I Hate Role Play (Issue 851)
In which we are encouraged to break down our sales conversations and work out the sloppy spots. Read more »
Check the Big Picture (Issue 850)
In which we are reminded to look at the “big picture” (in addition to tasks at hand) when we’re preparing for sales calls. A gorgeous warm October Friday afternoon (in the warmest October on record in Boston). Cloudless sky. Light breeze with a few gusts from the Southeast. To celebrate, I bolted from the office … Read more »
Simple. Open. Questions. (Issue 849)
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 »
Don’t Assume!!!! (Issue 848)
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. Read more »
No Time to Think (Issue 847)
In which we are dramatically reminded to prepare ahead of time for sales call objections and obstacles. Read more »
Aligning Commercial Credit with the Line
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 »
You Can’t Tell the Program Without The Players (Issue 846)
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 »
The View From the Field (Issue 845)
In which we are encouraged to ask for and take “the plant tour” before proposing solutions. Read more »
We Are Seriously Social.