The Draft: What the NFL Draft shares with the success of sales teams
Jameis Winston, Marcus Mariota, Tim Couch, Akili Smith, Tom Brady, those Manning boys. With the NFL Draft upon us, it’s time for the prognostication and wild speculation as to whether the top prospects of teams will actually pan out. One thing is for sure, this is no exact science. No pedigree that forecasts success. But […]
Program Leasing: Why selling too much to the CFO is leaving money on the table
Many reps in the middle market and large corporate space covet the holy grail of relationships with the CFOs, Ts, ATs and maybe even a VP of Finance. And rightly so. A great relationship here can lead to great things and first crack at the biggest deals. But, be honest, how many times have you […]
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 […]