10 Equipment Dealership Tips for Working Smarter

2018 has so far been a breakthrough year. Our commercial sales training program has had more telephone calls in the last two months from…

4 Tips for Optimizing Inventory Listings

There’s a reason Equipment Trader is the leading online marketplace for buying and selling equipment. Well, actually, there are a few reasons. Today…

The Trade Show Paradox

The scene of your typical trade show is pretty well known, but it also demonstrates a compelling and complicated paradox that we don’t always…

How to Gain Endless Referrals!

As we dive deeper into the process of gaining referrals, I want to mention a saying that I live by: “In a bad system, even a great salesperson will most likely fail…

Generating Leads Through Content Development

Personable relationships and attention-grabbing campaigns are certainly effective and lead to a great deal of sales. However, these are only two parts of a strategic, connection-generating trifecta. What is…

Leverage

Webster’s Dictionary defines leverage as “a mechanical advantage gained by the use of a lever.” Applying that definition to dealerships, leverage is a sales advantage gained by creating and exerting influence over…

9 Steps to Equipment Dealership Success

I get calls on a regular basis from new commercial sales consultants and most have the same question, “What is the quickest way to grow my sales volume?” My answer to that question is always the same…

Listing Your Equipment Price Matters

We can’t quite figure out why some dealers don’t include pricing in their online listings. Consumers are much more likely to become hard leads and actual buyers if they can get more information about a product…

What is Multi-Click Attribution and How Can It Benefit Your Business?

There’s a growing concept in sales that is changing how we think about online advertising: “multi-click attribution.” Traditionally, credit for a sale is given to…

The Sphere of Influence

For years, researchers and trainers have been trying to discover why some salespeople are so successful. Some have tried to prove sales skills are the key reason while others say it is the ability to prospect.  Numerous other factors…