I remember those sessions and still use the concepts especially the importance of defining and communicating our value prop! [Value Proposition] has become my nickname with folks here at ICBA!

Julie Hanson

Senior Vice President - ICBA

Hi Laurel. BankNewport is one step closer to a more robust CM offering. We had a consultant work with us and we have a wrap up meeting on Oct 31st to read and hear their findings. Between you, Ray, Betsy, and Dora, you provided me the foundation and knowledge to better understand this process!

Thank you,

Chris Sheehan

Senior Vice President - Manager - Business Banking at BankNewport

I hired Laurel to create a customized class to offer to our clients to assist them with selling cash management services. Laurel created a class that was exactly what we were looking for. Laurel has delivered this class several times with wonderful success. Laurel is an energetic, dynamic trainer that understands cash management services and how to teach selling value. I highly recommend Laurel.

Jill Capicchioni


I had the opportunity to attend a cash management sales training program developed, presented, and facilitated by Laurel. She quickly made a diverse group feel comfortable in the training session which led to productive sessions. Her knowledge of the cash management products and the sales techniques best employed were insightful and informative. I have incorporated what I learned in my sales process with success.

Douglas Whitney

Vice President, Eastern Bank

Laurel was referred to us by FIS, our core processing provider, and created Treasury Management sales training from scratch. She pushed me to think outside the box and dig deeper than I normally would to create value-added proposals for my prospects. In addition to the great, innovative training she provided, Laurel is personable, collaborative, and all-around great to work with

Sarah E. Grooms, CTP

Group Vice President - WinTrust Financial

Laurel – Just so you know, I still to this day use about 75% of the material you had in that cash management class so many years ago.

– Jerimy

Jerimy Saldivar

Electronic Services Manager at Whatcom Educational Credit Union-WECU®

The group work was very helpful in developing new ideas and new thoughts on Treasury Management Sales.  The class was great in helping me to rethink entirely my approach to sales.

Joshua Engel


Webster just completed a two day workshop seminar for Relationship Mangers, Business Development Officers and the Cash Management Sales Officers who work with them on how to ‘best’ sell Cash Management. What made this program successful was Turningpoint Communications’ focus on and tailoring of the program (with team leaders) to the ‘Webster Way’. Turningpoint Communications leveraged the many skilled resources in the room and delivered customized programming for Webster that was well received by my diverse sales and support team. The result of the program has been my engaging in deeper conversations with my team and better team dynamics. Only time will tell not if, but by how much the increased product, industry and sales approach knowledge they gained will result in improved revenues.

Laurance A. Selnick

Senior Vice President Commercial Banking Director, Treasury and Payment Solutions, Webster Bank

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