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.
- Align and focus the bank’s resources for greater business development productivity.
- Empower commercial lenders and relationship managers to work smarter, not harder.
- Develop new “non-traditional” sources of quality referrals and warm introductions.
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