sales

The Road To Training The Best Sales Reps

February 26, 2017
Article by:

Sales Training

This article is from deBanked’s Jan/Feb 2017 magazine issue. To receive copies in print, SUBSCRIBE FREE Alternative-finance industry executives tend to agree on at least two basic rules for building a successful sales team: Hire people who know how to sell and never stop training them. Following the second rule requires knowledge and perseverance. The […]

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You Close The Sale Before The Sales Process Begins

January 22, 2016
Article by:

close a deal

YOU WRITE THE END OF THE STORY AT THE BEGINNING OF THE PROCESS As an adolescent, I had a dream of becoming an actor. There was no true purpose, direction or vision behind the dream, the dream was based mainly on the fact that I had seen a lot of A-list celebrities on television and […]

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Loan Brokers: Fight Back and Defend Your Brand

January 16, 2016
Article by:

I Love Haters

LIFE DOESN’T PLAY FAIR AND NEITHER DOES YOUR COMPETITORS Let’s face it, a big part of our job is customer service. As a direct funder or lender, or as a large or small brokerage, a big part of our job is to service our existing customers, partners, vendors and suppliers with the utmost integrity, efficiency […]

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Are You Weak, Or Are The Leads Weak?

January 13, 2016
Article by:

exhausted salesman

A LOOK BACK AT A CULT CLASSIC The 1992 film, Glengarry Glen Ross, is a cult classic and one of my favorite movies of all time, with excellent writing, storyline and acting work done on behalf of the stars. In my opinion, the best part of the film was the beginning, when Blake (played by […]

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Don’t Quit So Early: Sometimes The Merchant Just Needs More Time

December 4, 2015
Article by:

salesman

To this day, I still have no idea who The National Sales Executive Association is, such as what they do, where they’re located and how long they have been in existence (if they even exist at all). But a couple of years ago, I read a quote that was supposedly from this organization, that went […]

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Business Lending: Sell The Whole Solution

November 26, 2015
Article by:

full box of crayons

The year of 2015 went by rapidly, as it felt like yesterday that I was sitting back in my office chair, reading an article from the March/April 2015 edition of deBanked Magazine, composed by Ed McKinley, a man with nearly 40 years of journalism experience. McKinley began a discussion about a “year of the broker,” […]

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Are Your Sales Methods Wimpy?

August 24, 2015
Article by:

popeye face

Do you remember Wimpy? Some of you probably don’t but those who do remember Wimpy, remember him as being a silent scam artist who promised the famous phrase, “I will gladly pay you Tuesday for a Hamburger today.” He never adhered to that promise. I never ascribed cartoons to real life but we can learn […]

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The Myth of the Exclusive Lead

May 14, 2015
Article by:

fishing for leads

The Small Business financing space is getting crowded. There’s no disputing that. With new ISOs and Direct Funders appearing each day, this space is getting tighter and tighter. With a finite number of small businesses that are receptive to a certain type of loan instrument, competition can be fierce. Both existing and new funders are […]

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Why Your Deal Got Stolen

September 16, 2014
Article by:

my deal got stolen

Back in April, I presented the idea of trigger leads coming to the alternative lending industry. In subsequent discussions about that blog post, many folks particularly in merchant cash advance questioned whether such a concept could possibly exist or would even be legal. For those not familiar, this is the methodology behind trigger leads using […]

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Merchant Cash Advance Hits Shark Tank

October 26, 2013
Article by:

shark tank

If you missed Friday night’s episode of Shark Tank, you absolutely must catch a rerun of it. Jason Reddish and Val Pinkhasov came on the show to pitch their merchant cash advance company, Total Merchant Resources. It was one of the best few minutes in merchant cash advance history for several reasons: Mark Cuban, the […]

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