Battle of the Bands

In which we see how to position standard products as “fresh” and “built just for you.” Read more »

Absolutely Convinced (Issue 809)

In which we are reminded that many clients are motivated to buy more by fear of failure than by positive benefits of change. Read more »

Cross Selling in the Middle Market

Sales Goals and Cross Selling Products in the Middle Market – Barlow First Friday webinar – Nick Miller (Clarity Advantage) and Ned Miller (MZBierly) join Barlow’s Ray Johns and Emily Anderson to discuss the current state and strategies to improve performance.  Since 69% of middle market companies expect NOT to apply for additional credit in … Read more »

When Buyers Are Stuck In Ruts (Issue 808)

In which we are encouraged to move on when it’s clear that we should move on. Read more »

You Pause, You Lose (Issue 807)

In which we learn to regain the lead in a conversation by eliminating pauses. Read more »

Pause Before Flaming (Issue 806)

In which we are reminded to warm people up a little bit before we “turn on the heat” in prospecting conversations.  Read more »

Pre-Cog Research (Issue 805)

In which we are encouraged to think ahead and prepare for a range of possible outcomes in our sales calls. Read more »

What’s the Role of Branches in Small Business Banking?

November 3, 2016  Nick Miller, President of Clarity Advantage, will discuss strategies for serving business customers through bank branches with panelists from TD Bank and Astoria Bank at the American Banker Small Business Banking Conference. Please join us on November 9-11. Read more »

Chalk Creek (Issue 804)

In which we are reminded that our brand as sales people depends on getting both the obvious and hidden details right. Read more »

Social Value (Issue 803)

In which we are encouraged to “play big” in the charitable or non-profit world as a way of leveling the playing field with people with whom we’d like to do business. Read more »