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
Slow Leaks
In which we are reminded to fix diversions that slowly reduce our sales time and productivity.
00:03:42 |
Mon 07 Jan 2013
How Will I Know?
In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions.
00:03:59 |
Wed 02 Jan 2013
Not Good Enough for Us
In which we are reminded to learn and use our companies’ positioning language flawlessly.
00:03:17 |
Mon 17 Dec 2012
Keep It Simple
In which we are reminded to help our client make decisions by limiting the number of choices to a few.
00:03:32 |
Mon 10 Dec 2012
A Little Intelligence
In which we are reminded that a little research can save us a LOT of prospecting time.
00:04:01 |
Mon 03 Dec 2012
Save Room for Dessert
In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.
00:03:17 |
Mon 26 Nov 2012
Selling in the Present
In which we are encouraged to open new capacity and capability by letting go of the past.
00:03:31 |
Mon 26 Nov 2012
Squirrels
In which we are reminded to slow down – plan our approaches to clients and prospects deliberately – to reduce the impact of unexpected actions.
00:03:10 |
Mon 12 Nov 2012
Land of 1000 Delights
In which we are reminded to set clear parameters and priorities in our territory plans.
00:03:40 |
Mon 05 Nov 2012
Wind Blown
In which we are reminded to focus on differences rather than routine questions when we write our call plans.
00:03:36 |
Mon 29 Oct 2012
Shared Experiences
In which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects.
00:03:42 |
Mon 22 Oct 2012
Captivating Rhythm
In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know.
00:03:48 |
Mon 15 Oct 2012
The Value We Bring to the Table
In which we are reminded not to fall for the bait of taking an order just because the customer asked for it.
00:04:10 |
Mon 08 Oct 2012
Make It Specific
In which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us.
00:06:09 |
Mon 24 Sep 2012
Dean's Lesson
In which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories” before we attempt to sell.
00:05:59 |
Mon 17 Sep 2012
Reasons We'll Never Understand
In which we are reminded to be a little careful before “doing someone a favor.”
00:03:51 |
Mon 10 Sep 2012
The Reason to Buy
In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t.
00:05:02 |
Mon 27 Aug 2012
We Own the Questions
In which we explore tracking our own activities in detail.
00:04:20 |
Mon 20 Aug 2012
Wide of the Mark
In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level.
00:03:31 |
Mon 06 Aug 2012
A Little More Zip
In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients.
00:03:44 |
Mon 30 Jul 2012
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