clarity advantage Archives - Page 43 of 62

clarity advantage

Competitor Links (Issue 751)

In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves. Read more »

This May Cost A Little More (Issue 750)

In which we recommend at least modest due diligence before quoting a price on a project or sale. Read more »

In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline. “Nobody gives a hoot about your products, Nick.” He may have substituted another word or two there, and his intent was clear. I was talking to another business owner about how our respective businesses are faring. “They don’t…really. They’re fine … Read more »

Before the Fall (Issue 748)

In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. I was desperate to find a table and a chair at which to sit for my 11:00 am conference call. Away from my office, on the ground floor of a client’s office tower, … Read more »

Pantry View (Issue 746)

In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations. Read more »

I Forgot (Issue 745)

In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them. Read more »

Ruthless (Issue 744)

In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow. Read more »

Hermione (Issue 742)

In which we are reminded that maintaining account records and information are critical to the seller’s craft. Read more »

Social Selling (Issue 741)

In which we are reminded that the value we post on line – our social selling and personal marketing – can take us to markets and people far beyond the local market we serve. THAT’s why we do it. Read more »

Catch Phrases (Issue 740)

In which we are reminded to interpret the data we present to clients and prospects in a headline or memorable catch-phrase so that they can remember our selling points. A sunny early evening, out for a walk to wind down after a desk day. I hadn’t been out long when my mobile phone rang. Forgot … Read more »