Tag Archives: Sales

What is the price or cost of easy?

Guest Post by Tim Thiel, Account Executive–North Region   If all outcomes are the same then easiest is best. But if the outcomes are different, what is the price you are willing to pay for easy? Fifteen years ago, a typical home improvement salesman left a house with not just a credit application but a […]

Sales strength: the role of conviction

In the last post on sales strength, I asserted that strong salespeople project a confidence supported by expertise.  There isn’t anything unusual in that claim.  Who doesn’t believe that expertise breeds sales confidence? But there’s a second important form of product confidence: conviction.  The strong salesperson has the conviction – the steadfast belief – that their product […]

Sales strength: confidence needed

When you walk into a room full of salespeople, what do you smell?  (Besides the level of cleanliness, which is roughly proportional to the sales ticket size.) Fear. Along with being loquacious, assertive, and energetic, a surprising number of salespeople are afraid.  This fear manifests itself in subtle ways.  While on the surface the salesperson is confident, […]

What does it mean to be professional?

With the winter Olympics just past, I’m reminded of the difference between professional and amateur.  Many of us are old enough to remember the 1970s and 1980s controversy over whether to allow professional athletes to participate in the Games.  For many, the defining (and culminating) moment of the controversy was when the United States basketball […]

Trade-offs are everywhere

Most of the time, we think of the world and our lives as a linear path.  I was born and then all this stuff happened to me in sequence until I arrived at typing this blog post.  For example, this is what my life would look like if that were reality: But that’s a really […]

Free Soda: Is Easiest Always Best?

Guest Post by Tim Thiel, Account Executive–North Region. Recently, I had the pleasure of presenting Medallion Bank’s no cost/no fee Home Improvement Lending program to a group of contractors through one of our manufacturer relationships. Before I got started, I offered a cold soda to the audience members. In the conference room were two simple […]

What’s Your Specialty?

Finding your niche in a vast home improvement market is easier said than done. It requires experience above all else to determine what you do best—better than the rest of the competition. Once you have a solid understanding of your specialty in your market, consider how well you advertise it to potential customers. Maybe your […]

Salesperson incentives and promotional financing

In the last few years, the percentage of contractors relying on promotional finance options seems to have increased significantly.  We haven’t done a study, but we recall the good ol’ days when promotional options were exactly that: promotional (and infrequent).  However, times were difficult during the recession and sales were hard to come by.  This […]

Constructive Tension

One of my favorite elements of the Medallion Bank work culture is the concept of “constructive tension”.  Constructive tension is about designing the organizational structure in order to regularly have employees pulling against each other.  At first blush, this sounds counter-intuitive.  Isn’t that like having two oarsmen in a boat pulling in opposite directions? To […]

The Pros and Cons of Business Blogging

To some, businesses shouldn’t be blogging. It’s a waste of time, just like social media and other online marketing ventures. To others (like us), it’s a fantastic way to reach out to your audience and connect with them. As with most marketing decisions, there are pros and cons. It’s up to you to determine if […]