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    <title><![CDATA[Positioning Value]]></title>
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    <description><![CDATA[7 stories with insights on positioning and selling the value of bank solutions to businesses, brought to you by Clarity Advantage, www.clarityadvantage.com]]></description>
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      <title><![CDATA[Positioning Value]]></title>
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    <itunes:author>Clarity Advantage</itunes:author>
    <itunes:summary>Seven stories with insights on positioning and selling the value of bank solutions to businesses, brought to you by Clarity Advantage.  www.clarityadvantage.com</itunes:summary>
    <itunes:subtitle>Seven stories with insights on positioning and selling the value of bank solutions to businesses, brought to you by Clarity Advantage.  www.clarityadvantage.com</itunes:subtitle>
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  <title><![CDATA[Positioning Value - Introduction]]></title>
  <description><![CDATA[Introduction by Nick Miller, Clarity Advantage president.]]></description>
  <pubDate>Tue, 06 Dec 2011 14:43:24 GMT</pubDate>
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  <itunes:summary><![CDATA[Introduction by Nick Miller, Clarity Advantage president.]]></itunes:summary>
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  <title><![CDATA[Do Not Confuse Effort with Results]]></title>
  <description><![CDATA[In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.]]></description>
  <pubDate>Tue, 06 Dec 2011 14:40:33 GMT</pubDate>
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  <itunes:summary><![CDATA[In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.]]></itunes:summary>
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  <title><![CDATA[Earthquake Impact]]></title>
  <description><![CDATA[In which we offer three ways to present your value proposition to clients and prospects.]]></description>
  <pubDate>Tue, 06 Dec 2011 14:38:26 GMT</pubDate>
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  <itunes:summary><![CDATA[In which we offer three ways to present your value proposition to clients and prospects.]]></itunes:summary>
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  <title><![CDATA[Follow the Steps]]></title>
  <description><![CDATA[In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.]]></description>
  <pubDate>Tue, 06 Dec 2011 14:36:14 GMT</pubDate>
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  <itunes:summary><![CDATA[In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.]]></media:text>
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  <title><![CDATA[Positioning Personal Value]]></title>
  <description><![CDATA[In which we are reminded that sales representatives need to position their personal value more clearly, even more powerfully, than their company’s value.]]></description>
  <pubDate>Tue, 06 Dec 2011 14:32:42 GMT</pubDate>
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  <itunes:summary><![CDATA[In which we are reminded that sales representatives need to position their personal value more clearly, even more powerfully, than their company’s value.]]></itunes:summary>
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  <title><![CDATA[Problem First]]></title>
  <description><![CDATA[In which we emphasize the importance of articulating the value of a solution before introducing the idea of a solution.]]></description>
  <pubDate>Tue, 06 Dec 2011 14:29:05 GMT</pubDate>
  <itunes:duration>00:04:17</itunes:duration>
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  <itunes:summary><![CDATA[In which we emphasize the importance of articulating the value of a solution before introducing the idea of a solution.]]></itunes:summary>
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  <title><![CDATA[Say Value to Sell Value]]></title>
  <description><![CDATA[In which we are reminded that we have to communicate the value of our experience to our clients in order for them to get it.]]></description>
  <pubDate>Tue, 06 Dec 2011 14:27:15 GMT</pubDate>
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  <itunes:summary><![CDATA[In which we are reminded that we have to communicate the value of our experience to our clients in order for them to get it.]]></itunes:summary>
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  <title><![CDATA[The Strengths We Have]]></title>
  <description><![CDATA[In which we are reminded to sell the strengths we have rather than those we wish for.]]></description>
  <pubDate>Tue, 06 Dec 2011 14:22:25 GMT</pubDate>
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  <itunes:summary><![CDATA[In which we are reminded to sell the strengths we have rather than those we wish for.]]></itunes:summary>
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