In which we are encouraged to practice slowly and to record often when learning new sales skills. Read more »

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »

What If…? (Issue 1116)

In which we are reminded to ask clients how things will go if they don’t go according to plan. Read more »

Bottlenecks (Issue 1115)

In which we are reminded that the pace at which we recommend ideas or products should be no faster than clients’ abilities to absorb and implement them. Read more »

Sell the Back Story (Issue 1114)

In which we are reminded that our companies’ origins and values stories can be powerful tools to attract, enroll, and engage new clients. Read more »

Winning the Head Race (ISsue 1113)

In which we are reminded that smaller competitors can beat bigger ones through better execution. Read more »

What’s Important to You? (Issue 1112)

In which, when our clients face  difficult choices, we are reminded to ask the question, “What’s important to you?” Read more »

Start with the Problem (Issue 1111)

In which we are reminded, if we want to attract peoples’ attention, to start with their problem. Read more »

Two Stories (Issue 1110)

In which we are reminded that outward focus, a little diversification, and agility are critical in unsettled times. Read more »

Clarity at the Small Business Banking Conference 2023

September 1, 2023   Clarity President, Nick Miller, will be organizing and facilitating three panel discussions at Small Biz 2023 in Nashville, November 13 – 15, 2023. “Value Beyond Bank Product” with panelists from BAI and Comerica Bank will explore the extent to which banks can and should offer services beyond their bank products to differentiate, … Read more »

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