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 »
In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »
In which we are reminded to segment our client bases so that we can better meet their needs and price accordingly. Read more »
In which we are reminded that, when looking for an access point to a potential client, a change in direction or perspective can reveal hidden entries. Read more »
In which we are reminded that, when preparing presentations, it’s best to assume that people don’t read and they can’t concentrate on much for very long. Read more »
In which we are reminded to ask, first, and then share the appropriate details. Read more »
In which we are reminded that sometimes, we have to rescue clients from their decisions. Read more »
In which we are reminded the clients that we can actually attract may be different than the clients we thought, initially, we wanted. Read more »
In which we are encouraged to ensure we’ve identified all the key players and moving parts in a client’s buying process. Read more »
In which we are reminded that our clients’ perceptions of how we worked with them can be just as important as the value of the work we provided. Read more »
In which we are reminded to understand (before we pitch our solutions) our clients’ goals, competing priorities, and concerns. Read more »
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