Summer often brings a natural slowdown in Treasury Management sales. Decision-makers are on vacation and prospects may postpone major conversations until fall. While the pace may feel frustrating, a quieter sales cycle creates something every busy sales team needs: time to prepare.
Instead of viewing summer as a lost season, use it to strengthen your pipeline and improve the quality of your CRM data. Begin by reviewing existing prospects. Are contact names, titles, email addresses, phone numbers, and company details still accurate? Are opportunities assigned to the correct stage? Are follow-up dates and notes current? Cleaning up these details may not feel like selling, but reliable information is the foundation of an effective sales process.
Next, revisit older leads and stalled opportunities. Some prospects were not ready when you first contacted them, but their needs may have changed. A business may have grown, changed leadership, experienced fraud, opened a new location, or become dissatisfied with its current financial institution. Review your previous notes and determine which prospects deserve another conversation.
Summer is also an excellent time to build targeted prospect lists. Identify businesses that match your ideal customer profile (ICP) and research their industries, payment activity, receivables processes, and likely Treasury Management needs. Add the appropriate decision-makers to your CRM, document what you know, and develop a thoughtful reason for reaching out. A focused message based on a likely business need will be far more effective than a generic sales email.
Finally, prepare your fall follow-up plan. Create call lists, schedule CRM tasks, draft outreach messages, and decide which prospects should receive the greatest attention. Coordinate with lenders and other referral partners to identify opportunities for joint calls and warm introductions.
Summer may be slower, but it does not have to be unproductive. The pipeline work you complete now can help your team enter the fall with better data, stronger prospects, and a clear plan for turning new conversations into deposits, fee income, and lasting relationships.
- Marci and Tim
Recent Blog Postings
Why Cross Training Between TM and Operations Matters
Treasury Management (TM) and Operations often work side by side - but in many community banks, they operate as separate worlds. TM focuses on selling and supporting services for business customers, while Operations manages processing, reconciliations, and back-office functions. Read more on the blog...
The Power of a Treasury Management Support Playbook
When a customer calls for help with a Treasury Management (TM) issue, they expect fast, accurate, and confident answers. Yet in many community banks, support processes live in people’s heads instead of in a shared resource. That approach works until the experienced staff member is out of the office or a new employee joins the team. Read more on the blog...
How TMClarity Can Help
Whether you're building a Treasury Management department from the ground up or looking to improve an established program, TMClarity and Malzahn Strategic offer training, coaching, consulting, and peer networking designed specifically for community banks.
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Rocket Launch Treasury Management Newsletter
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TMClarity Treasury Management Framework
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To learn more about any of these solutions, contact us or visit TMClarity.com.
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In this month's paid membership section directly from the TMClarity Framework, we go deep on Business Development: Selling the Value of ACH Origination. If you are a paid Launch Pad member, login using the links in the box below.
