Equipment Trader

What Makes a Great Equipment Sales System?

In a previous lifetime, I was a high school football coach where I learned that you only win if you take a systematic approach to training, coaching, and playing. Those early experiences led me to a mantra that… Read More

10 Tips for Building the Best Equipment Dealership Team

I get phone-calls and emails almost weekly from new commercial equipment salespeople. Many of them are near the end of a three- or six-month draw against commission and are looking for answers on how to survive when their… Read More

Scrappy Marketing on a Budget: Establish Local Partnerships

In a highly competitive market, the struggle for exposure can be difficult and expensive, and sometimes your own resources aren’t available for a costly campaign blitz. This is why commercial dealership success requires a nimble-minded ability to think… Read More

Warming Up Our Cold Calls

As the Fall season begins, soon we will be feeling a chill in the air and warming up with heavy coats and cups of hot chocolate or coffee (possibly pumpkin-spiced). However, warming up your cold calls should be…

10 Tips for Creating an Ideal Sales Day

It can be easy to look at an Ideal Sales Day Schedule in a vacuum, and think that it’s easy. In fact, it takes a lot of work and strategic planning to consistently put together a string of ideal sales days that add up to…

Rethinking Leads: Why We Should Embrace Emerging Opportunities

Before online ads and targeted emails, and even before telemarketing and robocalls, sales often involved door-to-door salesmen and saleswomen traveling across the country, pitching to strangers. It was the coldest call imaginable, but also…

It Doesn’t Have to be Cold Out There!

I still get in heated discussions by commercial sales consultants who tell me they started their careers cold calling and…