Pipeline Builder Series: Red Ocean vs Blue Ocean Marketing Strategies


Referred to as “red ocean” sales opportunities, traditional COIs refer bankers to deals where typically three to six other banks are bidding for the business. These deals are often marginally profitable due to heavy competition. The best time to begin to develop a relationship with a prospective commercial customer is when they don’t need financing or aren’t looking to switch banks (referred to as blue ocean sales opportunities). In this webinar, learn how blue ocean sales strategies can help commercial bankers close business with stronger margins and fee income.


Learning Objectives:

  • Align and focus the bank’s resources for greater business development productivity
  • Empower commercial lenders and relationship managers to work smarter, not harder
  • Develop new “non-traditional” sources of quality referrals and warm introductions


Ray Adler
Founder, President, & CEO
BTI Growth Advisors
For the past 18 years, Ray Adler has successfully guided over 100 high-performing community, business, and regional banks to improve the sales performance of their lenders and RMs. As founder, president, and CEO of San Diego-based BTI Growth Advisors, Ray and his team have created impressive quantitative and qualitative results for banks through the firm’s consulting, coaching, and training services, all of which focus on bank sales culture development.

WiBinar Fees

Pricing For Price Season Pass
Bank Member $195 $0
Bank Nonmember $249 $0
Affiliate Member $195 $0
Affiliate Nonmember $249 $0

Season Pass Members receive 4 individual logins to every WiBinar:

This WiBinar is ideal for:

Business Development Officer, Commercial Loan Officer, Junior Loan Officer, Branch Manager


Click here to register online