The Sales Leader's Guide to Extreme Ownership (Transform Your B2B Results)
🐬 Join the Sprint Club: https://www.strategysprints.com ⚡️ Receive our newsletter: https://thesalesshow.beehiiv.com/ 💎 The Investing Show Newsletter: https://theinvestingshow.beehiiv.com/ I'm on your website right now...' This one sentence turns cold prospects into warm conversations in seconds. Jonathan Frank's 5-person team uses it to close equipment financing deals—plus the UC filing hack that reveals who's ready to buy. Jonathan Frank (VP of Sales, Alliance Funding Group) reveals the exact prospecting process, multi-channel outreach strategy, and weekly accountability system that drives consistent equipment financing sales through active hunting, not waiting. THE PHILOSOPHY SHIFT: "Hunting vs. farming. We don't wait for inbound leads. We proactively find prospects using data and past success metrics to target ideal clients." THE UC FILING HACK: Public financing documents reveal companies actively financing equipment. Analyze these filings to identify: Companies with similar financing activity Growth pattern indicators Active CapEx spending Replicable winning strategies PROSPECTING TECH STACK: ZoomInfo: Contact data extraction UC Filings: Public financing document analysis LinkedIn: Regular posting for visibility and connection building BUSINESS MODEL: Alliance Funding Group = privately owned direct lender specializing in equipment financing and working capital for businesses with CapEx plans. Competitive, consultative solutions for long-term partnerships. Perfect for sales leaders, VPs of Sales, B2B sales teams, equipment financing professionals, and founders building proactive outbound sales systems with small teams. Chapter Markers: 00:36 About AFG - Direct lender for equipment financing and working capital solutions 01:27 Sales Team Structure - 5-person team with proactive "hunting" approach 02:15 Data-Driven Targeting - Use past success metrics to find ideal clients in specific industries 02:45 Replicating Success - Analyze UC filings to find companies with similar financing patterns 03:04 ZoomInfo for Prospecting - Primary tool for contact data and lead research 03:30 UC Filings Strategy - Review public financing documents to identify active prospects 04:00 LinkedIn Presence - Regular posting to showcase offerings and build visibility 04:43 Multi-Channel Outreach - Phone, email, and LinkedIn messages combined 05:15 Data Gathering Approach - Collect direct lines, mobile numbers, and emails 05:45 Patiently Persistent - Frequent but respectful follow-ups without being pushy 06:11 First Contact Testing - "I'm on your website right now" creates human connection 06:45 Curiosity-Based Opening - Move from cold to warm quickly with natural hooks 07:38 News-Based Hooks - Reference CapEx announcements or company expansions 08:15 Credibility Through Research - Mention public financing activity from filings 08:45 Direct and Consultative - Keep tone professional, move quickly to value proposition 09:00 Cash-Paying Companies - Position financing as liquidity preservation strategy 09:30 Strategic Growth Tool - Finance CapEx instead of draining cash reserves 11:00 Sales Meeting Structure Discussion - Shift to team management best practices 12:00 Weekly Meeting Cadence - Monday goal setting, Friday performance reports 12:30 Monday Submissions - Reps send weekly goals and target metrics 13:00 Friday Reports - What achieved, what missed, and why 13:15 Team Review Meeting - Identify common issues and themes across team 13:30 Individual Coaching - 1:1 follow-ups for personalized improvement 13:45 Accountability Focus - Trackable metrics and continuous improvement culture 🐬 Join the Sprint Club: https://www.strategysprints.com ⚡️ Free Tools: https://www.strategysprints.com/tools CONNECT WITH ME 🐦 X: https://x.com/simonseverino 👋 LinkedIn: https://at.linkedin.com/in/simonseverino 🎉 Free Community: strategysprints.com ACCELERATE YOUR SALES 🐬 Business Coaching: https://www.strategysprints.com 🌴 Sales Show: https://www.youtube.com/@simonseverinosales 💪 Investing Show: https://www.youtube.com/@InvestingShow SIMON SEVERINO Simon Severino is the CEO of Strategy Sprints. He has created +2B in additional sales for his clients over the last 21 years. As an advisor who became CEO, he had to learn the importance of working ON the business more than IN it. Now, he shares his proven templates with high-ticket entrepreneurs. They reclaim 14 hours per week using the Strategy Sprints™ Method and enjoy sales that soar. Author of "Strategy Sprints", Podcast Host Ranking Top 2,5%, TEDx speaker, Forbes contributor, Triathlete. Has appeared on over 1300 podcasts. When he is not supercharging sales, you'll find him swimming, biking, running and tricking his 3 kids into outdoor activities so they can't escape his annoying shrinky questions.
