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Five Pints

In which we consider whether blindly increasing sales team account loads (to make a business model work) is the best plan. Read more »

Figure It Out Before You’re Forced Out (Issue 829)

In which we are urged to look ahead four years at our sales roles and prepare for what’s (very likely) coming. Read more »

Lousy Sales Leads (Issue 815)

In which we are reminded… no lead list is perfect. Just get on with things. Read more »

At CBALive!, Clarity President Shares Perspective of Big Data in Sales Productivity

March 10, 2016   At the Consumer Bankers Association  “CBALive!” conference this week, Clarity President Nick Miller shared perspective about the use of  big data in increasing sales force productivity.  Speaking yesterday in a Small Business track panel led by Gail Gandy, Senior Vice President from Wells Fargo Bank,  Miller joined fellow panelists Frank Aloi from … Read more »

Nick Miller, Clarity President, To Judge Barlow Monarch Innovation Awards Entries

January 18, 2016      Clarity President, Nick Miller, will join Bill Hippensteel (BAI), Mary Beth Sullivan (Capital Performance Group), and Rob Berini (Genpact) to judge entries in  the Barlow Research Associates 2016 Monarch Innovation Awards. Designed to highlight what’s new and innovative, particularly in the small business banking space, industry partners and banks submit entries.  This … 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 »

On Giants’ Shoulders (Issue 734)

In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are. Read more »

Articles

Videos

081108 Tips

In which we make the case for more practicing with objections. When I was 9, 10, and 11 years old, I played Little League baseball. I was on the Bisons. Black hats and black socks with itchy white pants and shirts. I played first base and center field. Hours and hours of practice chasing down … Read more »