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
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
January/Feburary 2018
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
November/December 2017
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
September/October 2017
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
July/August 2017
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
January/February 2017
Have you ever wondered why two salespeople working for the same company can have completely different experiences? Linda Kester says this all comes down to attitude. A confident rep will attract customers, while those who focus on fear and resentment are more likely to make bad decisions. She offers tips to create self-confidence and build new customer relationships.... read more
November/December 2016
Technology has changed the game for everyone in equipment finance, including sales people. While the digital age has provided advancements, it has also ushered in an obsession with data. Linda Kester shares 14 tips that utilize technology to improve sales without getting lost in the CRM system.... read more
July/August 2016
Linda Kester offers eight tips to help leasing professionals increase sales and cultivate client relationships. If your company didn’t make it into this years’ Monitor 100, she promises that next year could be different.... read more
Monitor 100 2016
While the road map for generating volume has changed significantly thanks to technology, some sales techniques remain the same. Linda Kester shares six strategies for acquiring new vendors.... read more
May/June 2016
All potential leasing customers are not the same, which is why Linda Kester says labeling prospective accounts as a “make” or a “take” will help sales reps increase their volume. She explains the characteristics of each label and the best methods to transform these prospects into customers.... read more
November/December 2015
Linda Kester tackles the cold call, a task that many sales people dread. She shares methods to develop a daily prospecting habit — such as scheduling and accountability — and outlines ways to guard against distractions and eliminate excuses.... read more
September/October 2015
Linda P. Kester lists six essential questions that will facilitate smooth sailing in the never ending quest for success in sales. She says by taking action, visualizing success, thinking positive, setting goals and being persistent, salespeople can generate more volume and commission.... read more
July/August 2015