Mastering the art and science of equipment finance sales requires a balance of soft skills and strategic discipline. In a new series, industry veteran Scott Kiley shares insights from his 40-year career, offering practical advice on building strong customer relationships, crafting effective marketing plans and adopting a winning sales mindset.... read more
Jan/Feb 2025
Capital markets is a critical function for every independent and bank lessor. Hiring the right personnel for a capital markets group will result in funding stability, syndication fee income and diversified asset growth.... read more
Nov/Dec 2024
If you chose a career in equipment finance sales because you did not want to spend your days analyzing financial statements, Scott Kiley has news for you: your likelihood of success in sales is directly related to possession and use of strong credit skills.... read more
Sept/Oct 2024
As a leasing salesperson, knowledge of your products and pricing are just the beginning. To truly become an asset to customers, you must help solve their problems. Bill Bosco presents a hypothetical sales call that demonstrates how knowledge wins customers. ... read more
Jan/Feb 2024 2024
Robert Preville of KWIPPED urges financing providers to consistently promote financing options at every point of sale to both capture market share and increase sales success. ... read more
Vol. 48 No. 3 2021
Joe Franco has been selling software since the 1990s. He explores how the process has changed over the years and explains why the industry must move beyond the concept of disruption, standardize technology and leave legacy systems in the history books. ... read more
May/June 2020
Although most organizations are using cloud technology in some form, COVID-19 hit many companies hard when they discovered how much data was inaccessible when every employee was suddenly working from home. Sean Scampton explains why cloud-first intelligent workplaces are needed to adjust to the new normal.... read more
May/June 2020
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
March/April 2019
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
January/February 2019
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
November/December 2018
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
September/October 2018
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
September/October 2018
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
July/August 2018
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
May/June 2018
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
March/April 2018