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
Pathways Overlooked
Prospecting Strategies: In which we are reminded that bringing cookies(or some attention) to the receptionist may not be a waste of time after all.
00:03:47 |
Mon 02 May 2011
Planning Ahead
Strategies for Managing the Sales Process: In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces.
00:04:29 |
Mon 25 Apr 2011
Can't Get There from Here
Strategies for Better Questions, Listening: In which we are reminded that a certain amount of flexibility in sales conversations is helpful, even if it ain’t what we expected.
00:04:01 |
Mon 18 Apr 2011
News Guys
Strategies for Better Questions, Listening: In which we are reminded that sales is, at heart, an interview about which we can learn from from news guys.
00:02:29 |
Mon 11 Apr 2011
It's A Trap
Strategies for Better Questions, Listening: In which we are reminded that 1 pound of discovery is worth 10 pounds of recovery if we make assumptions and present solutions too early.
00:04:30 |
Mon 04 Apr 2011
Side Mirrors
Strategies for Managing the Sales Process: In which we encourage development of multiple information points in our account relationships.
00:04:56 |
Mon 28 Mar 2011
Four Brushes
Prospecting Strategies: In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies.
00:03:56 |
Mon 21 Mar 2011
Do You Really Want to Hear
Strategies for Better Questions, Listening: In which we are reminded about the subtle cues we use to control conversation and how they affect what we learn from clients.
00:03:42 |
Mon 14 Mar 2011
Stop the Bleeding
Strategies for Managing the Sales Process: In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in th…
00:03:05 |
Mon 07 Mar 2011
Hidalgo
Strategies for Better Questions, Listening: In which we are reminded: Like great movie writers and directors, our clients and prospects sometimes spin stories that are not completely connected to the…
00:04:10 |
Mon 28 Feb 2011
Chasing the Train
Strategies for Managing the Sales Process: In which we are reminded that, if a competitor displaces us from a piece of business, we need to think ahead, be ready to solve the next problem well enoug…
00:03:04 |
Mon 21 Feb 2011
New Ideas, Fast Fulfilled
Strategies for Managing the Sales Process: In which we are reminded that, if we want to gain entry to a new account, we may need to present an idea that can be implemented fast.
00:03:06 |
Mon 14 Feb 2011
Triple Priced
Strategies for Better Questions, Listening and Negotiating: In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling.
00:05:50 |
Mon 07 Feb 2011
Frost Bite
Prospecting Strategies: In which we consider how long to pursue cold prospects.
00:03:17 |
Mon 31 Jan 2011
Toccata and Fugue
Strategies for Better Questions, Listening: In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience.
00:04:50 |
Mon 24 Jan 2011
What Will They Miss?
Strategies for Positioning Value: In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us.
00:03:33 |
Mon 17 Jan 2011
Tasty Diversions
Strategies for Managing the Sales Process: In which we are cautioned to look closely before we invest serious time in juicy-looking prospects and customers.
00:03:21 |
Mon 10 Jan 2011
The Territory Battle Plan
Strategies for Managing the Sales Process: In which we are reminded that, much as in Holiday shopping, our efficiency and effectiveness in our territories can be vastly increased through the developm…
00:02:59 |
Mon 03 Jan 2011
Five Questions to Ask in January
Strategies for Managing the Sales Process: In which we are reminded that January is a good time to step back for a more strategic look at our clients and prospects and, perhaps, to help them articula…
00:04:37 |
Mon 03 Jan 2011
Leave A Trace
Strategies for Managing the Sales Process, Prospecting: In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us.
00:03:55 |
Mon 20 Dec 2010
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