Sales/ Marketing

Greasing the Wheel: Your CEO Wants to Differentiate, But How?

In retail, they say the customer is always right, but how is that idea being translated into other industries? Is your company actively seeking out customer feedback or encouraging its leadership to sit in on discussions with current or potential clients? If not, you may be missing out on key customer priorities or making costly mistakes. Consultant Kim Proctor looks at some common customer experience pitfalls and offers advice on how to create a happier clientele.... read more

Greasing the Wheel: The Late Majority: How Social Media Can Help the Equipment Finance Industry

Equipment financing is more likely to bring to mind construction equipment and tractors than Instagram. But MMedia’s Yoshi Mua points out that equipment financers and lessors are missing out when they don’t take advantage of the relationships they can build with their customers on social media.... read more

Prospecting with Gusto: Engaging the Right People in Real Time

Just the thought of prospecting inspires dread in many salespeople, but Linda Kester says it doesn’t have to be that way. She provides five tips that will get your sales team excited about creating new opportunities.... read more

The Five Traits of an MVP: How All-Stars Maximize Their Value

Determining the present value of equipment is common in our industry, but measuring your own value isn’t always that easy. Linda Kester explores the five traits of MVPs and demonstrates how these employees elevate their entire team.... read more

Leveraging Elements of Orderly Process and Traditional Auction: Blended Sales in Commercial & Industrial Dispositions

Equipment appraisals typically assume an orderly liquidation value, which is rarely realized in the auctions that result from a distressed situation. Tiger Group’s Jeff Tanenbaum suggests a blended approach and provides two case studies demonstrating the benefits of a multi-phase liquidation process.... read more

Preventative Maintenance for Sales Reps: Keep Your Team Running Like a Well-Oiled Machine

Everyone knows how important preventative maintenance can be for a piece of equipment. The same rules apply to salespeople. Chasing after more volume without regularly scheduled checkups will eventually lead to burnout. Linda Kester shares the top five reasons salespeople stall and provides tips to keep them cruising in a higher gear.... read more

Bad Boss? Five Tips to Help You Cope

Working for a bad boss can turn a dream job into a nightmare. Drawing from her own experience, Linda Kester shares five tips sales reps can use to stay professional and focused despite the influence of a bad sales manager.... read more

Thriving on Inconsistent Income: Finance Tips for the Commissioned Sales Person

Even top salespeople can run into trouble if they don’t know how to effectively manage their finances, and many can fall into the trap of living from commission check to commission check. Linda Kester shares the story of a coaching client who turned his financial life around after learning how to approach spending and saving from a place of strength.... read more

After the Sale: How to Achieve a Return on Existing Lessees

The day a deal closes is the end of the line for many sales people, but Linda Kester warns this can be a mistake. She provides several ways for sales reps to build their relationships with clients after the sale to ensure satisfaction and repeat business for years to come.... read more

Credit vs. Sales: The Battle for Approvals

Linda Kester explores the interplay between sales and credit departments. Taking a lesson from her own early experiences as a salesperson, she discusses common misconceptions the departments have about each other and shares methods for creating the synergy essential for success.... read more

Improving the Odds: How to Ramp Up Quickly as a Sales Rep

Starting a new sales job isn’t always easy — for sales reps or their employers. Linda Kester provides six tips and expert advice from an executive recruiter to ensure a new employee’s successful assimilation into a company’s culture.... read more

Throw Out the Script: How to Win Over Gatekeepers & Achieve Results

Scripted sales calls are painful for the sales rep and the prospect. Linda Kester hates them too and offers a better solution. By setting an objective, actively listening and asking questions, salespeople can say goodbye to their scripts and hello to success.... read more

From Average Joe to Sergio: How to Become a Master of Sales

Sergio Garcia recently won the 2017 Masters Golf Tournament after 18 years without winning a major tournament. Linda Kester uses his experience as a lesson for sales people to achieve the volume of their dreams.... read more

Vuja De: Sales Tips from George Carlin

If there’s one thing a salesperson puts off, it’s prospecting. Taking an idea from comedian George Carlin, Linda Kester encourages reps to take a vuja de approach to making those dreaded calls — by striking an attitude they’ve never experienced before.... read more

Accelerate Your Success: 5 Tips From Top Sales Books

Linda Kester shares five favorite sales tips from recently published books that will help salespeople land meetings with prospects and improve their outlook. Her suggestions also will assist managers who wish to improve their sales team and company culture.... read more

View Latest Digital Edition

Terry Mulreany
Subscriptions: 800 708 9373 x130
terry.mulreany@monitordaily.com
Susie Angelucci
Advertising: 484.459.3016
susie.angelucci@monitordaily.com

View Latest Digital Edition

Visit our sister website for news, information, exclusive articles,
deal tables and more on the asset-based lending, factoring,
and restructuring industries.
www.abfjournal.com