Economic Recovery Sales & Marketing: Originating through the U

Samsung made significant investments into R&D during the steepest part of the financial crisis decline. The result: they moved their brand value from 31st ranked in the world to 6th following the crisis. Amazon made investments in something called ‘Prime Video’ and ‘Fire TV’ in early 2009. The companies that were thinking about opportunity when […]

Growing Originations with Fallen Angels

For the last several years, we’ve heard our customers complain about commoditization, too much liquidity chasing deals, pressure on margins, and other aspects of the same old song we hear upon the approach to the peak of each cycle. Guess what? We are no longer at the peak of a cycle. Now we shuffle to […]

Finding growth in Vendor Finance

Some insights and VERY important stats about how vendors evaluate lenders. And why Stevie? Because it’s Friday and we’re dancing!

Vendor Finance Strategy Foundations—$25,000 of consulting work for you…for free!

A real business development model is one that keeps the business coming in though all phases of the business cycle. It is never reliant on a group of sales “personalities”. It leverages the experience, talents and responsibilities of credit, doc, asset and even legal. It uses marketing to consistently feed the sales team so they spend more time selling and less time hunting. It has a tried and true sales process that enables the talents of the individual but promotes a consistent winning strategy. It attracts senior talent AND new, young talent–enabling success, promotion and new ideas. And most importantly, it is massively differentiating in a market full of “me too” sounding vendor finance companies.

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 […]