Tag Archive for: Sales

Events

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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 at nloppnow@wisbank.com or 608-441-1259 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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GSB – Sales and Marketing School

Bank marketing has undergone radical changes in the past several decades and the financial services sales process has experienced a similar transformation. Both have been influenced by one thing more than any other — the customer’s behavior. Because the customer is more knowledgeable, has more tools at their disposal and is in greater control, marketing and sales must collaborate more effectively than ever before if the bank expects to sustain long term growth and profitability.

There are schools and conferences focused on marketing. Others target sales. GSB’s innovative School of Sales and Marketing integrates these two vital disciplines into one practical, dynamic week. Designed by bankers and those with in depth knowledge of our industry, this program pinpoints key marketing and sales activities from the customer experience and branding to prospecting, sales management and the ROI of marketing and sales action plans.

Students experience a blend of lecture, small group discussions and breakout sessions. The Sales and Marketing School also accomplishes what no others can. Marketing associates leave with a Marketing Planning Template for the coming year. Sales colleagues create an individualized Sales Plan that combines high level strategies and key tactics to generate record results. These plans are created with the help of faculty mentors who work in the evening with small groups of students to integrate what has been learned that day. This learning to life approach burns in knowledge and helps the student retain competencies for the long haul.

The faculty is comprised of best in class bankers and consultants — experts who bring time tested ideas to the table implemented by community banks, regional players and money center organizations. Networking with other bankers from around the world creates a lifetime of new relationships and the information exchanged from both faculty and students is second to none.

What You’ll Gain

  • An overview of the business of banking and how sound sales and marketing strategies directly impact the bank’s bottom line
  • A clear understanding of how marketing and sales can synergize for the benefit of the bank, the customer and the marketplace
  • An objective view of sales and marketing technologies and how they enable success
  • How social, digital, mobile integrate through the sales and marketing process
  • Making delivery channels such as the branch, the call center and the RM more efficient and effective
  • Why team selling and account-based marketing are no longer luxuries
  • A greater sense of content marketing, big data and analytics combine to help the bank target the right opportunities
  • Key ways to find and touch prospects without cold calling
  • How marketing can partner with business banking through tailored collateral, sponsorships, seminars, webinars and speed networking
  • Leading the sales process through tools, routines and accountabilities

Who Should Attend

Veteran marketing/sales officers as well as those newly promoted or new to banking will benefit from this powerful program. Community bank CEOs, regional sales managers, retail managers, and business banking professionals also gain a better understanding of the marketing and sales synergies needed to be competitive.

When: September 25–29, 2023

Enrollment Deadline: August 25, 2023

Program Fee: $2,725

*Multi-Student Discount* GSB encourages banks to send more than one person to the school so the sales and marketing professionals can work together to enhance relationship growth and company performance through a unified effort focused on the customer. If your bank chooses to send multiple students, you will receive a rebate of $350 per additional registration — that’s essentially a free registration fee for second and subsequent registrations, and will be paid at the conclusion of the school in the form of a rebate.

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8 Keys to Teller Excellence

The goal of every financial institution is to develop tellers who acquire the necessary skills to proficiently deal with customers, utilize loss prevention techniques and put a harmonious touch into every transaction. Whether the teller is new or a veteran, there is an opportunity during this webinar to learn tips and techniques that will make them more efficient, confident, and prepared to tackle their daily responsibilities.

As the first person seen by most customers, the teller fills a critical role in brand and reputation reinforcement. Plus, knowing what to say to unhappy depositors is as important to the job of a teller as is accuracy in handling large sums of cash.

Being able to use finesse when handling sticky situations and being capable of following procedures when processing transactions are examples of the high expectations that come with this job.

The Eight Keys to Teller Excellence webinar is designed to develop alert, capable tellers who can minimize losses, follow explicit instructions, and provide quality customer service.

What You’ll Learn

  • Professional Maturity
  • Manage Your Image
  • Follow Procedure
  • Scrutinize Transactions
  • Minimize Cons and Scams
  • Provide Extraordinary Service
  • Ace Cross-Selling
  • Master the Balancing Act

Who Should Attend
Tellers, Head Tellers, Teller Supervisors, and Trainers would all benefit from this webinar.

Presenter

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
    • 12 Months OnDemand Playback + CD + $140
    • Additional Live Access + $75 per person
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The Triple Play of Supervisor Communication: O3s, Feedback, Coaching

Every supervisor can get a hit when they commit to practicing three communication techniques: one-on-ones, feedback, and coaching. Ask any employee what they want more of from their supervisor and you will hear, “more one-on-one time, more feedback, and more coaching.” Likewise, ask any supervisor what they want more of and you will hear, “more time to get my work done.” How can a supervisor find the time to give employees what they want?

This workshop is designed to instill the importance of O3s, providing feedback, and coaching while working it into an already busy schedule. Planning for this time on the front end will yield better results and higher productivity. Getting started can be challenging and consistency is crucial.

What You’ll Learn

  • Recognize the “silver bullet” value of one-on-one meetings
  • Share best practices for scheduling
  • Differentiate between “affirming” and “for improvement” feedback
  • Discover the top two coaching skills
  • Gain confidence with suggested frameworks and dialogue starters
  • Participate in practice conversations with peers

Who Should Attend
This workshop is for any supervisor who wants to get a big return on their investment of time. From the executive suite to the frontline, anyone with management responsibilities can win the world series of employee development through O3s, feedback, and coaching.

Presenter
Karen Butcher is a former teacher, Mary Kay Sales Director, and trainer whose career journey led her to leave the corporate world to train and coach women and men who want to elevate their leadership skills, lead productive teams, and achieve their goals. Butcher is a Certified Bank Training Professional who earned her credential in 2016. She is a Senior Training Consultant for Interaction Training and travels the country facilitating bank supervisor training. Attendees appreciate her hands-on approach to offering tools to coach and lead teams.

In addition, Butcher works with Leadership Kentucky as the program coordinator for BRIGHT Kentucky, a new program for young professionals in the 54 counties of the Appalachian Regional Commission.

Butcher’s passion for people is evident and she knows what is required to become a leader who people want to follow. She believes it’s time for a new leadership philosophy where leaders hold themselves and their teams accountable and let go of outdated practices.

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
    • 12 Months OnDemand Playback + CD + $140
    • Additional Live Access + $75 per person
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WBA/ABA Building Customer Relationships

Building Customer Relationships guides students through the strategies for earning customer loyalty, value-added sales and marketing, and creating and maintaining strong bank customer and partner relationships. It builds the critical relationship management skills so essential to successful banking careers.

Audience: Anyone who needs an introduction to banking, whether just starting a career or a more experienced professional from a different industry.

Price: $215

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WBA/ABA Building Customer Relationships

Building Customer Relationships guides students through the strategies for earning customer loyalty, value-added sales and marketing, and creating and maintaining strong bank customer and partner relationships. It builds the critical relationship management skills so essential to successful banking careers.

Audience: Anyone who needs an introduction to banking, whether just starting a career or a more experienced professional from a different industry.

Price: $215

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WBA/ABA Building Customer Relationships

Building Customer Relationships guides students through the strategies for earning customer loyalty, value-added sales and marketing, and creating and maintaining strong bank customer and partner relationships. It builds the critical relationship management skills so essential to successful banking careers.

Audience: Anyone who needs an introduction to banking, whether just starting a career or a more experienced professional from a different industry.

Price: $215

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questions@wisbank.com

608-441-1200

4721 S Biltmore Ln.
Madison, WI 53718

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