Eat! Eat Some More!
In which we are encouraged to understand context before we pitch recommendations. Read more »
There’s Floor Everywhere
In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward. Read more »
Survival Blinders (Issue 866)
In which we are reminded to keep our antenna up even when we’re under pressure to hit a target. [Text received] “Hey, Nick. Rob Smith here. Were you just in the Orlando airport?” Rob is one of my favorite clients. I received his text a few minutes after I settled into my Jet Blue seat … Read more »
‘S’ (Issue 864)
In which we are reminded to design sales presentations so they’re easily understood and useful. Read more »
Solve A Problem. Earn A Client
In which we are reminded that solving a prospect’s problem earns trust and opens the door. Still shivering from the late evening February cold, I shuffled forward in the airport rental car company line as I watched one person after another turn away from the counter, car-less. “So, I’m seeing you have no cars,” I … Read more »
Absolutely Convinced
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 »
Sustaining Sales Momentum (Pecan Pie) (Issue 863)
In which we are encouraged to find small “get started” options when we’re selling major deals. Read more »
One Track Mind (Issue 861)
In which we are reminded to focus on the problem we are trying to solve rather than particular solutions or approval processes. Read more »
Complaining About Lousy Sales Leads (Issue 860)
In which we are reminded to stop moaning and just get on with things. Read more »
Clarity President Nick Miller to Speak at February Deluxe Exchange
January 15, 2018 Nick Miller, Clarity’s founder and president, will speak twice at the Deluxe Exchange conference in Boca Raton, Florida, on February 6 and 7. Miller’s presentation is entitled “Can the Leopards Change Their Spots? Boosting Sales Focus on Cash Management and Deposit Services.” While most conversations about commercial banking emphasize lending and many … Read more »
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