Archive for: Sales

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Elevate Your Presentation’s Impact By Boosting Your Moxie!

Learn practical tips to deliver more powerful business presentations or training sessions by projecting more confidence in the room and on camera.

Every presenter wants their audience to have a positive, memorable experience, yet most people who deliver business presentations or training sessions wish they felt more confident about their own performance and could increase audience engagement.

This 90-minute session will help you boost your presentation “moxie” to be more appealing to audiences of all types, including ways to hold their attention regardless of the topic. Includes toolkit with reusable templates and customizable presentation checklist.

What You’ll Learn

  • Discovery of presenter’s and audience member’s communication styles
  • Nuances of projected energy and influence occurring in presentations
  • How to plan in Audience Connection Points
  • World-class presentation/speaking dos and don’ts
  • What is moxie? Assess your current and desired level of presentation moxie
  • Create your own “pre-shot routine” to boost confidence prior to sessions

Who Should Attend
Trainers, managers, and others who deliver information as business presentations or training sessions to others, and those who would like their delivery style to appeal to various audience members, be more enjoyable, and have more impact will benefit from this course.

Instructor Bio
Heather Legge is a training specialist and certified executive coach, founder of Envision Success Inc, and author of Lead With Moxie. She is a senior training consultant for InterAction Training and is known for her presentation and delivery expertise.

Previously, she earned her master’s in business administration and spent over 15 years in multiple industries transforming organizational performance through business analysis, project management, training and employee development.

Legge is passionate about making a positive impact in her local community and far beyond. She is always engaged in several networking, professional, and philanthropic groups.

Registration Options

Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $279

  • Available Upgrades:
    • 12 Months OnDemand Playback + $110
    • 12 Months OnDemand Playback + CD + $140
    • Additional Live Access + $85 per person
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Manage Your Sales Pipeline So It Is Not a Pipe Dream

Can you trust that the opportunities in your sales team’s pipeline are real? The pipeline should be an accurate indicator of future revenue, but more often than not, it is nothing more than a wish list or a pipe dream.

As a sales leader, if you are frustrated by deals that are taking too long or never seem to close, you and your bank will benefit from proper pipeline management strategies.

Dan Fischer, sales development expert with Anthony Cole Training Group will lead this webinar helping sales leaders with sales management processes you can put in place to inspect and coach your sales team’s pipeline.

What You’ll Learn

  • The 4 stages of the pipeline: suspects, prospects, qualified and closeable — and what a quality pipeline should look like
  • The importance of a stage-based selling system with milestones on your pipeline reality check
  • Specific coaching strategies to help your bankers better qualify opportunities so they move through the pipeline more effectively

Who Should Attend
Line of business sales managers, leaders, area managers, sales execs and trainers will all benefit from this webinar.

Instructor Bio
Dan Fischer, sales development expert, has 28 years of financial sales and sales management experience working in the banking and insurance industries. During that time, he has developed a life-long passion for coaching along with an understanding of how to motivate salespeople. Using all the many tools and techniques from his past experience, Fischer is focused on helping salespeople and sales leaders become top quartile in their efforts.

When he is not at work, Fischer can usually be found with his wife of 33 years and family. Fischer’s “Why” gets him up every morning… “to inspire, motivate, and have a positive impact on people through my passion to help them achieve beyond what they imagined.”

For 27 years, Anthony Cole Training Group has been helping banks and other financial service organizations close their sales opportunity gap by helping them sell better, coach better and hire better. Our Mission: Grow People, Grow Organizations.

Registration Options
Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $179

Available Upgrades:

  • 12 Months OnDemand Playback + $70
  • 12 Months OnDemand Playback + CD + $100
  • Additional Live Access + $85 per person
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How to Build a Robust Security Training Program – Free Webinar

In this course, we’ll discuss the key elements in building a comprehensive and effective security awareness program, and help you start to understand what it means to build a security-first culture.

Security awareness training helps organizations prepare to defend against today’s most threatening cyberattacks. But if training — often viewed as the last line of defense — is truly impactful, then why do we still have so many breaches? One reason is because of the frequency with which these attacks are occurring. Social engineering and phishing attacks are on the rise.

Another reason is that not all security awareness programs are created equal. While leveraging a “one-size-fits-all” solution can work for maintaining compliance, is it really preparing your employees to take the right action when a phishing attempt sneaks into their inbox? With most people forgetting the majority of infrequent and insufficient training, how can security and risk management leaders ensure their security awareness program sticks?

What You’ll Learn

  • Adult Learning & Content Strategy
  • Security Awareness Topics
  • Phishing Simulations
  • Program Support

Who Should Attend
Everyone is welcome to this webinar as everyone should have a plan in place for security. Security Awareness Training is quickly becoming a mandatory part of everyone’s lives and we want to help keep everyone safe from online attacks.

Instructor Bio
John Trest is responsible for leading the development of Inspired eLearning’s award-winning library of Security Awareness and Compliance training content, from the engaging instructional design to the high-quality multimedia production. He has been a member of Inspired’s team since 2009 and has over 20 years of experience in creating and delivering eLearning courses for a broad variety of industries and subjects. He’s passionate about creating quality security awareness content that is both engaging and impactful.

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Risks (and Rewards) of Artificial Intelligence in Banking

There has been quite a lot in the news lately regarding the use of artificial intelligence, or AI, in the banking industry. But there is more to it than just AI — financial institutions are increasingly using algorithms and so-called “big data” in their operations. The benefits are obvious — more effective marketing, more efficient underwriting of credit, and just an overall sense of better knowing the customer.

But there are two sides to every coin; there are significant risks to using AI and nontraditional data when dealing with customers and prospects. The regulatory agencies (as well as Congress and the Administration) are keenly focused on these risks, and are looking very carefully at what the industry is doing. We have FinTechs to thank for many of these advancements, but they are not regulated the same way as traditional banks, thrifts, and credit unions, so usage of these exciting tools and strategies must monitored carefully.

What You’ll Learn

  • “Algorithmic discrimination” – what is this, and how can we monitor for it?
  • Digital redlining – offering your products in the digital world
  • The White House’s “Blueprint for an AI Bill of Rights”
  • The Facebook settlement – case study in digital advertising
  • Regulatory agency and FTC guidance on the issue – many to-dos and recommendations
  • Machine learning and related risks
  • AI Framework from the National Institute of Standards and Technology
  • FHA: algorithm-based tenant screening
  • Recent Automated Valuation Model (AVM) proposal – bias in the evaluation process
  • Joint statement on AI-based discrimination from CFPB, DOJ, FTC, and EEOC
  • Fintech-bank partnerships

Who Should Attend
This interactive session is appropriate for anyone in the institution involved in the marketing, management, and servicing of retail products. As these technologies are pervasive throughout the product lifecycle, most anyone, Board members included, will benefit from this information.

Presenter Bio
Carl Pry is a Certified Regulatory Compliance Manager (CRCM) and Certified Risk Professional (CRP) who is a Managing Director for Treliant Risk Advisors in Washington, D.C. Through his working career, as well as through his experience as a banking attorney and officer, he has provided a variety of regulatory compliance and financial performance services to financial institutions and other clients throughout the country. He has written extensively regarding consumer and commercial compliance, tax, audit, and financial institution legal issues, and is a frequent contributor to and currently serves on the Editorial Advisory Board for the ABA Bank Compliance magazine. He has spoken at scores of banking, compliance, and state bar associations, and has conducted training sessions for financial institutions across the country.

Continuing Education Credit Information
Risks (and Rewards) of Artificial Intelligence in Banking has been approved for 2.5 CRCM credits. This statement is not an endorsement of this program or its sponsor. Credits are redeemable for Live attendance only. For questions on certificates, please email support@oncourselearning.com. Certification holders must report these credits at https://aba.csod.com.

Registration Options
Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $279

  • Available Upgrades:
    • 12 Months OnDemand Playback + $110
    • 12 Months OnDemand Playback + CD + $140
    • Additional Live Access + $85 per person
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Creating Exceptional Customer Experiences

Elevate your customer service to the next level! Join our webinar and discover the secrets to creating memorable customer experiences every time.

This fast-paced, dynamic webinar is designed for financial institutions serious about taking customer service up a notch. We will equip you to raise the bar when it comes to getting employees on board and revved up, while delivering value and creating amazing experiences for your customers. Come learn how to wow your customers with genuine interest and care, while providing a meaningful, memorable experience each and every time.

Aimed at all frontline staff, teller supervisors, tellers, call center, customer service reps and branch managers, this program will allow participants to excel at creating a service experience that wows the customer.

What You’ll Learn

  • Being Authentic
  • The ingredients for a WOW
  • Creating an engaged employee
  • Training for engagement
  • Coaching and support
  • Engaging the customer from day one
  • Becoming a Solution Driven Institution
  • How to Increase Efficiency without Making the Customer Feel Rushed
  • Tips on Unexpected Extras that Wow the Customer
  • Creating a Culture of Excellence

Who Should Attend
Frontline staff, teller supervisors, tellers, call center, customer service reps, and branch managers will benefit from this information packed webinar.

Instructor Bio
Janice Branch has been a senior training consultant for InterAction Training for twenty years. She is a very seasoned presenter that has all the right stuff to wow her participants about the subject matter. Prior to joining InterAction Training, Branch was the Senior Manager of Training for Consolidated Communications where she managed, designed, coordinated and presented training programs for this multi-state telecommunications company with over 1000 employees.

Whether it is teaching how to coach, manage, lead, negotiate, service, sell or train at every level in an organization or if it is consulting on problem solving and servant leadership, Branch is the “go-to” person every bank wants to hear from. Participants appreciate her “been there, done that” humor along with her expert ability to facilitate learning.

Branch has obtained a Bachelor of Business Administration with a major in Management from Almeda University and is certified by the University of Houston in Leadership and Management. In addition, Branch has obtained trainer certifications from Achieve Global and Development Dimensions, Inc.

A native Texan, she enjoys many pursuits in addition to teaching and learning but none more than being a grandmother and tending to her ten acre home in Montgomery, Texas just north of Houston.

Registration Options

  • Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts – $279
  • Available Upgrades:
    • 12 Months OnDemand Playback + $110
    • 12 Months OnDemand Playback + Digital Download  + $140
    • Additional Live Access + $85 per person
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Motivate Your Bank Team from Good to Great

Are you ready to achieve remarkable results and take your bank team from good to great? Imagine the incredible impact you could make with just a 5–10% improvement in performance. In this webinar, we will provide you with a proven 3-step approach to help your producers focus their efforts and develop their expertise for their targeted markets. You’ll gain invaluable insights and practical strategies to help you cultivate a motivational mindset that will drive your team’s success.

Imagine the impact if you could improve the performance of your middle producers by just 5–10%. This webinar will help bank leaders and managers with the motivational mindset with a 3-step approach to help your producers focus their efforts and develop their expertise for their targeted markets. Using huddles and a coaching approach called “Where’s Walter,” bank managers will learn how to help your middle producers’ sales activities improve. This focus on improving the middle majority can make a huge impact on your group’s bottom line.

What You’ll Learn

  • How to sustain your bank business objectives of pursuing profit as well as volume
  • How to identify the Sales DNA needed to effectively position value and support negotiation skills
  • A consultative approach that will help lenders begin to “negotiate” the potential sale early in the process
  • How mastering these consultative strategies will eliminate prospect “think it overs” and bloated pipelines

Who Should Attend
Line of business leaders, managers, area leaders, trainers, and sales execs will benefit from this training.

Instructor Bio
Dan Fischer, sales development expert, has 28 years of financial sales and sales management experience working in the banking and insurance industries. During that time, he has developed a life-long passion for coaching along with an understanding of how to motivate salespeople. Using all the many tools and techniques from his past experience, Fischer is focused on helping salespeople and sales leaders become top quartile in their efforts. When he is not at work, Fischer can usually be found with his wife of 33 years and family. Fischer’s “Why” gets him up every morning… “to inspire, motivate and have a positive impact on people through my passion to help them achieve beyond what they imagined.”

For 27 years, Anthony Cole Training Group has been helping banks and other financial service organizations close their sales opportunity gap by helping them sell better, coach better and hire better. Our Mission: Grow People, Grow Organizations.

Registration Options

Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $179

  • Available Upgrades:
    • 12 Months OnDemand Playback + $70
    • 12 Months OnDemand Playback + CD + $100
    • Additional Live Access + $50 per person
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FLEX Retail & Marketing Summit

Join WBA and your fellow Retail, Sales, and Marketing peers from across Wisconsin for the gathering of the WBA FLEX Retail & Marketing Summit! The Summit will kickoff on November 15 at 9:30 a.m. and adjourn at Noon on November 16.

Bank Member Registration:

The registration fee is $350 for the first attendee. Additional attendees from your bank can register for $300/attendee.

Registration includes networking meals and breaks, general sessions, breakout sessions, and access to the conference mobile app. Day Two Only Registration is $100/per attendee. *To receive the published discount, you must register everyone at the same time.

Associate Member Registration:

Associate Members are encouraged to send their staff as well! The same registration fee is available to WBA Associate Members.

Interested in upgrading your presence? Register to be a conference sponsor to receive additional benefits and conference recognition!

This Conference is for your Retail Bankers, Sales/Marketing Bankers, and Financial Literacy Bankers.

Associate Member & Exhibitor Registration Information

WBA Associate Members can register to exhibit at the conference ($600/booth including 2 attendees; $250/additional booth attendee) or register as a non-exhibiting conference attendee ($350/attendee).

Visit the Information for Exhibitors/Sponsors page for more details on exhibit and sponsor opportunities! Please contact WBA’s Nick Loppnow for more information.

Non-members are welcome to register to exhibit at the conference at the non-member rates ($1,000/booth including 2 attendees; $250/additional booth attendee)

Interested in upgrading your presence? Register to be a conference sponsor to receive additional benefits and conference recognition!

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Breaking: Recent Bank Failures: What Does It Mean to Your Institution? FREE Webinar

Doubtless we’ve all heard by now of the sudden and unexpected closures of Silicon Valley Bank and others last week. You’ve also likely heard federal regulators announced plans to support depositors of the two banks and prop up consumer confidence in the banking industry. What exactly happened here? Are more bank failures expected? What were the actions the regulators took to guarantee the deposits of these banks’ customers?

In this short webinar, we’ll address the problems faced by Silicon Valley Bank and other recently failed banks, and anticipate questions your customers may be asking you. We’ll sort our way through what has happened and ensure you’re prepared with the right information to understand the present situation, as well as address concerns throughout the industry.

What You’ll Learn

  • What has happened so far?
  • Will it happen to other financial institutions?
  • Is the industry in trouble?
  • Regulatory and government responses
  • Impact on FDIC deposit insurance
  • New assessment fee
  • Communication and management
  • What to tell concerned customers
  • Future outlook

Who Should Attend
Anyone in the financial institution that would like an update on current events. Especially front-line personnel who may need to respond to questions from the public.

Instructor Bio
Carl Pry is a Certified Regulatory Compliance Manager (CRCM) and Certified Risk Professional (CRP) who is a Managing Director for Treliant Risk Advisors in Washington, D.C. Through his working career, as well as through his experience as a banking attorney and officer, he has provided a variety of regulatory compliance and financial performance services to financial institutions and other clients throughout the country. He has written extensively regarding consumer and commercial compliance, tax, audit, and financial institution legal issues, and is a frequent contributor to and currently serves on the Editorial Advisory Board for the ABA Bank Compliance magazine. He has spoken at scores of banking, compliance, and state bar associations, and has conducted training sessions for financial institutions across the country.

Registration 

  • Free

 

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How to Create an Engaged Workforce

The best organizations create enviable workplaces that lead to better profitability, higher productivity, increased customer loyalty, and more. These organizations create a culture of job satisfaction that results in higher employee engagement and lower unwanted attrition. Studies show, an employee’s relationship with their direct manager is the most important determinant to employee satisfaction; more than pay, benefits, perks, and work-life balance. In this workshop, you will learn simple actions for getting more employee engagement and have a renewed sense of commitment to build your own enviable workplace.

What You’ll Learn

  • Differentiate between job dissatisfaction and job misery
  • Explore the characteristics and impact on the organization of a disengaged employee
  • Discover a model of employee engagement
  • Evaluate what you are doing well and areas for improvement
  • Assess your employee’s needs with Gallup’s Q12
  • Work with your peers to design a plan for re-engaging employees
  • Renew your commitment to leading an engaged workforce

Who Should Attend
Supervisors who struggle with employee engagement or who are seeking fresh ideas to get the most from their team.

Presenter
Karen Butcher is a former teacher and Bank Training Director. She left the corporate world in 2018 to launch Karen Butcher Coaching and Training. Butcher is a Senior Training Consultant for Interaction Training and travels the country facilitating bank supervisor training. Attendees appreciate her direct teaching style and recommended tools to help coach and lead teams.

In addition, Butcher works with Leadership Kentucky as the program coordinator for both the BRIGHT and ELEVATE programs designed for young professionals across the Commonwealth of Kentucky. Butcher’s passion for people is evident and she knows what is required to become a leader who people want to follow. She believes her faith, courage, and compassion have produced the resilience needed to see her through the highs and lows of life.

Registration Options

  • Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts – $279
  • Available Upgrades:
    • 12 Months OnDemand Playback + $110
    • 12 Months OnDemand Playback + CD  + $140
    • Additional Live Access + $85 per person
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The Effective Selling System for Banking – A 4 Part Series

It’s a fact — the top 7% of lenders and relationship managers, the very best in banking, follow a consistent process for “selling” and bringing in new relationships. This system helps them to develop strong sales behaviors so that they become masterful at repeatedly prospecting, qualifying, asking engaging and relevant questions and bringing in new relationships.

Included Webinars

  • The Effective Selling System for Banking Part 1: Maximize the Initial Call
  • The Effective Selling System for Banking Part 2: Are They Really a Prospect?
  • The Effective Selling System for Banking Part 3: Gain Clarity & Commitment with Your Prospect
  • The Effective Selling System for Banking Part 4: Present to get a Decision

Series Details

The Effective Selling System for Banking Part 1: Maximize the Initial Call
February 17, 2023, 10:00 am CST
In order to maximize your first meeting with your prospect, you must have a compelling phone call and you must be different from every other banker they have met with. This webinar will teach you an approach to differentiate yourself.

What You’ll Learn

  • To break through with a compelling phone call
  • To best open the meeting and ask a series of strong qualifying questions
  • To uncover if they have compelling reasons to leave their current bank
  • To follow an effective sales system to improve your closing rate and field fewer “think it overs”

The Effective Selling System for Banking Part 2: Are They Really a Prospect?
March 1, 2023, 10:00 am CST
It is your job to find out if your prospect has the capacity to invest their time, money and resources to fix a problem or take advantage of an opportunity. This webinar will help lenders and relationship managers learn the art of knowing the right questions to ask, when to ask them, and how to listen to understand. These are skills that take practice.

What You’ll Learn

  • A series of qualifying questions to uncover if your prospect has the time, money, and resources to make a decision
  • How to uncover if a prospect really qualifies to do business with you and your bank
  • How to follow an effective sales system to improve your closing rate and field fewer “think it overs”

The Effective Selling System for Banking Part 3: Gain Clarity & Commitment with Your Prospect
March 17, 2023, 10:00 am CDT
Ever wonder why you did not get that new relationship when you thought you had done everything you could possibly do? Often, the mistake can be found at the commitment stage. You failed to get clarity on the decision-making process and timeline. This webinar will show you a better way to uncover this with your prospect.

What You’ll Learn

  • An approach to gain clarity on what is agreed to
  • How to get an agreement to make a decision at proposal time
  • How to follow an effective sales system to improve your closing rate and field fewer “think it overs”

The Effective Selling System for Banking Part 4: Present to get a Decision
March 24, 2023, 10:00 am CDT
Making a presentation does not always lead to a sale, but it should if we do the right things on the first, second, and third base of the sales process. This webinar will show you a way to improve the likelihood you will close the business when you get to the presentation table.

What You’ll Learn

  • Understand the specific steps to take in order to close more business as you present your solutions
  • Provide a scorecard to help you determine if you have thoroughly qualified the prospect to do business with you
  • How to follow an effective sales system to improve your closing rate and field fewer “think it overs”

Who Should Attend
Lenders, relationship managers, business bankers, new business development, sales managers, sales leaders, trainers.

Presenter
Dan Fischer, sales development expert, has 28 years of financial sales and sales management experience working in the banking and insurance industries. During that time, he has developed a life-long passion for coaching along with an understanding of how to motivate salespeople. Using all the many tools and techniques from his past experience, Fischer is focused on helping salespeople and sales leaders become top quartile in their efforts. When he is not at work, Fischer can usually be found with his wife of 33 years and family. Fischer’s “Why” gets him up every morning… “to inspire, motivate and have a positive impact on people through my passion to help them achieve beyond what they imagined.”

For 27 years, Anthony Cole Training Group has been helping banks and other financial service organizations close their sales opportunity gap by helping them sell better, coach better and hire better. Our Mission: Grow People, Grow Organizations.

Registration Option

  • Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts – $695
  • Available Upgrades:
    • 12 Months OnDemand Playback + $280
    • 12 Months OnDemand Playback + CD  + $400
    • Additional Live Access + $200 per person
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608-441-1200

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Madison, WI 53718

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