Sales Related Content

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

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

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

Digital Revolution: 14 Tips to Increase Sales With Technology

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

How to be a Persuasive Communicator During the Sales Process

Ibby Smith Stofer

Whether you are talking or writing via email, text or instant messaging, the tone of your communication and use of persuasive tools is fundamental to the sales process. You’re communicating even when you don’t think you are. The truth is... read more

Eight Tips for Success: Help Your Company Break Into the Monitor 100

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

Proving Your Value & Gaining Trust: Six Tips for Landing Vendors

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

Bunny Hunting a Bear: Why Do Leasing Sales People Fail?

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

Sales Tips from a World Series Hero: Mastering Fundamentals, Perseverance and Practice

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

Record, Review and Improve the Sales Process

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

Make vs. Take: Labeling Leads, Creating Strategies & Seeing Results

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

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Terry Mulreany
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