In which we are reminded not to hint at expected answers when we ask questions. Every few years, the Commonwealth of Massachusetts invites me to refresh my driver’s license. Last week, I went to the Registry of Motor Vehicles first thing in the morning. “Why are you here?”, inquired the friendly person at the desk. … Read more »
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. Read more »
In which we are dramatically reminded to prepare ahead of time for sales call objections and obstacles. Read more »
September 25, 2017 – Clarity President, Nick Miller, spoke today at the Sageworks 2017 Risk Management Summit. During his presentation, “Transforming ‘Lenders’ into ‘Bankers and Advisors’”, Miller spoke about challenges of aligning the credit policy and underwriting teams with line bankers and provided a six-element framework for increasing the alignment and the value provided to … Read more »
In which we are reminded to look beyond peoples’ titles and labels to understand the dynamics of the individuals and organizations we want to influence or sell to. Read more »
In which we are encouraged to ask for and take “the plant tour” before proposing solutions. Read more »
We Are Seriously Social.