simple fact is, community banks and branches are losing customers, particularly young customers. Who needs a human banker when there’s an App, a portal, or bot — Right? Wrong.

By properly preparing and positioning yourself as a business advisor who delivers strategic insight and steers investments in the right direction, you can still beat out the bots, even those loaded with predictive analytics, machine learning, or artificial intelligence. But first, you need to rethink how you are doing business – and how you can change for the better in 2020.

Tony Cole, Anthony Cole Training Group

Technology has forever changed the landscape for banking and transacting across all financial services. Technology has also dramatically impacted the relationship between sales managers and their salespeople. Today, most communication is mobile, screen based, cryptic and distant. How does a sales leader bridge the technology gap and coach their sales team to success given these technology barriers and remote offices? How can they provide high touch coaching in this high-tech world?

The challenge we face is how to leverage technology to be additive but not so controlling that it is destructive. In the world of financial services, search engines allow prospects to explore products and become knowledgeable. This can save bankers time they had formerly spent in educating those new to the product and it can also lend credibility and be additive.

Similarly, data from technology resources such as CRMs, is valuable for a sales manager to inspect and identify the choke points in their relationship manager’s sales process. But technology is not the answer to the remaining keys to coaching such as demonstrating and role-playing sales skills and developing action plans for improvement.

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Ray Adler, BTI Growth Advisors

Referred to as “red ocean” sales opportunities, traditional COIs refer bankers to deals where typically three to six other banks are bidding for the business. These deals are often marginally profitable due to heavy competition. The best time to begin to develop a relationship with a prospective commercial customer is when they don’t need financing or aren’t looking to switch banks (Referred to as blue ocean sales opportunities). In this Webinar, learn how blue ocean sales strategies can help your commercial bankers close business with stronger margins and fee income.

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Nick Miller, Clarity Advantage
Want to save your small to medium-sized clients from a one-in-four chance of disaster? Even worse, a disaster that they believe will never happen to them? Worse still, a disaster that could put them out of business? Then we need to talk about cash flow and fraud.

This webinar, presented by Nick Miller, president of Clarity Advantage and business relationship development expert, will focus on cash flow discussions and red flags for fraud vulnerability, with a focus on poor internal controls on cash flow, and the counsel you should share with every one of your clients until they are all fully protected. He will also share steps that financial pros can recommend to their clients to keep themselves safe.

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Ned Miller, MZ Bierly
Hosted by banking industry sales expert, Ned Miller, this webinar will key in on which factors differentiate successful prospectors from less adept ones. Drawing on over 20 years of banking experience, Miller will help you assess your prospecting acumen and prioritize each day’s prospecting tasks.

He will then build upon this momentum to show webinar participants how to leverage their prospecting network by integrating industry expertise into their prospecting process.

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Mary Beth Sullivan, Capital Performance Group

With economic and competitive pressures building, bank management teams are now focused on a short list of critical strategies as we near 2020. Some of these strategies are defensive: fortifying the balance sheet/capital position to withstand a sudden deterioration in the economic environment; cost/efficiency improvements to hedge against margin compression. Others are offensive: expanding through M&A; de novo expansion into new, higher growth markets. In this Webinar, we’ll consider the key strategies being executed by top performing banks as they seek to grow, maintain or even improve margins, and strengthen their competitive positions. And we’ll explain why more banks are placing more of the burden for growth and profitability on the commercial banking team – and how top performing teams are responding.

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Jack Hubbard, St. Meyer & Hubbard
Join Jack Hubbard, Chief Experience Officer of St. Meyer & Hubbard for an energetic and practical view of what to consider before taking the On-boarding plunge. Business owners today have more choices than ever before. When they select your organization, you want to keep them as clients for the long haul. That requires more than hope – you need a strategy.

This new and different level of connectivity and intimacy is especially critical in the first year of that partnership. To help create that deeper level of connection, many financial service firms have turned to On-boarding. Some have invested in automation technologies that promise to mitigate the costly issues that delay go-live dates and erode customer satisfaction. Technology is only half the answer. A great process involves people too.

This Webinar includes a case study of how one company has maximized referrals, optimized cross solving and put millions in the pipeline with a systematic On-boarding process.

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