Concord, MA, October 05, 2011 --(PR.com
)-- Banks can increase both customer profitability and loyalty by achieving trusted advisor status with their business customers, says business banking specialist and Clarity Advantage President Nick Miller.
Miller, along with RBC Bank Executive Vice President Ginger Siegel and Pinnacle Financial Partners Senior Vice President Chip Higgins, will address this opportunity in a briefing entitled The Road from Commercial Relationship Manager to Trusted Advisor: Is it Worth the Journey? Offered by the American Bankers Association, the ninety-minute briefing is scheduled for October 13, 2011 and will focus on research around trusted advisor relationships, the journey to trusted advisor status, and tools and checklists bankers can use to measure progress toward achieving this status.
“In this briefing, we’ll talk about the decisions that senior bank leaders must address to develop more trusted advisor relationships with their small and medium-sized business clients,” says Miller. “Our research and others’ findings suggest banks can earn significantly better client satisfaction, retention, revenue, deposit balances, loan outstandings, and referrals through a series of decisions, beginning with strategy and including value proposition, sales process, infrastructure, recruiting, and better execution of relationship management.”
To learn more about and register for The Road from Commercial Relationship Manager to Trusted Advisor: Is it Worth the Journey? go to http://www.aba.com/teleweb/tb101311a.htm.
About Clarity Advantage: Consulting and bank sales training firm Clarity Advantage helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees. Clarity consulting, communications, sales tools and training help banks recruit and deploy sales team members, choose their best business and consumer prospects and clients, then approach, engage, sell, expand, and retain relationships. Clarity also assists banks with consumer sales and cash management sales. Clarity clients have posted increases in household penetration, cross-sells, deposit volume, and loan volume. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business selling and sales management.