Optimism Alert: The Opportunity in the Chaos

Apparently, we’re supposed to write about the virus subsiding only to re-emerge worse in a few months and repeat that cycle indefinitely until we are all trading sugar and toilet paper in the alleys of our new barter economy. While not understating the seriousness or importance of our current precautions and challenges, the world is […]

Your prospects are just not that into you.

From Private Equity to Community Banking, the biggest problem in driving new originations and revenues may not be what you think it is. Most industry participants point to a ‘lack of awareness’ of their brand in the minds of their prospects as being the biggest obstacle to growth. Well, you’re right and a little wrong […]

The “Gorilla” Math Problem of Commercial Finance Growth

[vc_row][vc_column][vc_column_text]Isn’t it fun to be growing again!?! Leaders in the commercial finance business are positioning themselves to take new ground, expand into new asset classes or markets and grow the sales staff. But be careful Houston, you might have a problem. Throwing people at a growth initiative can get it done. Man it’s expensive though. […]

The essential guide to trade show success #equipmentfinance #marketing

It’s trade show season and many of you have already been or are headed to Vegas, Dallas, DC, Atlanta or more this year. And while these shows can be a great way to drive some business…we find most of you wonder or outright question if you can get more return for your investment in these […]

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 […]

Commercial Finance Websites: 10 things you just gotta have down

What should a commercial finance website be? You must think it should be a boring piece of online sales collateral that has no chance of helping you do much of anything. And after reviewing hundreds of your websites, we must say if that’s what you’re after…great work. But on the off chance that that is […]

What do Commercial Finance businesses spend on marketing?

A quick google search of how to establish a marketing budget and you’ll hear a host of pundits tell you anywhere from 2-5% of revenue. Clearly they don’t know the commercial finance business. After years of working with smaller independents, huge commercial finance companies and the wholesale division of big banks, there is no formula […]

Helping your sales team have better sales conversations.

The new phrase, and one that is likely to stick, is sales enablement. The question is what is your company doing to enable your salesforce to have better, more effective sales conversations? The answer for most commercial finance businesses is…drumroll…nothing. Not that it was ever a great idea, but the days of just hiring salespeople […]

Why targeting the “middle market” can be sales & marketing disaster.

Provocative title, but a not-so-easy topic. Why? Because most of you originating in this space are generalists in a general category of poorly defined businesses. What is middle market? $10-$500MM, $50-$500MM, $100MM-$1B, 100 employees to 1000 employees? The National Center for the Middle Market (our friends at GE and Ohio State) define the space as […]