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

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

March/April 2017

Linda Kester

Listening to James make a prospect call was like watching a bunny trying to hunt down a bear. He had no confidence. He gingerly asked questions and could not push past any resistance. He was happy to end a call.... read more

May 2016

In a Q&A with Ron Swoboda, Linda Kester captures the former baseball player’s thoughts on success and how to create a winning team. Swoboda offers useful advice for sales professionals, including mastering fundamentals and communication through perseverance and practice.... read more

January/February 2016

Linda Kester

This call may be monitored or recorded for quality purposes. We’ve heard that statement so many times that it just fades into the background. Did you ever wonder if anyone ever listens to those calls? To quote Adele, “Hello, it’s... read more

March 2016

The NAELB Leasing School added Monica Harper as marketing director. Former marketing director Linda Kester will continue as an instructor for the school. read more

MAR 1, 2016 - 2:17 pm