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
Are You Good Enough They'll Call You?
In which we are reminded that our network reputation for a specific expertise earns us introductions to the people who most need us.
00:02:46 |
Mon 16 Nov 2015
Engage New Friends
n which we are reminded that people “out there” are reading what we write on line…. Really!
00:02:16 |
Mon 16 Nov 2015
Old Wounds
In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.
00:03:42 |
Mon 02 Nov 2015
Eat! Eat Some More!
In which we are encouraged to understand context before we pitch recommendations.
00:02:54 |
Mon 26 Oct 2015
Bridges in the Moment
In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events
00:03:48 |
Mon 19 Oct 2015
The Changing Game
In which we are encouraged to practice our conversation and sales skills in everyday life so they’re sharp when we need them in sales calls.
00:04:03 |
Mon 12 Oct 2015
Not Thirsty
In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea.
00:03:29 |
Mon 05 Oct 2015
Competitor Links
In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves.
00:02:52 |
Mon 28 Sep 2015
Don't Give a Hoot
In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline.
00:02:28 |
Mon 14 Sep 2015
Before the Fall
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience.
00:04:49 |
Tue 08 Sep 2015
Playing Clean
In which we are encouraged to break down our sales conversations and work out the sloppy spots.
00:02:14 |
Mon 31 Aug 2015
Pantry View
In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations.
00:02:14 |
Mon 24 Aug 2015
I Forgot
In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them.
00:03:35 |
Mon 17 Aug 2015
Ruthless
In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow.
00:04:07 |
Mon 10 Aug 2015
Getting Out for a Look Around
In which we are reminded that mapping an account – major players, points of view, obstacles, etc. – can save us from being blindsided and losing a sale.
00:04:38 |
Mon 03 Aug 2015
Hermione
In which we are reminded that maintaining account records and information are critical to the seller’s craft.
00:01:59 |
Mon 20 Jul 2015
Social Selling
In which we are reminded that the value we post on line - our social selling and personal marketing – can take us to markets and people far beyond the local market we serve. THAT’s why we do it.
00:02:59 |
Mon 13 Jul 2015
Being Social: Attracting Attention
In which we gain some insight into the workings of the Web and social selling.
00:03:08 |
Mon 29 Jun 2015
Change of Scene
In which we are reminded to give our brains a break and change of scene, the better to generate ideas.
00:02:55 |
Mon 22 Jun 2015
Dirty Work
In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.
00:03:11 |
Mon 15 Jun 2015
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