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 […]

3 reasons you guys are all big chickens

The great ones have the courage to totally break what they just did really well just for the chance of doing something truly great. Let’s face it, this is not most of you. Many people have built pretty good companies from originating business essentially the same way they did 10, 15 even 20 years ago. […]

The Marketing Implications of the GE Capital Divestiture

Wow. Not entirely unexpected as GE has been systematically shrinking GE Capital for a number of years, but wow. We will leave up to debate whether US government regulation has essentially ended the most successful commercial finance company in history for others to bounce around, but wow. Over the next 2 bloodletting years while others […]

Growing portfolio acquisitions and syndication activity

It is definitely not lost on us how profitable a great syndicator or single portfolio acquisition can be. Our principal spent years working larger syndicated deals before becoming a marketing strategist extraordinaire.  And although the commercial finance business is a big community, often you’ll find the same players working with each other deal after deal. […]

Selling to the F&I Manager: Top 5 needs

Debt is back baby! Money is chasing equipment deals like crazy which means equipment dealers are getting inundated with calls from funding sources. All you vendor folks are banging away and fighting like crazy to grab a bigger piece of each vendor’s funding puzzle or establish new relationships in an environment where almost everyone sounds […]

4 critical steps to making email marketing work for your business.

There are many different ways to do this, but we believe there are 4 essential fundamentals you really need to have down. Content is almost everything Regularly sending promotional stuff will not help you very much. But producing information rich content that the decision maker comes to find regular interest in, derive insights from, pose […]

What do financial decision makers pay attention to?

Every few years we work with a research firm we love to ask financial decision makers what types of messages connect with them and where they find those messages. Upon asking more than 1400 financial decision makers in our 2015 research to rank the most favored ways to really connect with them. The envelope please…. […]

Ignoring data is keeping you from hitting origination goals.

Spend time on data, increases enterprise wide sales and marketing efficiency. Common sense, right? Nope. 33% of our new clients in the Commercial Finance space cannot easily produce a simple database of targets for email, direct mail, etc. 43%: The average invalid contact data percentage of a database we start working with 60% of our […]

Marketing ideas for end of finance term renewals…

Fill the top of the funnel.  We spend just huge time there in the equipment finance business.  But how big is the hole in the bucket?  You know, the existing customers that have a deal expiring and end up doing the refinance with a competitor. These guys already know you and have bought something from […]