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 […]

5 tips: Using rental’s record year to sell more equipment finance

Recent news about the venture capital investment at record levels, private equity “dry powder” at record levels AND the equipment rental business being on the verge of a record year is a really good sign for the equipment finance business. As rental booms it demonstrates an increasing need for the use of capital equipment. If […]

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 […]

Marketing to private equity

Let’s face it, having a few great private equity firms in your stable of lending relationships is beyond fantastic. In fact, many of the larger ABL players are originating half of their business or more from sponsors and really carries the load for them. And this trend is likely to increase with private equity coming […]

Creating value vs. quoting on stuff

We just finished a case study driven marketing campaign and it felt a little like tooth extraction. No, it wasn’t getting client consent or approval that was the problem, it was pulling the story out of our beloved commercial finance salespeople. Let me explain. Our process starts with a conference call where we pull the […]