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 […]

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 […]

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 […]

Strategies to compete against cash

CLICK HERE TO LEARN MORE ABOUT INDUSTRY VERTICAL BEST PRACTICES In a recent messaging blueprint session with a new client, we had a long discussion about their competition in the marketplace. The client spent the significant majority of the time talking about “Somebody” Bank or “Soandso” capital.  But little mention of their largest competitor by […]