Growing Banner Bank's Mid-market Pipeline | 34% more qualified opportunities

What was the goal?

Banner Bank, a regional player competing against industry titans like Chase and Wells Fargo, aimed to uncover and capitalize on commercial credit opportunities that larger banks might overlook. The goal was for Commercial Relationship Managers to effectively expand their portfolios by targeting potential clients in need of equipment finance, construction loans, and commercial real estate loans.

Challenge

Banner Bank faced formidable challenges in a highly competitive banking environment marked by economic uncertainty and elevated interest rates, reminiscent of the difficulties seen in 2008-2009. With new commercial credit origination at an all-time low, the bank needed innovative strategies to outmaneuver global competitors and navigate a tough economic landscape.

Solution

Velocita Partners devised a comprehensive strategy utilizing LinkedIn® Sales Navigator. This plan involved training Commercial Relationship Managers to identify and map potential accounts within their territories and pinpoint viable connections to those accounts. Furthermore, Velocita developed processes for identifying and engaging new referral Centers of Influence (COIs)—key professionals like attorneys, accountants, and commercial real estate brokers who share Banner Bank's customer base. The training included tactics for maintaining ongoing engagement with these COIs to build relationships that yield consistent referrals, giving Banner Bank a competitive edge.

Results

This yielded impressive results. On average, Commercial Relationship Managers targeting mid-market companies achieved a 44% increase in COI partners within their territories. This led to a 79% surge in referrals and a 34% increase in the qualified pipeline, significantly enhancing their commercial lending opportunities.

Velocita Partners gives us the competitive edge we need to win. Our commercial teams are uncovering connections our competitors don't know exist with their LinkedIn® Sales Navigator services. — Geoff Spencer, Associate Vice President

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Conclusion

Despite stringent underwriting standards, rising interest rates, and an uncertain economic outlook, Banner Bank's Commercial Relationship Managers significantly enhanced their ability to generate a qualified pipeline. This success was largely due to their increased engagement with centers of influence and the productivity gains from automated workflows and processes facilitated by Velocita Partners. This case study underscores Velocita Partners' expertise in leveraging LinkedIn Sales Navigator to drive substantial business results.

For organizations seeking to replicate Banner Bank's success and navigate competitive and challenging markets, book a call with us to discuss if LinkedIn® Sales Navigator configuration and training could fit your go-to-market motion.

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How to Get Started

Go from insights to impact in four easy steps.

Book a call

Delve deep into your current GTM and get actionable insights tailored to your unique situation. As we wrap up, we address the crucial question: Are we the right fit for each other?

Choose your engagement

We're about crafting the perfect engagement to optimize for your desired outcomes. Whether it's the strategic continuity of a fractional retainer, the focused intensity of a scoped project, or the impactful knowledge transfer of a one-time training, we'll work together to ensure maximum impact.

Finalize agreements

We structure the terms and set clear expectations for both sides at the outset. This lays a solid foundation for a partnership designed to accelerate your growth.

Kickoff

Once everything is finalized, we schedule our kickoff to set the foundation for success from day one. We initiate our partnerships with an in-person meeting to foster the relationship. These can be conducted virtually if preferred.

Let’s talk

Some questions

If you have any questions that aren't answered here, don't hesitate to reach out.

How much does it cost to work with you?

Our fractional engagements are $3,000 per month with a simple month-to-month agreement. Scoped projects can vary based on the types of deliverables and the timeline. Please book a time here or reach out to contact@velocitapartners.com to discuss your project further.

What is the duration of a typical fractional engagement?

Typically, a fractional engagement ranges from 90 to 180 days; however, it can be a year or longer depending on your desired outcomes. Every fractional engagement is structured to deliver tangible impact as quickly as possible and has the flexibility of month-to-month agreements.

What are your terms for ending a fractional engagement?

Our fractional engagements are straightforward month-to-month agreements, requiring only a 30-day notice to conclude. We're committed to delivering value, and when you decide to end the engagement, we guarantee a seamless offboarding transition to ensure continuity.

Where can we see examples of your work?

Our website offers detailed case studies with work samples and an extensive collection of go-to-market resources and templates. If you have a specific request, please book a time here or message us at contact@velocitapartners.com.

How do you handle knowledge transfer and intellectual property?

We prioritize your success and are committed to transparency and collaboration. All work conducted during our engagement is meticulously documented and continuously transferred to your team. Upon offboarding, we ensure a comprehensive handover. Any intellectual property we produce on your behalf remains entirely yours.

How do you work with proprietary information?

We hold the safeguarding of your proprietary information as a top priority in every engagement. Beyond adhering to Non-disclosure Agreements, we employ stringent precautions to protect sensitive information. We're open to discussing and accommodating any specific measures you require during our initial consultation.