Competitor Links (Issue 751)

In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves. Read more »

Ramping Up Revenue with Disengaged Customers – Webinar with Barlow Research Oct. 2

September 15, 2015      We’ve arranged “free access” for you to Barlow Research’s First Friday Web Conference on October 2. Here are the details: Ramping Up Revenue from Disengaged Customers When: Friday, October 2, 2015 at 12:00 PM Eastern (one hour) Featuring: Nick Miller, Clarity Advantage; Bernie Kuechler and Adam Johnson, Barlow Research Fee: Complimentary with … Read more »

This May Cost A Little More (Issue 750)

In which we recommend at least modest due diligence before quoting a price on a project or sale. Read more »

Don’t Give A Hoot (Issue 749)

In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline. “Nobody gives a hoot about your products, Nick.” He may have substituted another word or two there, and his intent was clear. I was talking to another business owner about how our respective businesses are faring. “They don’t…really. They’re fine … Read more »

Before the Fall (Issue 748)

In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. I was desperate to find a table and a chair at which to sit for my 11:00 am conference call. Away from my office, on the ground floor of a client’s office tower, … Read more »