Clarity Advantage's Sales Thoughts
A podcast for accelerating your bank's sales to businesses. Brought to you by Clarity Advantage, a firm that helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees. Gain tips and techniques for prospecting, positioning value, negotiating, better questions and listening, coaching, and managing sales process. Small Business Trends Radio named the Sales Thoughts podcast to its 100 Best Small Business Podcasts in 2010 and 2011.
- Update frequency
- every 6 days
- Average duration
- 3 minutes
- Episodes
- 326
- Years Active
- 2009 - 2016
An Early Lesson
In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task.
00:05:49 |
Mon 26 Sep 2011
Home Ice
Strategies for Managing Sales Process: In which we are reminded that, to win in a competitive situation, we need to build our fan base inside our prospects’ organizations well before we make our move…
00:04:39 |
Mon 19 Sep 2011
Matted Down
Strategies for Better Questions, Listening: In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solu…
00:03:28 |
Mon 12 Sep 2011
Totally Concrete
Strategies for Better Questions, Listening: In which we are reminded to clarify terms we don’t understand before presenting ideas.
00:03:33 |
Tue 06 Sep 2011
Simple, Neat, and Incomplete
Strategies for Managing the Sales Process: In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard.
00:04:58 |
Mon 29 Aug 2011
Old Habits
Strategies for Coaching, Managing the Sales Process: In which we are encouraged to ask others to help us identify and correct old habits that hold us back.
00:05:01 |
Mon 22 Aug 2011
Counterintuitive
Strategies for Managing the Sales Process: In which we are reminded that the fastest path to our objectives isn’t always the familiar one.
00:04:32 |
Mon 22 Aug 2011
Quality of the Question
In which we are reminded that the value we create in our sales conversations is proportional to the quality of the questions we ask and whose interests we are attempting to serve by asking them.
00:04:38 |
Mon 08 Aug 2011
A Little Excitement
Strategies for Managing the Sales Process: In which we are reminded that we need to market (attract attention) before we can sell.
00:03:57 |
Mon 01 Aug 2011
Storm Chasers
Strategies for Managing the Sales Process: In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble.
00:03:21 |
Mon 25 Jul 2011
It Isn't Only About the Money
Strategies for Positioning Value: In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even f…
00:04:16 |
Mon 18 Jul 2011
Question Elegance
Strategies for Better Questions, Listening: In which we are urged to increase the attention we pay to context in the questions we ask.
00:04:44 |
Mon 11 Jul 2011
Sell the Strengths
Strategies for Positioning Value: In which we are reminded to sell the strengths we have rather than those we wish for.
00:03:21 |
Tue 05 Jul 2011
Planting Seeds in Conversation
In which we are reminded that the seeds for future sales come from the sales fruit we harvest now.
00:04:10 |
Mon 27 Jun 2011
Don't Blow It
Strategies for Managing the Sales Process: In which we are reminded that balance and focus are critical to finishing the year strong.
00:03:48 |
Mon 20 Jun 2011
Stir 'Em Up
From the “Unreferred Approaches to Prospects” Department: We are reminded that we can’t pitch our benefits to prospects unless we first get their attention.
00:05:32 |
Mon 13 Jun 2011
No Bonehead Mistakes
Strategies for Managing the Sales Process, Prospecting: In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects.
00:02:56 |
Mon 06 Jun 2011
Bear Marketing
Prospecting Strategies: In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings.
00:04:42 |
Tue 31 May 2011
What's Different
Strategies for Better Questions, Listening: In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same.
00:03:13 |
Mon 16 May 2011
Head Voices
Strategies for Better Questions, Listening: In which we are reminded to focus on our clients’ voices to silence the voices in our heads.
00:04:15 |
Mon 09 May 2011
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