Need to learn from the ground up have no background in lead generation, ect.
If it is about lead generation then go to the source where the assets are made. Then study the buyers to develop your ICP.
This should be done in person, so you get to know the reality at the point of close. You can then offer your services to the dealerships selling the assets you can finance.
Happy to help you get started with asset-backed lending prospecting. Here's what I'd recommend:
Immediate next steps:
Look for coaches who've actually closed ABL deals (not generic sales trainers). Check their LinkedIn for proof of portfolio companies or deal experience.
Join niche communities like the Commercial Finance Association or Secured Finance Network - they often have mentorship programs and you'll learn the language faster.
For true ground-up learning:
Start by shadowing ABL brokers or lenders if possible - even virtually. The prospecting playbook is very different from traditional lending.
Focus on one vertical first (manufacturing, distributors, or transportation are good starts) - you'll learn faster than spreading thin.
Tactical resources:
Dave Kurlan's "Baseline Selling" is hands-on for financial services
Look for coaches who teach ABL-specific pain points: working capital crunches, seasonal inventory needs, acquisition financing
The key is finding someone who understands ABL buyers are CFOs and business owners facing specific cash flow problems - not consumers shopping rates. Your prospecting needs to speak to those pain points from day one.
Happy to discuss your specific situation if you want to book a call.
Oui — voici des coachs & experts reconnus qui peuvent t’aider concrètement à développer ta prospection clients dans le secteur financier (spécialement prêts adossés à des actifs), avec un focus terrain + résultats, pas de théorie.
🧠 Recommandations de coachs spécialisés en vente & prospection B2B
📌 1. Chet Holmes International (Consultants & formateurs)
👉 Focus : commercial B2B, prospection efficace, pipeline structuré
Méthodologie concrète de prospection multicanale (cold calls, cold emails, rendez-vous)
Formation centrée sur le raccourcissement du cycle de vente
Très forte expérience avec produits / services complexes (finance, crédit, B2B)
Pourquoi c’est intéressant pour toi
Approche orientée résultats
Scripts de prospection prêts à l’emploi
Coaching individuel possible
👉 Idéal si tu veux convertir plus de prospects qualifiés.
🎯 2. Marc Wayshak – The Sales Strategist
👉 Stratégies de vente terrain, structuration de pitch & closing
Prospection : réseaux froids et chauds, LinkedIn, appels
Outils pratiques (cadences, templates, playbooks)
Ce qu’il apporte
✅ Techniques pour augmenter les conversions dès le premier contact
✅ Approche axée sur l’intelligence commerciale
✅ Coaching 1-on-1 possible
🎯 Recommandé si tu veux une approche axée résultats et accélération immédiate.
💼 3. Jill Konrath – Sales Acceleration Expert
👉 Spécialiste des ventes complexes et cycles longs
Prospection pour services / solutions à forte valeur
Focus sur la création de valeur pour le client
Pourquoi c’est pertinent
Méthodes pour capter l’attention des prospects B2B
Techniques pour structurer un pipeline solide
Approche adaptée aux services financiers complexes
💡 Très utile si tes cycles de vente sont plus longs que la moyenne.
📊 4. John Barrows
👉 Coach commercial expert Salesforce / prospection B2B
Formation à l’utilisation d’outils + scripts de prospection
Coaching axé résultats KPI (taux de réponse, conversion, rendez-vous)
Pourquoi on recommande
➡ Approche simple, efficace, applicable dès demain
➡ Techniques concrètes pour structurer ton processus de prospection
🔥 Pour une approche ultra pratique
Si tu veux immédiatement des outils + accompagnement concret, je te recommande :
✍️ 1) Templates et Scripts prêt-à-l’emploi
Scripts d’appels pour obtenir des rendez-vous
Séquences email adaptées à la finance (prêts, actifs, décisions complexes)
Templates LinkedIn pour générer des conversations
📈 2) Stratégie complète de prospection
✔ Définition du ICP (Ideal Customer Profile) pour prêts adossés à des actifs
✔ Modèles de qualification
✔ Plan d’attaque commercial sur 30–90 jours
✔ Indicateurs de performance (KPI) précis
👉 Avec ça, tu auras un playbook prêt à l’emploi, pas juste de la théorie.
🎯 Option locale / Francophone
👉 Je peux aussi te proposer des coachs francophones spécialisés vente B2B / services financiers, ou des programmes d’accompagnement en français, avec des sessions live (Zoom, Teams), si tu préfères.
you’re looking for tactical, hands-on support for prospecting in asset-backed lending, this is where I can add value legally and strategically, not as a sales “guru” but as a practical advisor:
What I can do for you (from a legal / consulting standpoint):
• Prospecting strategy aligned with regulation
Design outreach and prospecting frameworks that are compliant with financial services regulations (marketing rules, disclosures, suitability, conduct of business). No theory—documents and processes you can actually use.
• Target client profiling from a risk and asset perspective
Help define who you should be prospecting based on asset quality, collateral structures, enforceability, jurisdictional risk, and borrower profiles that make legal and commercial sense.
• Deal-driven messaging (legally safe)
Review and shape your prospecting scripts, emails, pitch decks, and term sheet language to ensure they are persuasive without creating regulatory exposure or misrepresentation risk.
• Process mapping: from first contact to mandate
Structure a compliant end-to-end prospecting and onboarding process: NDAs, information requests, LOIs, exclusivity, credit approval steps—focused on speed and conversion, not academic models.
• Objection handling with legal substance
Equip you with legally sound responses to common objections around collateral, enforcement, covenants, guarantees, and downside protection—useful in real conversations with borrowers, sponsors, and intermediaries.
• Intermediary and introducer frameworks
Advise on how to work with brokers, advisors, and introducers in a way that is contractually clean and regulator-safe (fees, disclosures, conflicts).
• Jurisdiction and structure checks
Quick, practical guidance on which deal structures are realistic to pursue from a legal enforceability standpoint—and which ones will waste your prospecting time.
Hi there. Firstly I think you are bang on in calling out the theory vs hands-on distinction, because that's where most sales coaches fall flat. My view of "hands-on" within ABL prospecting is that you want someone who will ride along on cold calls, dissect the call recordings, rewrite your outreach sequences in real time, and help you get in front of CFO's, treasurers and controllers. Not just teach frameworks.
On where to find the coaches - LinkedIn is a good source. Search for former ABL business development officers or originators who was once at the big lenders. People who did the job, are well experiences and now consult are your best bet. Hope it helps!
Asset-backed lending prospecting has a specific dynamic most sales coaches miss — the trust barrier is higher than almost any other financial product because you're asking people to put up collateral. Generic prospecting advice won't work here.
Here's what actually moves the needle from the ground up:
Start with your ICP before touching any outreach channel. In asset-backed lending, your best prospects are business owners with hard assets (equipment, real estate, receivables) who are cash-constrained but asset-rich. Get that profile locked before you build any list.
For prospecting with no background, prioritize warm referral channels first — CPAs, business attorneys, and commercial brokers already have relationships with your exact buyer and are actively looking for lending solutions to refer. One good referral partner outperforms 500 cold calls.
For outbound, LinkedIn + personalized video (Loom) works exceptionally well in financial services because it humanizes the ask and breaks through the noise. Lead with their situation, not your product.
The biggest mistake beginners make is pitching the loan before establishing the problem. Your first conversation should be entirely diagnostic — understand their capital gap, timeline, and what they've already tried. The product sells itself once the pain is clear.
If you want hands-on coaching that walks through your specific prospecting motion, call tracking, and objection handling — happy to get into the details on a call.
The Success of Your B2B Or B2C Sales Depends on The Product, The Business Model, And the Economy in the City, State, Or Country Where You Live.
When I Look at A Business, I Usually Focus on Five Main Things:
1. Product/Service Fit: Demand, Uniqueness, And Price.
2. Target Market: The Kinds Of Businesses, Their Size ($1–$5M), And The Demand In Your Area.
3. Competition—How Competitors Are Selling and Where They Are.
4. The Sales Process, Including How You Reach Out to B2B Customers, What Marketing Channels You Use, And How You Plan to Convert Them.
5. Local Economic Conditions: The Growth of the Industry, The Spending Power of The People, And the Business Climate in That Area.
I Use This Information To Help You Choose The Best Sales Strategy And Give You Advice. If It Would Help, We Can Talk About This Briefly On Clarity.Fm And Figure Out What Would Work Best For You.
REGARDS,
BALAJI JOSHIT – BUSINESS CONSULTANT & ASTROLOGER
BUSINESS | PERSONAL
FINANCIAL | LIFE GUIDANCE
