“Why do I need you?” The wording may be different each time the question is asked, but it translates to a clear request for an explanation of value. That the question is being asked by our banking colleagues is an... read more
June 2019
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
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
What happens when your sure-thing prospect falls off the radar? Linda Kester provides nine tips for leasing salespeople to bounce back when a prospect goes dark. ... read more
Sep/Oct 2014