A highly focused compilation of articles on Sales Culture. Articles may come from The RMA Journal, The Commercial Lending Newsletter, or RMA’s publication, Credit Considerations.
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Table of Contents
The Coach Approach: Reinvigorate Your Resource Managers, Hubbard, Erin, The RMA Journal, v95n9, 34-37, 4 pages Jun 2013.
From the Edge Learning the Art of Negotiation, Springfield, Claude H. The RMA Journal, v94n9, 36-37, 2 pages Jun 2012.
Selling Commercial Loans: Some Best Practices, Bemiller, Tracy S. The RMA Journal, v94n7, 22-26, 5 pages Apr 2012.
Gain Competitive Advantage with a Strong Support Infrastructure, Berdiev, Dima Neil, The RMA Journal, v94n5, 26-29, 4 pages Feb 2012.
Airing Out Revenue Projections Letting the Wind Out of Sales Forecasts, Strischek, Dev, The RMA Journal, v93n3, 40-45, 5 pages Nov 2010.
Presentainment Your Questions Answered, Hubbard, Jack, The RMA Journal, v90n4, 68-71, 4 pages Dec 2007/Jan 2008.
Presenting With Your Best Strategies in Mind, Hubbard, Jack, The RMA Journal, v90n3, 68-71, 4 pages Nov 2007.
Presentationment... the Fine Art of Catching, Not Pitching, Hubbard, Jack, The RMA Journal, v90n2, 68-70, 3 pages Oct 2007.
Networthing... the Fine Art of Giving It Away, Hubbard, Jack, The RMA Journal, v89n9, 78-79, 2 pages, June 2007.
A "Trusted Advisor" Approach to Prospecting A Systematic Way to Reach Prospects (Part 2), Hubbard, Jack, The RMA Journal, v89n7, 98-99, 2 pages, Apr 2007.
Presenting Your Offer to Win the Deal, Doeringer, Carol, The RMA Journal, v89n6, 54-57, 4 pages, Mar 2007.
A "Trusted Advistor" Approach to Prospecting: How One Bank Integrates Prospecting with Value (Part 1), Hubbard, Jack, The RMA Journal, v89n5, 94-95, 2 pages, Feb 2007.
Telephone Skills That Get Results: Part 3 of 3, Hubbard, Jack, The RMA Journal, v89n4, 104-105, 2 pages Dec 2006.
Injecting Coaching into the Sales Culture's DNA: Part 2, Hubbard, Jack, The RMA Journal, v89n3, 94-95, 2 pages Nov 2006.