John Dinkel Interviews Matthew Cohen, Regional Manager - M&T Bank

Matthew Cohen is a Senior Vice President and Baltimore Regional Manager for M&T Bank. Matthew has worked for M&T Bank for 18 years serving in various roles throughout the Baltimore region, with a primary focus within the Business Banking Division. In his current role, he works with a team of 13 bankers to serve business clients with revenues less than $25 million. His team helps clients and prospects achieve their business and personal goals.

Matthew is also a member of the Mt. Washington Pediatric Hospital Foundation Board, where he serves as a past chair and a member of the investment, programming and nominating committee.

Matthew is a graduate of Syracuse University with a dual degree in Finance and Accounting, and has made his home in Baltimore since graduation. Currently Matt resides in Baltimore County with his wife and two children and spends his free time on the golf course, running and spending time with his family.

John Dinkel is the Founder & CEO of Dinkel Business Development., a business development strategic advisory based in Baltimore City. DBD, LLC helps companies with business development planning, training & execution, relationship marketing lead generation, content strategy & creation as well as company-wide BD culture planning. Before starting DBD, LLC., John was the president and publisher of the Baltimore Business Journal (BBJ) for 11 years and VP of Sales for 5 years.

John has over 25 years of experience in business development, sales leadership and operations, and has worked in sales leadership roles at numerous organizations around the Mid-Atlantic. John also serves as an advisor for Truvelop, a local HR technology startup based in Baltimore City. He is also the host of iHeart Radio’s (Baltimore) CEO’s You Should Know weekly podcast.

John strongly believes in giving back to the community and is a board member of Business Volunteers Maryland. He is a member of the President’s Advisory Council for Stevenson University and the Greater Baltimore Committee. He was also appointed to the Bay Restoration Fund Advisory Committee by Governor Larry Hogan in 2017. John resides in Columbia, Maryland with his wife Nuala.

Connect with Matt and John on LinkedIn

Interview questions:

Q1: Please take a couple of minutes to tell us about M&T Bank, your role there and your background

Q2: What has been your greatest strategy around the growth of your commercial banking division at M&T?

Q3: What are your three inhibitors to growth?

Q4: What’s more important to a company’s growth…inbound or outbound lead generation

Q5: How important is relationship building in today’s sales environment?

Q6: How do you identify the ideal customer profile?

Q7: In your opinion, how do you align sales and marketing?

Q8: Are you leveraging your entire team to promote growth?

Q9: What’s one thing you’ve learned recently about sales/marketing that has impacted your growth positively?

Q10: What technology are you using to enhance your inbound and outbound lead generation?

Q11: What do you feel has been your number one technique of getting in new business?

M&T Bank is a multi-state community-focused bank serving New York, Maryland, New Jersey, Pennsylvania, Delaware, Connecticut, Virginia, West Virginia and Washington, D.C. Founded in 1856, the company provides banking, investment, insurance and mortgage financial services to more than 3.6 million consumer, business and government clients.