Laurel Egan Kenny, MSCM, MBA, founder, president and CEO of Turningpoint Communications, a treasury management industry-focused marketing communications and business development firm that promotes clients’ best practices and thought leadership and engages clients’ customers and centers of influence in dynamic and unexpected ways, recently held a treasury management sales training course at the South Shore Chamber of Commerce in Rockland entitled, “Moving from Salesperson to Trusted Advisor: Treasury Management Sales Training for the Financial Services Professional.” This event marked the first time Turningpoint offered this training in the Boston area.

“Moving from Salesperson to Trusted Advisor,” in its 10th year, is a highly interactive, relationship-focused business development training seminar that arms treasury management sales professionals with the tools and techniques they need to sell more. Attendees learn the key to selling treasury management solutions is to differentiate themselves from the competition by selling themselves as trusted advisors and experts, selling solutions to their customers’ business challenges, and by quantifying a value proposition. Supporting learning objectives, individual and team interactivities include concept reinforcing team exercises, an active listening role play exercise, internal business partner relationship management, as well as a case study analysis and proposal presentation, including calculating a value proposition. Since its original development 10 years ago, over 2,000 bankers from community-focused financial services institutions from all across the country have successfully completed this dynamic course. Treasury management sales professionals from Needham Bank, The Provident, Bristol County Savings Bank in Massachusetts and COCC (Connecticut Online Computer Center) in Connecticut participated in the course.

“Many treasury management sales professionals are highly experienced and skilled salespeople, but selling treasury management solutions requires sophisticated and unique skills sets which may be different than those of other bankers,” Egan Kenny said. “Earning the trust and consulting with commercial clients and prospects on the efficiencies, risk management, cost savings and productivity that can be realized through successful implementation of treasury management solutions can make all the difference. Treasury management solutions can revolutionize a client’s operations and provide peace of mind for business leaders in their collection and disbursement of funds for services rendered. This course helps treasury management professionals transition from salesperson to trusted advisor, transform commercial clients’ operations and build out or deepen highly profitable ongoing fee-based (non-interest-based) revenue streams which have the potential to drive deeper profitability for banks,” she added.

Steve Sherman, an attendee representing Bristol County Savings Bank, said, “Laurel brings her body of knowledge of treasury management business development best practices and experience acting as a trusted advisor to this class for the benefit of attendees.” Zach Bibaud of The Provident Bank added, “The course was fun and interactive. It was a pleasure to connect with treasury management sales professionals from the area and to understand their challenges and successes.”

“We were thrilled to bring this training to Boston-area bankers, and look forward to delivering the course again in the Boston area on June 29-30, as well as in Columbus, OH, on June 13-14; in Dallas, TX, on November 9-10; and in Chicago, IL, and Pittsburgh, PA, this fall,” Egan Kenny added.

About Turningpoint Communications

In its 10th year, Turningpoint Communications is a national marketing and business development support firm focused on financial services, high-tech, retail, academia, healthcare, and membership organizations. Turningpoint offers industry-specific programming and deliverables that get results by promoting their clients’ thought leadership, best practices and client engagement.

Turningpoint Communications was founded by Laurel Egan Kenny, MSCM, MBA, in 2007 after 13 years of building and leading marketing and sales teams for two large, global Fortune 100 financial services firms in wealth and treasury management divisions. Laurel built and grew the commercial Global Solutions Division’s marketing and business development servicing discipline at Sovereign Bancorp (now Santander) and, as a founding member of a corporate entrepreneurial wealth management division at State Street, she served as a member of a business development and relationship management team that grew assets under administration from $0 to $150 billion in two years. Laurel presents nationally on cash and treasury management-related topics, as well as on marketing and business development practices, including social media and thought leadership.

For more information about Turningpoint Communications, please visit www.turningpointcommunications.com.