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
Rehearsed Action
Strategies for Managing the Sales Process: In which we are reminded to over-prepare for high stakes sales calls.
00:03:40 |
Mon 13 Dec 2010
Favorite Question
Strategies for Better Questions, Listening: In which we are reminded to understand at the beginning of a conversation our client’s purpose.
00:03:41 |
Mon 06 Dec 2010
Save Room for Dessert
Strategies for Managing the Sales Process: In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.
(NOTE: This is the annual Thanksgiving Issue, o…
00:03:25 |
Mon 29 Nov 2010
Short and Cheerful
In which we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value.
00:03:09 |
Mon 22 Nov 2010
Stand Out
Strategies for Managing the Sales Process, Prospecting: In which we discuss strategies to draw attention and attract prospects and referrals.
00:03:57 |
Mon 15 Nov 2010
Winning the Head Race
Strategies for Managing the Sales Process: In which we are reminded that smaller competitors can beat bigger ones through better execution.
00:03:57 |
Mon 08 Nov 2010
Connections That Can Be Trusted
Strategies for Positioning Value, Prospecting: In which we discuss the power of referrals rather than magic words to secure appointments with prospects.
00:03:22 |
Mon 01 Nov 2010
Under Control
Strategies for Managing the Sales Process: In which we are reminded to stay focused as we pursue our sales goals.
00:03:10 |
Mon 25 Oct 2010
Too Quick to Answer
Strategies for Better Questions, Listening: In which we are reminded that we need to understand the question before we answer.
00:03:27 |
Mon 18 Oct 2010
Reasons to Meet
In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.
00:04:46 |
Mon 11 Oct 2010
Mother, Please!
Strategies for Managing the Sales Process: In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions.
00:03:33 |
Mon 04 Oct 2010
Nothin' But Trouble
Strategies for Better Questions, Listening: In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting.
00:03:34 |
Mon 27 Sep 2010
Follow the Steps
Strategies for Positioning Value: In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.
00:04:13 |
Mon 20 Sep 2010
More Than A Gut Feel
Strategies for Managing the Sales Process: In which we are reminded that to sell our value, rather than defend our cost, we must be able to quantify the value we’re selling.
00:03:11 |
Mon 13 Sep 2010
Something to Talk About
Strategies for Managing the Sales Process: In which we consider a practical strategy to connect with our prospects if we’ve not walked in their shoes.
00:03:06 |
Tue 07 Sep 2010
Stop Leading the Witness
Strategies for Better Questions, Listening: In which we distinguish between open questions and leading the witness with questions that bias or restrict the information we hear from clients.
00:04:16 |
Mon 30 Aug 2010
Do Not Confuse Effort with Results
Strategies for Positioning Value: In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.
00:02:50 |
Mon 23 Aug 2010
The Value of a Nice Ride
Strategies for Managing the Sales Process: In which we are reminded that our greatest value and differentiation comes from “how” we do what we do rather than from the products we sell.
00:05:17 |
Mon 23 Aug 2010
Turning Over New Leaves
Strategies for Managing the Sales Process and Prospecting: In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting.
00:06:03 |
Mon 09 Aug 2010
Step Back for Next Steps
Strategies for Better Questions, Listening: In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions.
00:04:25 |
Mon 02 Aug 2010
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