From transactional to transformational sales in commercial banking with The Modern Banker’s Jack Hubbard

In the third episode of our commercial banking takeover, Jack Hubbard of The Modern Banker joins guest host Alex Jimenez to talk about modernizing the commercial banking sales playbook. From trust-based selling and power questions to effective second meetings and blended outreach strategies, this episode is a masterclass in how to sell through conversation, not pressure.

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-> Backbase

-> Alex Jimenez

-> Jack Hubbard

-> The Modern Banker

Timestamps

(00:00) – Welcome to the “Banking Reinvented” commercial banking takeover

(00:57) – Timeless principles that banks accidentally ignore

(04:55) – The evolving role of commercial relationship managers

(08:56) – The mindset shift required to meet modern buyer expectations

(15:46) – The importance of trust-based selling

(21:53) – Factors that kill sales momentum

(25:00) – Using LinkedIn to land meetings

(29:50) – Successfully coaching your teams for success

(33:38) – Mastering hybrid selling models

(37:03) – Old-school habits that work (and others that don’t)

(39:32) – Jack’s advice for the new generation of bankers

(40:44) – Jack’s key takeaway

(41:03) – Episode wrap-up