Published Articles

Published Articles

  • How to Speak When the Stakes Are High
    “Crucial conversation,” may be defined as conversation which occurs when people are emotionally charged, and where decisions are made which can take… …more
  • Leading Versus Managing in the 21st Century
    Managing is “running a tight ship;” leadership is “inspiring the crew.” Good managers excel at functional tasks; leaders excel at motivating and developing people. Managers get paid to do both tasks. Exceptional managers… …more
  • The Three T’s to Success
    There are too many items to focus on in today’s world, with the economy in the dumps, the regulators looking for issues, and the possibility of additional regulations on banks and financial service companies. All of these… …more
  • How to Hire the Best Salespeople
    There are two items I hear repeatedly from bankers every day of the week. “Do you know any good loan officers and how can you help us get more deposits?” In this article I am going to dis­cuss how to find and hire the best people… …more
  • How to Succeed in Selling
    Sales calls start in your office. This is where a substantial amount of your preparation will take place. As an example, consider the efforts of a chef. In order to create an award-winning masterpiece meat, a chef typically… …more
  • One on One Executive Coaching
    Executive coaching in the United States has become an estimated one billion dollar business, according to an article in the Harvard Business Review. It comes as no surprise that banks are now “cashing in” on this… …more
  • Advantages of Outsourcing
    Banks traditionally are big proponents of outsourcing. Many functions that are commonly outsourced include: Web site development/hosting, janitorial services, security services, courier services, legal serv… …more
  • How to Succeed Now
    Regardless of the media hype about the economic downturn, the best is yet to come. This is the year to jump away from the pack and move ahead. Stay passionate about the opportunities that are out there and do… …more
  • Secrets to Improving Your Listening Skills
    People may claim that they are good listeners, but are they really? Only a small percentage of people truly listen to what is being spoken. Some may listen about 50 percent of the time and during the remaining… …more
  • Professional Visitors vs Successful Salespeople
    If you had to divide your sales people into two groups, how many of them would be considered Professional Visitors and how many are Successful Salespeople?… …more
  • Everyone Sells
    Cross selling is one of the least expensive methods to Increase revenue. All of the marketing and advertising activities in the world are no replacement for… …more

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    Dale Connell, VP Branch Manager
    Riverview Community Bank, White Salmon, Washington