small business banking conference Archives - Page 24 of 36 - Clarity Advantage

small business banking conference

Don’t Give A Hoot (Issue 749)

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 »

Playing Clean (Issue 747)

In which we are encouraged to break down our sales conversations and work out the sloppy spots. 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 »

Getting Out for a Look Around (Issue 743)

In which we are reminded that mapping an account – major players, points of view, obstacles, etc. – can save us from being blindsided and losing a sale. Read more »

A Cholesterol Problem (Issue 743)

In which we are reminded to develop our brands and our reputations around something memorable or the one thing we do best. 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 »