Article Archive — Sales/Marketing
Attention Sales Managers: Nine Tips to Enrichment
Great sales managers are just like salespeople ... hard to come by. Linda Kester offers nine tips for any sales manager seeking to empower and enrich his or her staff.
Read more...
Lead Through Adversity: How to Succeed in Today’s Economy — Guaranteed
What adversity are you facing? Your ability to handle this adversity is one of the most robust predictors of your personal growth, future contributions and happiness in life. Organizations that develop their capacity to handle adversity improve morale, performance and profitability. Here, Joe Calhoon lists six ways to lead through adversity and keep climbing your mountains.
Read more...
Salespeople Are the First-Line Underwriters for Your Organization
In this time of decreasing liquidity, higher credit standards and a heightened sensitivity to credit exposure with certain industries and credits are a top priority. Fifth Third’s Scott Kiley sees 2009 as a time when folks get back to the basics.
Read more...
Analyzing Old Themes, and Developing Equipment Lease Market Forces
This past year started out in a blaze of glory with plenty of equipment lease and loan products to buy, and an abundant supply of cheap and easy money from many reputable sources. My, how things can change in one year.
Read more...
For Middle-Market Lessors, It’s All About Differentiation (And Sometimes Price)
Today’s middle-market leasing sector reveals a very competitive environment where success depends on maintaining high market visibility and crafting long-term relationships. Monitor’s Christopher Moraff asked two national sales managers who concentrate on this sector what it takes to succeed in spite of the obstacles.
Read more...
Turn Prospects Into Clients: Using ‘Deal Winning Points’ to Close Equipment Leasing Transactions
Fifth Third Leasing’s Scott Kiley shares practical and realistic tips for every stage in the process of closing an equipment leasing transaction. This article concludes the series, which began in 2006, with the fourth point: Preparing and offering proposals to prospects.
Read more...
The New Science of Sales Force Productivity
The data, tools, and analytics that companies are increasingly using to improve their sales forces will not only help top performers shine, but they will also help drive sales force laggards to the middle of the curve.
Read more...
