What #sales organizations say to #marketing (in a picture)
What do sales materials and banana peels have in common? #sales # marketing
They both go in the trash. Even the best sales support materials in the world end up in the famous round file that goes to the dump. Ok, recycling center for you eco-nuts. Despite this fact, every company pumps relatively good money into the creation, print (ugh) and execution of these materials. Why? You’re on […]
An easy marketing, appointment setting and deal making idea.
This is the easiest way grab some attention, get a sales meeting and start selling. This recently published information offers info on the trends of rent v. own of construction equipment. As you can see if you are renting 4-wd Artic Wheel Loaders you are wasting money compared to ownership. So use this data, start […]
How the good ole “benefits of leasing” may be hurting more than helping. #equipmentfinance
100% Financing Preservation of capital Maximize cash flows Tax Benefits A hedge against technological obsolescence “Hedge against technological obsolescence.” In the interest of full disclosure, one of my first jobs in the business was in technology leasing. I used that phrase in front of the CFO and CIO of a household name parent of well-known […]
#equipmentfinance: Using these Twitter accounts book more meetings with vendors. Yes Twitter…it works.
@Equipmentwatch: Great resource for free stats and trends on heavy equipment data. @LiftandAccess: Lift and Access features in-depth coverage of products, technologies and trends for the crane, telehandler and aerial lift owner and buyer. @HeavyEqArticles: Great aggregator of heavy equipment news @EquipmentToday: Construction-related news, resources and information to help you run your business and equipment […]
Vendor Finance Strategy Foundations—Can you really be a generalist?
Be honest, this generalist thing is really of more value to the end user small business than the dealer, right? The end user small business can benefit from your versatility by financing a skid steer from you today and a pack of laptops a few months from now. Cool. In most vendor shops this is […]
Don’t be just a deal doer. Lead a vendor finance business
It’s great to have a sales team of “deal machines”. But leadership of a vendor finance company is a different thing. It requires you to be bigger, look above the tree in front of you, forecast the direction of the wind and adjust the sails. It requires setting strategy, structure, a view on the competitive […]
Maybe the biggest sales and marketing mistake
Don’t define yourself or your company by what you sell, define it by what you believe? Do you sell asset based lending or believe you are enabling growth through acquisition? Are you selling equipment finance or do you believe that new equipment package will give a customer a chance to profitably win that road construction […]
Marketing the innovation age of ABL: 4 tips to consider
Unitranche, junior secured, second lien, trade finance, recurring revenue, deeper industry specialization and more are rising in popularity among ABL players. Clearly more and more asset based lenders are bringing unique solutions to market and evolving to be more than your father’s ABL. So how does the evolution affect go to market strategies? Whether you […]
Is there a crisis of poor sales management?
The final six coaches of March Madness are: John Calipari, Rick Pitino, Tom Izzo, Mike Krzyzewski, Mark Few, Bo Ryan. For those that don’t immediately get it, these guys represent a roll call of 6 of the 10 most successful coaches of the last decade or more, so as much as we talk about players…there’s […]