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    <title><![CDATA[Clarity Advantage's Sales Thoughts]]></title>
    <link>http://www.clarityadvantage.com</link>
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    <description><![CDATA[Tips for prospecting, positioning value, negotiating, better questions and listening, coaching, managing sales process.]]></description>
    <copyright><![CDATA[© Clarity Advantage Corporation, all rights reserved.]]></copyright>
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      <title><![CDATA[Clarity Advantage's Sales Thoughts]]></title>
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    <itunes:author>Clarity Advantage</itunes:author>
    <itunes:summary>A podcast for accelerating your bank's sales to businesses.  Brought to you by Clarity Advantage, a firm that helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees.  Gain tips and techniques for prospecting, positioning value, negotiating, better questions and listening, coaching, and managing sales process.  Small Business Trends Radio named the Sales Thoughts podcast to its 100 Best Small Business Podcasts in 2010 and 2011.</itunes:summary>
    <itunes:subtitle>Sales Thoughts</itunes:subtitle>
    <itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords>
    
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<itunes:category text="Business"><itunes:category text="Business News"/></itunes:category><itunes:owner><itunes:email>nickmiller@clarityadvantage.com</itunes:email><itunes:name>Clarity Advantage</itunes:name></itunes:owner><item>
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  <title><![CDATA[To the Highest Standards]]></title>
  <description><![CDATA[In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards.]]></description>
  <pubDate>Mon, 29 Aug 2016 06:54:12 GMT</pubDate>
  <itunes:duration>00:04:12</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards.]]></itunes:summary>
  <itunes:subtitle><![CDATA[To the Highest Standards]]></itunes:subtitle>
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  <media:title><![CDATA[To the Highest Standards]]></media:title>
  <media:text type="plain"><![CDATA[In which we consider that companies generate more client loyalty and more sales if they’ve developed and managed their sales teams to specific client experience standards.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Trusted Advisor]]></title>
  <description><![CDATA[In which we are reminded that advising, earning trust, and  generating value beyond our products involves looking beyond the needs our products address.]]></description>
  <pubDate>Mon, 15 Aug 2016 07:22:24 GMT</pubDate>
  <itunes:duration>00:03:11</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded that advising, earning trust, and  generating value beyond our products involves looking beyond the needs our products address.]]></itunes:summary>
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  <media:title><![CDATA[Trusted Advisor]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that advising, earning trust, and  generating value beyond our products involves looking beyond the needs our products address.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Assessing Buyer Appetites for Risk]]></title>
  <description><![CDATA[In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services.]]></description>
  <pubDate>Mon, 20 Jun 2016 10:54:23 GMT</pubDate>
  <itunes:duration>00:03:52</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Assessing Buyer Appetites for Risk]]></itunes:subtitle>
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  <media:title><![CDATA[Assessing Buyer Appetites for Risk]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[I've Got a Guy Who...]]></title>
  <description><![CDATA[Want to be the "go to" person for your clients when they need something? Watch for some tips from Nick Miller, president of the bank sales training and consulting firm, Clarity Advantage. http://www.clarityadvantage.com]]></description>
  <pubDate>Wed, 11 May 2016 08:39:16 GMT</pubDate>
  <itunes:duration>00:01:22</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Want to be the "go to" person for your clients when they need something? Watch for some tips from Nick Miller, president of the bank sales training and consulting firm, Clarity Advantage. http://www.clarityadvantage.com]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Want to be the "go to" person for your clients when they need something? Watch for some tips from Nick Miller, president of the bank sales training and consulting firm, Clarity Advantage. http://www.clarityadvantage.com]]></media:text>
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  <title><![CDATA[Keep an Eye Out]]></title>
  <description><![CDATA[In which we are reminded: Look up, from time to time, and engage with the people around us.  No telling who we will meet.]]></description>
  <pubDate>Mon, 09 May 2016 07:05:42 GMT</pubDate>
  <itunes:duration>00:02:55</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded: Look up, from time to time, and engage with the people around us.  No telling who we will meet.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are reminded: Look up, from time to time, and engage with the people around us.  No telling who we will meet.]]></media:text>
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  <title><![CDATA[Daily Measures]]></title>
  <description><![CDATA[In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.]]></description>
  <pubDate>Mon, 02 May 2016 07:01:28 GMT</pubDate>
  <itunes:duration>00:03:09</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Daily Measures]]></itunes:subtitle>
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  <media:title><![CDATA[Daily Measures]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to plan, then track and manage, our sales activities to boost our chances of hitting goals.]]></media:text>
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  <title><![CDATA[Niche or Get Smoked]]></title>
  <description><![CDATA[In which we are reminded: Find a niche and specialize… or get smoked.]]></description>
  <pubDate>Mon, 25 Apr 2016 07:06:26 GMT</pubDate>
  <itunes:duration>00:04:04</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded: Find a niche and specialize… or get smoked.]]></itunes:summary>
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  <title><![CDATA[Hot Rods]]></title>
  <description><![CDATA[In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out.]]></description>
  <pubDate>Mon, 18 Apr 2016 07:03:55 GMT</pubDate>
  <itunes:duration>00:04:05</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are reminded that buyers have so many choices that, no matter how much work we invest in differentiating the details of our products, they remember only one or two IF they distinctly stand out.]]></media:text>
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  <title><![CDATA[Forget Me Not]]></title>
  <description><![CDATA[In which we are reminded to “follow the check list” as we’re closing sales or finishing projects.]]></description>
  <pubDate>Mon, 11 Apr 2016 07:00:16 GMT</pubDate>
  <itunes:duration>00:02:34</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded to “follow the check list” as we’re closing sales or finishing projects.]]></itunes:summary>
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  <media:title><![CDATA[Forget Me Not]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to “follow the check list” as we’re closing sales or finishing projects.]]></media:text>
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  <title><![CDATA[The Best Parts First]]></title>
  <description><![CDATA[In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences.]]></description>
  <pubDate>Mon, 04 Apr 2016 07:15:16 GMT</pubDate>
  <itunes:duration>00:02:57</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences.]]></itunes:summary>
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  <media:title><![CDATA[The Best Parts First]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences.]]></media:text>
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  <title><![CDATA[Why do you ask?]]></title>
  <description><![CDATA[In which we are reminded that very few questions come from idle curiosity. We need to know why.]]></description>
  <pubDate>Mon, 21 Mar 2016 07:24:55 GMT</pubDate>
  <itunes:duration>00:03:05</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that very few questions come from idle curiosity. We need to know why.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Why do you ask?]]></itunes:subtitle>
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  <media:title><![CDATA[Why do you ask?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that very few questions come from idle curiosity. We need to know why.]]></media:text>
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  <title><![CDATA[A Fool's Plan]]></title>
  <description><![CDATA[In which we are reminded…again… that sustaining training is critical to long term capabilities and performance.]]></description>
  <pubDate>Mon, 14 Mar 2016 07:04:38 GMT</pubDate>
  <itunes:duration>00:03:02</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded…again… that sustaining training is critical to long term capabilities and performance.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are reminded…again… that sustaining training is critical to long term capabilities and performance.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Seeing Beyond the Obvious]]></title>
  <description><![CDATA[In which we are reminded that every client personal detail reveals choices and avenues to insight.]]></description>
  <pubDate>Mon, 07 Mar 2016 07:05:34 GMT</pubDate>
  <itunes:duration>00:02:59</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that every client personal detail reveals choices and avenues to insight.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Seeing Beyond the Obvious]]></itunes:subtitle>
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  <media:title><![CDATA[Seeing Beyond the Obvious]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that every client personal detail reveals choices and avenues to insight.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Ask Before You Pitch]]></title>
  <description><![CDATA[Ask questions to understand what prospects are thinking before you start pitching ideas.]]></description>
  <pubDate>Mon, 15 Feb 2016 09:47:35 GMT</pubDate>
  <itunes:duration>00:01:35</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Ask questions to understand what prospects are thinking before you start pitching ideas.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Ask Before You Pitch]]></itunes:subtitle>
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  <media:title><![CDATA[Ask Before You Pitch]]></media:title>
  <media:text type="plain"><![CDATA[Ask questions to understand what prospects are thinking before you start pitching ideas.]]></media:text>
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  <title><![CDATA[Recalculating Route]]></title>
  <description><![CDATA[In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity.]]></description>
  <pubDate>Mon, 15 Feb 2016 08:57:53 GMT</pubDate>
  <itunes:duration>00:03:37</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Recalculating Route]]></itunes:subtitle>
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  <media:title><![CDATA[Recalculating Route]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that “winging it” in sales calls without maps of the bigger picture frequently ends in our getting lost.. and losing opportunity.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Bread on the Table]]></title>
  <description><![CDATA[In which we are reminded that even short call plans help us produce better results than no plans at all.]]></description>
  <pubDate>Mon, 08 Feb 2016 08:22:30 GMT</pubDate>
  <itunes:duration>00:02:52</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that even short call plans help us produce better results than no plans at all.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Bread on the Table]]></itunes:subtitle>
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  <media:title><![CDATA[Bread on the Table]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that even short call plans help us produce better results than no plans at all.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Slow Turners]]></title>
  <description><![CDATA[In which we are reminded that some people need more time to decide, and we should engage with others while they do.]]></description>
  <pubDate>Mon, 01 Feb 2016 07:45:52 GMT</pubDate>
  <itunes:duration>00:03:51</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that some people need more time to decide, and we should engage with others while they do.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Slow Turners]]></itunes:subtitle>
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  <media:title><![CDATA[Slow Turners]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that some people need more time to decide, and we should engage with others while they do.]]></media:text>
  <media:content duration="231" fileSize="3698390" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20160130123328-8721.mp3"/>
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  <atom:link href="https://www.audioacrobat.com/podcast/HBtT40PX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Focused Too Tight?]]></title>
  <description><![CDATA[In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase.]]></description>
  <pubDate>Mon, 18 Jan 2016 10:40:01 GMT</pubDate>
  <itunes:duration>00:02:23</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Focused Too Tight?]]></itunes:subtitle>
  <enclosure duration="143" length="2290022" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20160117085252-2471.mp3"/>
  <media:title><![CDATA[Focused Too Tight?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded not to limit our explorations with clients and prospects to those issues in which they express interest or which they purchase.]]></media:text>
  <media:content duration="143" fileSize="2290022" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20160117085252-2471.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Ask First]]></title>
  <description><![CDATA[Yet one more time… In which we are reminded to clarify before we pitch]]></description>
  <pubDate>Mon, 11 Jan 2016 07:05:17 GMT</pubDate>
  <itunes:duration>00:02:54</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Yet one more time… In which we are reminded to clarify before we pitch]]></itunes:summary>
  <itunes:subtitle><![CDATA[Ask First]]></itunes:subtitle>
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  <media:title><![CDATA[Ask First]]></media:title>
  <media:text type="plain"><![CDATA[Yet one more time… In which we are reminded to clarify before we pitch]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HNdz5HLX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Maintaining a Wide View]]></title>
  <description><![CDATA[In which we are reminded that, if we want our clients to embrace us as advisors, it helps to maintain a wide view of what’s happening the in the business world.]]></description>
  <pubDate>Mon, 14 Dec 2015 07:04:54 GMT</pubDate>
  <itunes:duration>00:02:57</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that, if we want our clients to embrace us as advisors, it helps to maintain a wide view of what’s happening the in the business world.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Maintaining a Wide View]]></itunes:subtitle>
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  <media:title><![CDATA[Maintaining a Wide View]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that, if we want our clients to embrace us as advisors, it helps to maintain a wide view of what’s happening the in the business world.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HZbNm2fX" rel="alternate" type="text/html"/>
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  <title><![CDATA[When the Baby's Ugly]]></title>
  <description><![CDATA[In which we are reminded not to call another person’s baby ugly… even if....]]></description>
  <pubDate>Mon, 07 Dec 2015 07:18:33 GMT</pubDate>
  <itunes:duration>00:03:27</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded not to call another person’s baby ugly… even if....]]></itunes:summary>
  <itunes:subtitle><![CDATA[When the Baby's Ugly]]></itunes:subtitle>
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  <media:title><![CDATA[When the Baby's Ugly]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded not to call another person’s baby ugly… even if....]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/Hrz0TyfX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Layers of Flavor]]></title>
  <description><![CDATA[In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client hunger for them.]]></description>
  <pubDate>Mon, 30 Nov 2015 08:06:45 GMT</pubDate>
  <itunes:duration>00:03:28</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client hunger for them.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Layers of Flavor]]></itunes:subtitle>
  <enclosure duration="208" length="3330586" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151130071714-6094.mp3"/>
  <media:title><![CDATA[Layers of Flavor]]></media:title>
  <media:text type="plain"><![CDATA[In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client hunger for them.]]></media:text>
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  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20151130071714-6094.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HyF2JLTX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Are You Good Enough They'll Call You?]]></title>
  <description><![CDATA[In which we are reminded that our network reputation for a specific expertise earns us introductions to the people who most need us.]]></description>
  <pubDate>Mon, 16 Nov 2015 07:09:43 GMT</pubDate>
  <itunes:duration>00:02:46</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that our network reputation for a specific expertise earns us introductions to the people who most need us.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Are You Good Enough They'll Call You?]]></itunes:subtitle>
  <enclosure duration="166" length="2661434" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151115114223-1683.mp3"/>
  <media:title><![CDATA[Are You Good Enough They'll Call You?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that our network reputation for a specific expertise earns us introductions to the people who most need us.]]></media:text>
  <media:content duration="166" fileSize="2661434" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151115114223-1683.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20151115114223-1683.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hc4ZnjWX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Engage New Friends]]></title>
  <description><![CDATA[n which we are reminded that people “out there” are reading what we write on line…. Really!]]></description>
  <pubDate>Mon, 16 Nov 2015 07:08:17 GMT</pubDate>
  <itunes:duration>00:02:16</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[n which we are reminded that people “out there” are reading what we write on line…. Really!]]></itunes:summary>
  <itunes:subtitle><![CDATA[Engage New Friends]]></itunes:subtitle>
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  <media:title><![CDATA[Engage New Friends]]></media:title>
  <media:text type="plain"><![CDATA[n which we are reminded that people “out there” are reading what we write on line…. Really!]]></media:text>
  <media:content duration="136" fileSize="2178691" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151115112226-9600.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20151115112226-9600.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HVpb43WX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Old Wounds]]></title>
  <description><![CDATA[In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.]]></description>
  <pubDate>Mon, 02 Nov 2015 11:04:17 GMT</pubDate>
  <itunes:duration>00:03:42</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Old Wounds]]></itunes:subtitle>
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  <media:title><![CDATA[Old Wounds]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to take care of “injuries” in our client relationships lest they come back to cripple us later.]]></media:text>
  <media:content duration="222" fileSize="3551269" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151031112507-5942.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20151031112507-5942.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/Hs7HV7SX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Eat! Eat Some More!]]></title>
  <description><![CDATA[In which we are encouraged to understand context before we pitch recommendations.]]></description>
  <pubDate>Mon, 26 Oct 2015 07:22:54 GMT</pubDate>
  <itunes:duration>00:02:54</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to understand context before we pitch recommendations.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Eat! Eat Some More!]]></itunes:subtitle>
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  <media:title><![CDATA[Eat! Eat Some More!]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to understand context before we pitch recommendations.]]></media:text>
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  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20151025095257-4118.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Bridges in the Moment]]></title>
  <description><![CDATA[In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events]]></description>
  <pubDate>Mon, 19 Oct 2015 07:05:02 GMT</pubDate>
  <itunes:duration>00:03:48</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events]]></itunes:summary>
  <itunes:subtitle><![CDATA[Bridges in the Moment]]></itunes:subtitle>
  <enclosure duration="228" length="3649907" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151018071024.mp3"/>
  <media:title><![CDATA[Bridges in the Moment]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded we can leverage ‘what’s happening in the moment’ to start conversations with prospects during networking or group events]]></media:text>
  <media:content duration="228" fileSize="3649907" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151018071024.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/H6WKm17X" rel="alternate" type="text/html"/>
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  <title><![CDATA[The Changing Game]]></title>
  <description><![CDATA[In which we are encouraged to practice our conversation and sales skills in everyday life so they’re sharp when we need them in sales calls.]]></description>
  <pubDate>Mon, 12 Oct 2015 06:59:06 GMT</pubDate>
  <itunes:duration>00:04:03</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to practice our conversation and sales skills in everyday life so they’re sharp when we need them in sales calls.]]></itunes:summary>
  <itunes:subtitle><![CDATA[The Changing Game]]></itunes:subtitle>
  <enclosure duration="243" length="3884382" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151011091030.mp3"/>
  <media:title><![CDATA[The Changing Game]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to practice our conversation and sales skills in everyday life so they’re sharp when we need them in sales calls.]]></media:text>
  <media:content duration="243" fileSize="3884382" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151011091030.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20151011091030.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HX1sTQ7X" rel="alternate" type="text/html"/>
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  <title><![CDATA[Not Thirsty]]></title>
  <description><![CDATA[In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea.]]></description>
  <pubDate>Mon, 05 Oct 2015 07:39:18 GMT</pubDate>
  <itunes:duration>00:03:29</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Not Thirsty]]></itunes:subtitle>
  <enclosure duration="209" length="3351902" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151003031027.mp3"/>
  <media:title><![CDATA[Not Thirsty]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that, even if we provide water, horses won’t drink if they’re not already thirsty or if we can’t convince them that drinking now would be a really good idea.]]></media:text>
  <media:content duration="209" fileSize="3351902" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20151003031027.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HDrdBvXX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Competitor Links]]></title>
  <description><![CDATA[In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves.]]></description>
  <pubDate>Mon, 28 Sep 2015 07:04:55 GMT</pubDate>
  <itunes:duration>00:02:52</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Competitor Links]]></itunes:subtitle>
  <enclosure duration="172" length="2754221" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150926020933.mp3"/>
  <media:title><![CDATA[Competitor Links]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves.]]></media:text>
  <media:content duration="172" fileSize="2754221" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150926020933.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150926020933.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HB030YkX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Don't Give a Hoot]]></title>
  <description><![CDATA[In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline.]]></description>
  <pubDate>Mon, 14 Sep 2015 07:02:55 GMT</pubDate>
  <itunes:duration>00:02:28</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Don't Give a Hoot]]></itunes:subtitle>
  <enclosure duration="148" length="2363847" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150912080914.mp3"/>
  <media:title><![CDATA[Don't Give a Hoot]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline.]]></media:text>
  <media:content duration="148" fileSize="2363847" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150912080914.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150912080914.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HW914CkX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Before the Fall]]></title>
  <description><![CDATA[In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience.]]></description>
  <pubDate>Tue, 08 Sep 2015 07:51:12 GMT</pubDate>
  <itunes:duration>00:04:49</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Before the Fall]]></itunes:subtitle>
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  <media:title><![CDATA[Before the Fall]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience.]]></media:text>
  <media:content duration="289" fileSize="4627096" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150905100905.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HNt5VWxX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Playing Clean]]></title>
  <description><![CDATA[In which we are encouraged to break down our sales conversations and work out the sloppy spots.]]></description>
  <pubDate>Mon, 31 Aug 2015 07:16:51 GMT</pubDate>
  <itunes:duration>00:02:14</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to break down our sales conversations and work out the sloppy spots.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Playing Clean]]></itunes:subtitle>
  <enclosure duration="134" length="2146090" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150820050806.mp3"/>
  <media:title><![CDATA[Playing Clean]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to break down our sales conversations and work out the sloppy spots.]]></media:text>
  <media:content duration="134" fileSize="2146090" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150820050806.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150820050806.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HZgw5J4X" rel="alternate" type="text/html"/>
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  <title><![CDATA[Pantry View]]></title>
  <description><![CDATA[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.]]></description>
  <pubDate>Mon, 24 Aug 2015 08:31:34 GMT</pubDate>
  <itunes:duration>00:02:14</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[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.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Pantry View]]></itunes:subtitle>
  <enclosure duration="134" length="2146090" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150820050806.mp3"/>
  <media:title><![CDATA[Pantry View]]></media:title>
  <media:text type="plain"><![CDATA[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.]]></media:text>
  <media:content duration="134" fileSize="2146090" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150820050806.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150820050806.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hrm6m04X" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">7819c675-d800-4a6c-05f2-f3af435acfef</guid>
  <title><![CDATA[I Forgot]]></title>
  <description><![CDATA[In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them.]]></description>
  <pubDate>Mon, 17 Aug 2015 08:29:44 GMT</pubDate>
  <itunes:duration>00:03:35</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them.]]></itunes:summary>
  <itunes:subtitle><![CDATA[I Forgot]]></itunes:subtitle>
  <enclosure duration="215" length="3444689" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150815070853.mp3"/>
  <media:title><![CDATA[I Forgot]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them.]]></media:text>
  <media:content duration="215" fileSize="3444689" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150815070853.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150815070853.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HybvTxsX" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">7b3906db-97f9-140b-ef01-0e145bc3597c</guid>
  <title><![CDATA[Ruthless]]></title>
  <description><![CDATA[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.]]></description>
  <pubDate>Mon, 10 Aug 2015 08:28:26 GMT</pubDate>
  <itunes:duration>00:04:07</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[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.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Ruthless]]></itunes:subtitle>
  <enclosure duration="247" length="3951674" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150807060851.mp3"/>
  <media:title><![CDATA[Ruthless]]></media:title>
  <media:text type="plain"><![CDATA[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.]]></media:text>
  <media:content duration="247" fileSize="3951674" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150807060851.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150807060851.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hc8TBHQX" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">cd2cd4b5-d97e-9ada-2455-456645643222</guid>
  <title><![CDATA[Getting Out for a Look Around]]></title>
  <description><![CDATA[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.]]></description>
  <pubDate>Mon, 03 Aug 2015 07:51:45 GMT</pubDate>
  <itunes:duration>00:04:38</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[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.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Getting Out for a Look Around]]></itunes:subtitle>
  <enclosure duration="278" length="4442776" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150731060751.mp3"/>
  <media:title><![CDATA[Getting Out for a Look Around]]></media:title>
  <media:text type="plain"><![CDATA[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.]]></media:text>
  <media:content duration="278" fileSize="4442776" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150731060751.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150731060751.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HVwk02zX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Hermione]]></title>
  <description><![CDATA[In which we are reminded that maintaining account records and information are critical to the seller’s craft.]]></description>
  <pubDate>Mon, 20 Jul 2015 08:49:30 GMT</pubDate>
  <itunes:duration>00:01:59</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that maintaining account records and information are critical to the seller’s craft.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Hermione]]></itunes:subtitle>
  <enclosure duration="119" length="1903256" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150717060744.mp3"/>
  <media:title><![CDATA[Hermione]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that maintaining account records and information are critical to the seller’s craft.]]></media:text>
  <media:content duration="119" fileSize="1903256" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150717060744.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150717060744.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hs4zxyzX" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">f3d7bd14-a967-9b46-46e3-6628483eaedc</guid>
  <title><![CDATA[Social Selling]]></title>
  <description><![CDATA[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.]]></description>
  <pubDate>Mon, 13 Jul 2015 07:23:30 GMT</pubDate>
  <itunes:duration>00:02:59</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[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.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Social Selling]]></itunes:subtitle>
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  <media:title><![CDATA[Social Selling]]></media:title>
  <media:text type="plain"><![CDATA[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.]]></media:text>
  <media:content duration="179" fileSize="2857875" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150710050754.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150710050754.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/H1ZNHL8X" rel="alternate" type="text/html"/>
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  <title><![CDATA[Sales Strategies: Developing Centers of Influence]]></title>
  <description><![CDATA[Successful salespeople know that referrals are one of the most effective ways to attract new prospects and clients. Generating referrals comes easier when you've developed a relationship with a referral source or center of influence. Get some tips on initiating relationships with centers of influence from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com]]></description>
  <pubDate>Thu, 09 Jul 2015 11:01:47 GMT</pubDate>
  <itunes:duration>00:01:46</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Successful salespeople know that referrals are one of the most effective ways to attract new prospects and clients. Generating referrals comes easier when you've developed a relationship with a referral source or center of influence. Get some tips on initiating relationships with centers of influence from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Sales Strategies: Developing Centers of Influence]]></itunes:subtitle>
  <enclosure duration="106" length="5292151" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150709100750.mov"/>
  <media:title><![CDATA[Sales Strategies: Developing Centers of Influence]]></media:title>
  <media:text type="plain"><![CDATA[Successful salespeople know that referrals are one of the most effective ways to attract new prospects and clients. Generating referrals comes easier when you've developed a relationship with a referral source or center of influence. Get some tips on initiating relationships with centers of influence from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Being Social: Attracting Attention]]></title>
  <description><![CDATA[In which we gain some insight into the workings of the Web and social selling.]]></description>
  <pubDate>Mon, 29 Jun 2015 07:52:29 GMT</pubDate>
  <itunes:duration>00:03:08</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we gain some insight into the workings of the Web and social selling.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Being Social: Attracting Attention]]></itunes:subtitle>
  <enclosure duration="188" length="3012101" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150627030624.mp3"/>
  <media:title><![CDATA[Being Social: Attracting Attention]]></media:title>
  <media:text type="plain"><![CDATA[In which we gain some insight into the workings of the Web and social selling.]]></media:text>
  <media:content duration="188" fileSize="3012101" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150627030624.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HXc2m3yX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Change of Scene]]></title>
  <description><![CDATA[In which we are reminded to give our brains a break and change of scene, the better to generate ideas.]]></description>
  <pubDate>Mon, 22 Jun 2015 07:57:01 GMT</pubDate>
  <itunes:duration>00:02:55</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to give our brains a break and change of scene, the better to generate ideas.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Change of Scene]]></itunes:subtitle>
  <enclosure duration="175" length="2801032" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150621100617.mp3"/>
  <media:title><![CDATA[Change of Scene]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to give our brains a break and change of scene, the better to generate ideas.]]></media:text>
  <media:content duration="175" fileSize="2801032" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150621100617.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HDWZT7dX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Dirty Work]]></title>
  <description><![CDATA[In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.]]></description>
  <pubDate>Mon, 15 Jun 2015 07:45:27 GMT</pubDate>
  <itunes:duration>00:03:11</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Dirty Work]]></itunes:subtitle>
  <enclosure duration="191" length="3061447" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150612070609.mp3"/>
  <media:title><![CDATA[Dirty Work]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that one of the most important obstacles to sales is our clients’ reluctance to face the dirty work of change after their purchase… and that we can help.]]></media:text>
  <media:content duration="191" fileSize="3061447" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150612070609.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150612070609.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HBMbB6mX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Quesadilla]]></title>
  <description><![CDATA[In which we are reminded of positive feedback’s power.]]></description>
  <pubDate>Mon, 08 Jun 2015 07:39:27 GMT</pubDate>
  <itunes:duration>00:02:51</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded of positive feedback’s power.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Quesadilla]]></itunes:subtitle>
  <enclosure duration="171" length="2740428" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150606040635.mp3"/>
  <media:title><![CDATA[Quesadilla]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded of positive feedback’s power.]]></media:text>
  <media:content duration="171" fileSize="2740428" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150606040635.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150606040635.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HWLH01CX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Rocky Paths]]></title>
  <description><![CDATA[In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”.]]></description>
  <pubDate>Mon, 01 Jun 2015 07:41:36 GMT</pubDate>
  <itunes:duration>00:03:05</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Rocky Paths]]></itunes:subtitle>
  <enclosure duration="185" length="2953169" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150531010544.mp3"/>
  <media:title><![CDATA[Rocky Paths]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”.]]></media:text>
  <media:content duration="185" fileSize="2953169" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150531010544.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150531010544.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HN0rxQCX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Were You Thinking?]]></title>
  <description><![CDATA[In which we are reminded that winging it can reduce our credibility with clients.]]></description>
  <pubDate>Tue, 26 May 2015 08:00:49 GMT</pubDate>
  <itunes:duration>00:04:52</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that winging it can reduce our credibility with clients.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Were You Thinking?]]></itunes:subtitle>
  <enclosure duration="292" length="4669567" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150524070504.mp3"/>
  <media:title><![CDATA[Were You Thinking?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that winging it can reduce our credibility with clients.]]></media:text>
  <media:content duration="292" fileSize="4669567" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150524070504.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150524070504.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HZvKHvNX" rel="alternate" type="text/html"/>
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  <title><![CDATA[On Giants' Shoulders]]></title>
  <description><![CDATA[In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are.]]></description>
  <pubDate>Mon, 18 May 2015 07:22:26 GMT</pubDate>
  <itunes:duration>00:04:26</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are.]]></itunes:summary>
  <itunes:subtitle><![CDATA[On Giants' Shoulders]]></itunes:subtitle>
  <enclosure duration="266" length="4252186" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150516120541.mp3"/>
  <media:title><![CDATA[On Giants' Shoulders]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are.]]></media:text>
  <media:content duration="266" fileSize="4252186" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150516120541.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150516120541.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hr34cptX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Take What the Defense Gives You]]></title>
  <description><![CDATA[In which we are reminded to pursue issues in which our  clients are interested rather than issues we PLANNED to talk about.]]></description>
  <pubDate>Mon, 04 May 2015 07:40:05 GMT</pubDate>
  <itunes:duration>00:02:31</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to pursue issues in which our  clients are interested rather than issues we PLANNED to talk about.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Take What the Defense Gives You]]></itunes:subtitle>
  <enclosure duration="151" length="2418599" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150503090555.mp3"/>
  <media:title><![CDATA[Take What the Defense Gives You]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to pursue issues in which our  clients are interested rather than issues we PLANNED to talk about.]]></media:text>
  <media:content duration="151" fileSize="2418599" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150503090555.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150503090555.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HygddCtX" rel="alternate" type="text/html"/>
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  <title><![CDATA[There's Floor Everywhere]]></title>
  <description><![CDATA[In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward.]]></description>
  <pubDate>Mon, 27 Apr 2015 07:07:34 GMT</pubDate>
  <itunes:duration>00:01:56</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward.]]></itunes:summary>
  <itunes:subtitle><![CDATA[There's Floor Everywhere]]></itunes:subtitle>
  <enclosure duration="116" length="1858952" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150426090448.mp3"/>
  <media:title><![CDATA[There's Floor Everywhere]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward.]]></media:text>
  <media:content duration="116" fileSize="1858952" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150426090448.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150426090448.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HcC3fW3X" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">04d23d8d-db60-ec34-84d0-78e7ca95480b</guid>
  <title><![CDATA[Four Years!]]></title>
  <description><![CDATA[In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it.]]></description>
  <pubDate>Mon, 20 Apr 2015 07:27:48 GMT</pubDate>
  <itunes:duration>00:02:41</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Four Years!]]></itunes:subtitle>
  <enclosure duration="161" length="2580768" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150418070441.mp3"/>
  <media:title><![CDATA[Four Years!]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it.]]></media:text>
  <media:content duration="161" fileSize="2580768" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150418070441.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150418070441.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HVh1BJlX" rel="alternate" type="text/html"/>
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  <title><![CDATA[Look Back!]]></title>
  <description><![CDATA[In which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction.]]></description>
  <pubDate>Mon, 13 Apr 2015 07:30:25 GMT</pubDate>
  <itunes:duration>00:03:07</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Look Back!]]></itunes:subtitle>
  <enclosure duration="187" length="2989532" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150411070412.mp3"/>
  <media:title><![CDATA[Look Back!]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction.]]></media:text>
  <media:content duration="187" fileSize="2989532" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150411070412.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150411070412.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hs8500lX" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">710d072f-373a-f8b1-649d-3429c9d5fb95</guid>
  <title><![CDATA[Build Better Rapport with Small Business Banking Clients]]></title>
  <description><![CDATA[Building stronger relationships and increasing sales with small business owners is all about asking the right questions. Get your next conversation off to a great start with the four powerful questions Clarity Advantage President Nick Miller shares in this sales strategies video. http://www.clarityadvantage.com]]></description>
  <pubDate>Thu, 09 Apr 2015 08:12:48 GMT</pubDate>
  <itunes:duration>00:01:34</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Building stronger relationships and increasing sales with small business owners is all about asking the right questions. Get your next conversation off to a great start with the four powerful questions Clarity Advantage President Nick Miller shares in this sales strategies video. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Build Better Rapport with Small Business Banking Clients]]></itunes:subtitle>
  <enclosure duration="94" length="5139143" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150401100424.mov"/>
  <media:title><![CDATA[Build Better Rapport with Small Business Banking Clients]]></media:title>
  <media:text type="plain"><![CDATA[Building stronger relationships and increasing sales with small business owners is all about asking the right questions. Get your next conversation off to a great start with the four powerful questions Clarity Advantage President Nick Miller shares in this sales strategies video. http://www.clarityadvantage.com]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Change from the Periphery]]></title>
  <description><![CDATA[In which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP.]]></description>
  <pubDate>Mon, 06 Apr 2015 07:41:56 GMT</pubDate>
  <itunes:duration>00:03:09</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Change from the Periphery]]></itunes:subtitle>
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  <media:title><![CDATA[Change from the Periphery]]></media:title>
  <media:text type="plain"><![CDATA[In which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Passionate Followings]]></title>
  <description><![CDATA[In which we are reminded to move boldly beyond "about what you'd expect."]]></description>
  <pubDate>Mon, 30 Mar 2015 07:37:27 GMT</pubDate>
  <itunes:duration>00:03:04</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded to move boldly beyond "about what you'd expect."]]></itunes:summary>
  <itunes:subtitle><![CDATA[Passionate Followings]]></itunes:subtitle>
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  <media:title><![CDATA[Passionate Followings]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to move boldly beyond "about what you'd expect."]]></media:text>
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  <title><![CDATA[Sedimentary Segmentation]]></title>
  <description><![CDATA[In which we are reminded that tight focus and strong expertise brings customers to us.]]></description>
  <pubDate>Mon, 23 Mar 2015 07:31:38 GMT</pubDate>
  <itunes:duration>00:02:34</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded that tight focus and strong expertise brings customers to us.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Sedimentary Segmentation]]></itunes:subtitle>
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  <media:title><![CDATA[Sedimentary Segmentation]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that tight focus and strong expertise brings customers to us.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Question the Question]]></title>
  <description><![CDATA[In which we are reminded, yet again, to find out what’s behind the question before answering.]]></description>
  <pubDate>Mon, 16 Mar 2015 07:36:51 GMT</pubDate>
  <itunes:duration>00:04:27</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded, yet again, to find out what’s behind the question before answering.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Question the Question]]></itunes:subtitle>
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  <media:title><![CDATA[Question the Question]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded, yet again, to find out what’s behind the question before answering.]]></media:text>
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  <title><![CDATA[Five Fast Ones]]></title>
  <description><![CDATA[In which we are reminded to prepare for five predictable sales objections.]]></description>
  <pubDate>Mon, 09 Mar 2015 07:45:21 GMT</pubDate>
  <itunes:duration>00:04:01</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded to prepare for five predictable sales objections.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Five Fast Ones]]></itunes:subtitle>
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  <media:title><![CDATA[Five Fast Ones]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to prepare for five predictable sales objections.]]></media:text>
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  <title><![CDATA[Silver Sonatas]]></title>
  <description><![CDATA[In which we are challenged to make our differentiators more obvious, easier to see.]]></description>
  <pubDate>Mon, 02 Mar 2015 07:31:38 GMT</pubDate>
  <itunes:duration>00:03:19</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are challenged to make our differentiators more obvious, easier to see.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Silver Sonatas]]></itunes:subtitle>
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  <media:title><![CDATA[Silver Sonatas]]></media:title>
  <media:text type="plain"><![CDATA[In which we are challenged to make our differentiators more obvious, easier to see.]]></media:text>
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  <title><![CDATA[Baby, It's Cold Outside]]></title>
  <description><![CDATA[In which we are reminded to pay attention to our clients ‘FEELINGS’ as well as their facts.]]></description>
  <pubDate>Mon, 23 Feb 2015 07:42:19 GMT</pubDate>
  <itunes:duration>00:03:31</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded to pay attention to our clients ‘FEELINGS’ as well as their facts.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Baby, It's Cold Outside]]></itunes:subtitle>
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  <media:text type="plain"><![CDATA[In which we are reminded to pay attention to our clients ‘FEELINGS’ as well as their facts.]]></media:text>
  <media:content duration="211" fileSize="3377816" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150220080221.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Sales Leadership]]></title>
  <description><![CDATA[In which we are reminded…We can lead.]]></description>
  <pubDate>Mon, 16 Feb 2015 08:37:56 GMT</pubDate>
  <itunes:duration>00:04:38</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded…We can lead.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are reminded…We can lead.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Five Second Memory]]></title>
  <description><![CDATA[In which we are reminded to learn quickly and move on from mistakes. No brooding!]]></description>
  <pubDate>Sun, 08 Feb 2015 18:53:39 GMT</pubDate>
  <itunes:duration>00:02:25</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to learn quickly and move on from mistakes. No brooding!]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are reminded to learn quickly and move on from mistakes. No brooding!]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[What Sales is About]]></title>
  <description><![CDATA[In which we are reminded about the value proposition that WE are and can be.]]></description>
  <pubDate>Mon, 02 Feb 2015 07:56:23 GMT</pubDate>
  <itunes:duration>00:03:28</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded about the value proposition that WE are and can be.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are reminded about the value proposition that WE are and can be.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Find Ways to Say Yes]]></title>
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  <pubDate>Mon, 26 Jan 2015 08:34:07 GMT</pubDate>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that part of our roles as sales professionals is to find ways to say “yes” when the “by the book” answer is, "no, we don’t do it that way.”]]></itunes:summary>
  <itunes:subtitle><![CDATA[Find Ways to Say Yes]]></itunes:subtitle>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HVHHfvck" rel="alternate" type="text/html"/>
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  <title><![CDATA[We've Been to Your Website]]></title>
  <description><![CDATA[In which we ask a question: How to respond when a prospect or client calls, having done most of the “buying” process on their own.]]></description>
  <pubDate>Mon, 19 Jan 2015 07:21:31 GMT</pubDate>
  <itunes:duration>00:01:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we ask a question: How to respond when a prospect or client calls, having done most of the “buying” process on their own.]]></itunes:summary>
  <itunes:subtitle><![CDATA[We've Been to Your Website]]></itunes:subtitle>
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  <media:text type="plain"><![CDATA[In which we ask a question: How to respond when a prospect or client calls, having done most of the “buying” process on their own.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Thinking Ahead]]></title>
  <description><![CDATA[In which we are encouraged to help our clients think ahead, anticipate, and prepare to solve problems early.]]></description>
  <pubDate>Mon, 12 Jan 2015 07:22:59 GMT</pubDate>
  <itunes:duration>00:02:56</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to help our clients think ahead, anticipate, and prepare to solve problems early.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are encouraged to help our clients think ahead, anticipate, and prepare to solve problems early.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Developing Closer Client Relationships]]></title>
  <description><![CDATA[In this sales strategies video brought to you by Clarity Advantage President Nick Miller, you'll gain three ways to strengthen your client relationships. http://www.clarityadvantage.com]]></description>
  <pubDate>Wed, 07 Jan 2015 15:13:10 GMT</pubDate>
  <itunes:duration>00:01:35</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In this sales strategies video brought to you by Clarity Advantage President Nick Miller, you'll gain three ways to strengthen your client relationships. http://www.clarityadvantage.com]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In this sales strategies video brought to you by Clarity Advantage President Nick Miller, you'll gain three ways to strengthen your client relationships. http://www.clarityadvantage.com]]></media:text>
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  <title><![CDATA[Big Picture View]]></title>
  <description><![CDATA[In which we are urged to see the big picture view of our territories and accounts before losing ourselves in daily sales tasks.]]></description>
  <pubDate>Mon, 05 Jan 2015 07:55:13 GMT</pubDate>
  <itunes:duration>00:03:23</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are urged to see the big picture view of our territories and accounts before losing ourselves in daily sales tasks.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Big Picture View]]></itunes:subtitle>
  <enclosure duration="203" length="3246159" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150104120115.mp3"/>
  <media:title><![CDATA[Big Picture View]]></media:title>
  <media:text type="plain"><![CDATA[In which we are urged to see the big picture view of our territories and accounts before losing ourselves in daily sales tasks.]]></media:text>
  <media:content duration="203" fileSize="3246159" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20150104120115.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20150104120115.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HXBdgJpk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Stories]]></title>
  <description><![CDATA[In which we are encouraged to take the stories we hear as a starting point, not the last word.]]></description>
  <pubDate>Mon, 29 Dec 2014 09:47:25 GMT</pubDate>
  <itunes:duration>00:03:30</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to take the stories we hear as a starting point, not the last word.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Stories]]></itunes:subtitle>
  <enclosure duration="210" length="3361354" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20141228121212.mp3"/>
  <media:title><![CDATA[Stories]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to take the stories we hear as a starting point, not the last word.]]></media:text>
  <media:content duration="210" fileSize="3361354" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20141228121212.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20141228121212.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HDs32npk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">46d7c5eb-8fdf-8a44-ba4c-c3d59c3a5cf3</guid>
  <title><![CDATA[Hallelujah! Multitasking]]></title>
  <description><![CDATA[In which we are reminded to plan ahead and multi-task in our sales calls.]]></description>
  <pubDate>Mon, 15 Dec 2014 07:28:56 GMT</pubDate>
  <itunes:duration>00:04:04</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to plan ahead and multi-task in our sales calls.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Hallelujah! Multitasking]]></itunes:subtitle>
  <enclosure duration="244" length="3901101" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20141214101230.mp3"/>
  <media:title><![CDATA[Hallelujah! Multitasking]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to plan ahead and multi-task in our sales calls.]]></media:text>
  <media:content duration="244" fileSize="3901101" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20141214101230.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20141214101230.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HBj1dxZk" rel="alternate" type="text/html"/>
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  <title><![CDATA[You CAN'T Be Serious!]]></title>
  <description><![CDATA[In which we are reminded that we don’t always hear what we think we’ve heard.]]></description>
  <pubDate>Mon, 08 Dec 2014 07:59:07 GMT</pubDate>
  <itunes:duration>00:03:07</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that we don’t always hear what we think we’ve heard.]]></itunes:summary>
  <itunes:subtitle><![CDATA[You CAN'T Be Serious!]]></itunes:subtitle>
  <enclosure duration="187" length="2997891" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20141208061208.mp3"/>
  <media:title><![CDATA[You CAN'T Be Serious!]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that we don’t always hear what we think we’ve heard.]]></media:text>
  <media:content duration="187" fileSize="2997891" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/nickmiller-20141208061208.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/nickmiller-20141208061208.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HWk5fHjk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Save Room for Dessert]]></title>
  <description><![CDATA[In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.]]></description>
  <pubDate>Mon, 01 Dec 2014 07:30:48 GMT</pubDate>
  <itunes:duration>00:03:17</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Save Room for Dessert]]></itunes:subtitle>
  <enclosure duration="197" length="3152118" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/6fd3e37d-39b6-a177-6f99-16b52dcc66df.mp3"/>
  <media:title><![CDATA[Save Room for Dessert]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.]]></media:text>
  <media:content duration="197" fileSize="3152118" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/6fd3e37d-39b6-a177-6f99-16b52dcc66df.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/6fd3e37d-39b6-a177-6f99-16b52dcc66df.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HN5wwcFk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">9631d393-7e1c-c808-2e4e-0fe974fcdda8</guid>
  <title><![CDATA[Be Memorable]]></title>
  <description><![CDATA[In which we are reminded… STAND OUT SOMEHOW.]]></description>
  <pubDate>Mon, 24 Nov 2014 08:50:45 GMT</pubDate>
  <itunes:duration>00:03:45</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded… STAND OUT SOMEHOW.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Be Memorable]]></itunes:subtitle>
  <enclosure duration="225" length="3595572" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1761697-s-1.audio.mp3"/>
  <media:title><![CDATA[Be Memorable]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded… STAND OUT SOMEHOW.]]></media:text>
  <media:content duration="225" fileSize="3595572" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1761697-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1761697-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HZK6DyFk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Uni-Directional]]></title>
  <description><![CDATA[In which we are reminded to overcome one set of survival instincts so we can pay attention to another.]]></description>
  <pubDate>Mon, 17 Nov 2014 07:44:40 GMT</pubDate>
  <itunes:duration>00:03:33</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to overcome one set of survival instincts so we can pay attention to another.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Uni-Directional]]></itunes:subtitle>
  <enclosure duration="213" length="3401221" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1758945-s-1.mp3"/>
  <media:title><![CDATA[Uni-Directional]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to overcome one set of survival instincts so we can pay attention to another.]]></media:text>
  <media:content duration="213" fileSize="3401221" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1758945-s-1.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1758945-s-1.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HrqvkLwk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">fc5b3a58-1db9-6673-375b-e8d6d407e263</guid>
  <title><![CDATA[Acapella]]></title>
  <description><![CDATA[In which we are urged to carve out the time needed to research and prepare for sales calls.]]></description>
  <pubDate>Mon, 10 Nov 2014 08:07:43 GMT</pubDate>
  <itunes:duration>00:04:03</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are urged to carve out the time needed to research and prepare for sales calls.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Acapella]]></itunes:subtitle>
  <enclosure duration="243" length="3894531" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1756328-s-1.audio.mp3"/>
  <media:title><![CDATA[Acapella]]></media:title>
  <media:text type="plain"><![CDATA[In which we are urged to carve out the time needed to research and prepare for sales calls.]]></media:text>
  <media:content duration="243" fileSize="3894531" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1756328-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1756328-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HyfTgFBk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">36e55b1d-f6f6-7db5-1890-44a0b555a11d</guid>
  <title><![CDATA[Identifying Needs for Treasury Management Solutions]]></title>
  <description><![CDATA[Clarity Advantage President Nick Miller shares three steps to identifying more opportunities for fee-based services, particularly Treasury Management, in this sales strategies video for business bankers. http://www.clarityadvantage.com]]></description>
  <pubDate>Tue, 04 Nov 2014 13:15:34 GMT</pubDate>
  <itunes:duration>00:01:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Clarity Advantage President Nick Miller shares three steps to identifying more opportunities for fee-based services, particularly Treasury Management, in this sales strategies video for business bankers. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Identifying Needs for Treasury Management Solutions]]></itunes:subtitle>
  <enclosure duration="92" length="7995903" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/e48f30aa-e5b3-5762-13c7-7497fe684f94.mov"/>
  <media:title><![CDATA[Identifying Needs for Treasury Management Solutions]]></media:title>
  <media:text type="plain"><![CDATA[Clarity Advantage President Nick Miller shares three steps to identifying more opportunities for fee-based services, particularly Treasury Management, in this sales strategies video for business bankers. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="92" fileSize="7995903" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/e48f30aa-e5b3-5762-13c7-7497fe684f94.mov"/>
  <link>https://nickmiller.audioacrobat.com/deluge/e48f30aa-e5b3-5762-13c7-7497fe684f94.mov</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HcRk2lBk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">a4022b63-a7c4-5444-4dbd-d943c0a522be</guid>
  <title><![CDATA[Cachucha Fandango]]></title>
  <description><![CDATA[In which we are reminded to slow down our pace when we’re presenting new concepts to prospects and clients so they may understand more clearly what we say.]]></description>
  <pubDate>Mon, 03 Nov 2014 07:31:54 GMT</pubDate>
  <itunes:duration>00:03:05</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to slow down our pace when we’re presenting new concepts to prospects and clients so they may understand more clearly what we say.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Cachucha Fandango]]></itunes:subtitle>
  <enclosure duration="185" length="2963200" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1753659-s-1.mp3"/>
  <media:title><![CDATA[Cachucha Fandango]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to slow down our pace when we’re presenting new concepts to prospects and clients so they may understand more clearly what we say.]]></media:text>
  <media:content duration="185" fileSize="2963200" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1753659-s-1.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1753659-s-1.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HVPzy7Jk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">7c85e3a4-3a82-b38c-8878-8a576f9db5ff</guid>
  <title><![CDATA[Expertise So Clear]]></title>
  <description><![CDATA[In which we ask ourselves the question, once again, “what is our differentiating, dominating expertise?”]]></description>
  <pubDate>Mon, 27 Oct 2014 07:41:06 GMT</pubDate>
  <itunes:duration>00:03:46</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we ask ourselves the question, once again, “what is our differentiating, dominating expertise?”]]></itunes:summary>
  <itunes:subtitle><![CDATA[Expertise So Clear]]></itunes:subtitle>
  <enclosure duration="226" length="3611455" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1751046-s-1.audio.mp3"/>
  <media:title><![CDATA[Expertise So Clear]]></media:title>
  <media:text type="plain"><![CDATA[In which we ask ourselves the question, once again, “what is our differentiating, dominating expertise?”]]></media:text>
  <media:content duration="226" fileSize="3611455" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1751046-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1751046-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HslCL6bk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">e1732b83-63b9-aa29-f2ef-337a800c3719</guid>
  <title><![CDATA[Superstitious Behaviors]]></title>
  <description><![CDATA[In which we are prompted to ask ourselves, “Are we working with a replicable, predictable sales process?”]]></description>
  <pubDate>Mon, 13 Oct 2014 07:45:07 GMT</pubDate>
  <itunes:duration>00:04:47</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are prompted to ask ourselves, “Are we working with a replicable, predictable sales process?”]]></itunes:summary>
  <itunes:subtitle><![CDATA[Superstitious Behaviors]]></itunes:subtitle>
  <enclosure duration="287" length="4584882" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1745888-s-1.mp3"/>
  <media:title><![CDATA[Superstitious Behaviors]]></media:title>
  <media:text type="plain"><![CDATA[In which we are prompted to ask ourselves, “Are we working with a replicable, predictable sales process?”]]></media:text>
  <media:content duration="287" fileSize="4584882" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1745888-s-1.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1745888-s-1.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/H1V0FMhk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">cc170593-a268-1cc3-6678-ee87726f305b</guid>
  <title><![CDATA[Sales Conversations: Two Ways to Strengthen your Questions]]></title>
  <description><![CDATA[There are two ways you can improve the quality and richness of client answers you receive during sales conversations. Clarity Advantage President Nick Miller shares what they are and how you can use them to expand and deepen your client relationships. http://www.clarityadvantage.com]]></description>
  <pubDate>Wed, 08 Oct 2014 09:38:27 GMT</pubDate>
  <itunes:duration>00:01:31</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[There are two ways you can improve the quality and richness of client answers you receive during sales conversations. Clarity Advantage President Nick Miller shares what they are and how you can use them to expand and deepen your client relationships. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Sales Conversations: Two Ways to Strengthen your Questions]]></itunes:subtitle>
  <enclosure duration="91" length="4086063" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/74f148d8-9ac5-aae5-ea5c-3fe35176d699.mov"/>
  <media:title><![CDATA[Sales Conversations: Two Ways to Strengthen your Questions]]></media:title>
  <media:text type="plain"><![CDATA[There are two ways you can improve the quality and richness of client answers you receive during sales conversations. Clarity Advantage President Nick Miller shares what they are and how you can use them to expand and deepen your client relationships. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="91" fileSize="4086063" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/74f148d8-9ac5-aae5-ea5c-3fe35176d699.mov"/>
  <link>https://nickmiller.audioacrobat.com/deluge/74f148d8-9ac5-aae5-ea5c-3fe35176d699.mov</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/H6NqDQhk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">4cc3c664-65a7-d4a9-ed2f-7431a6b67c91</guid>
  <title><![CDATA[Nothin' But Trouble]]></title>
  <description><![CDATA[In which we are reminded to be careful about “sharing our experience” until we understand the details, no matter how tempting.]]></description>
  <pubDate>Mon, 06 Oct 2014 08:41:21 GMT</pubDate>
  <itunes:duration>00:03:20</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to be careful about “sharing our experience” until we understand the details, no matter how tempting.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Nothin' But Trouble]]></itunes:subtitle>
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  <media:title><![CDATA[Nothin' But Trouble]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to be careful about “sharing our experience” until we understand the details, no matter how tempting.]]></media:text>
  <media:content duration="200" fileSize="3204363" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1743271-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1743271-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HX6Zkv6k" rel="alternate" type="text/html"/>
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  <title><![CDATA[Buying Decisions]]></title>
  <description><![CDATA[In which we are reminded that buyers sometimes stop or slow down their processes with us because of related or unrelated issues.]]></description>
  <pubDate>Mon, 22 Sep 2014 07:44:25 GMT</pubDate>
  <itunes:duration>00:03:33</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that buyers sometimes stop or slow down their processes with us because of related or unrelated issues.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Buying Decisions]]></itunes:subtitle>
  <enclosure duration="213" length="3405819" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1738240-s-1.audio.mp3"/>
  <media:title><![CDATA[Buying Decisions]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that buyers sometimes stop or slow down their processes with us because of related or unrelated issues.]]></media:text>
  <media:content duration="213" fileSize="3405819" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1738240-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1738240-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HDyJgpGk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Keeping Up To Date]]></title>
  <description><![CDATA[In which we are reminded to document our sales and client management activities day by day (even ‘though that’s about the last thing in the world we want to spend time on).]]></description>
  <pubDate>Mon, 15 Sep 2014 07:26:10 GMT</pubDate>
  <itunes:duration>00:02:36</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to document our sales and client management activities day by day (even ‘though that’s about the last thing in the world we want to spend time on).]]></itunes:summary>
  <itunes:subtitle><![CDATA[Keeping Up To Date]]></itunes:subtitle>
  <enclosure duration="156" length="2500101" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1735621-s-1.audio.mp3"/>
  <media:title><![CDATA[Keeping Up To Date]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to document our sales and client management activities day by day (even ‘though that’s about the last thing in the world we want to spend time on).]]></media:text>
  <media:content duration="156" fileSize="2500101" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1735621-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1735621-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HBJH2NGk" rel="alternate" type="text/html"/>
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  <title><![CDATA[I Want An Opinion]]></title>
  <description><![CDATA[In which we are reminded that, frequently, it’s our expertise rather than the products we sell that earn us clients and commissions.]]></description>
  <pubDate>Mon, 08 Sep 2014 07:39:35 GMT</pubDate>
  <itunes:duration>00:03:35</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that, frequently, it’s our expertise rather than the products we sell that earn us clients and commissions.]]></itunes:summary>
  <itunes:subtitle><![CDATA[I Want An Opinion]]></itunes:subtitle>
  <enclosure duration="215" length="3434240" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1732788-s-1.audio.mp3"/>
  <media:title><![CDATA[I Want An Opinion]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that, frequently, it’s our expertise rather than the products we sell that earn us clients and commissions.]]></media:text>
  <media:content duration="215" fileSize="3434240" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1732788-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1732788-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HWQryWgk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Selling Treasury Management Services]]></title>
  <description><![CDATA[Want to sell more deposit and cash management services? Start by discussing cash flow challenges in sales calls. Sound difficult? It doesn't have to be! There are three major things you need to ask about and Clarity Advantage President Nick Miller shares them in this video. http://www.clarityadvantage.com]]></description>
  <pubDate>Thu, 04 Sep 2014 10:46:33 GMT</pubDate>
  <itunes:duration>00:01:39</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Want to sell more deposit and cash management services? Start by discussing cash flow challenges in sales calls. Sound difficult? It doesn't have to be! There are three major things you need to ask about and Clarity Advantage President Nick Miller shares them in this video. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Selling Treasury Management Services]]></itunes:subtitle>
  <enclosure duration="99" length="11337780" type="video/x-flv" url="http://nickmiller.audioacrobat.com/deluge/b9ff3018f3c7f378fe3c757e4b1ddda6.flv"/>
  <media:title><![CDATA[Selling Treasury Management Services]]></media:title>
  <media:text type="plain"><![CDATA[Want to sell more deposit and cash management services? Start by discussing cash flow challenges in sales calls. Sound difficult? It doesn't have to be! There are three major things you need to ask about and Clarity Advantage President Nick Miller shares them in this video. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="99" fileSize="11337780" type="video/x-flv" url="http://nickmiller.audioacrobat.com/deluge/b9ff3018f3c7f378fe3c757e4b1ddda6.flv"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HNjKLJHk" rel="alternate" type="text/html"/>
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  <title><![CDATA[A Mother's Love]]></title>
  <description><![CDATA[In which we are reminded that complaints or expressions of interest are not sufficient foundations to pitch.]]></description>
  <pubDate>Tue, 02 Sep 2014 07:37:08 GMT</pubDate>
  <itunes:duration>00:03:26</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that complaints or expressions of interest are not sufficient foundations to pitch.]]></itunes:summary>
  <itunes:subtitle><![CDATA[A Mother's Love]]></itunes:subtitle>
  <enclosure duration="206" length="3290462" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1730230-s-1.audio.mp3"/>
  <media:title><![CDATA[A Mother's Love]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that complaints or expressions of interest are not sufficient foundations to pitch.]]></media:text>
  <media:content duration="206" fileSize="3290462" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1730230-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1730230-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HZx4FnHk" rel="alternate" type="text/html"/>
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  <title><![CDATA[On the Trail]]></title>
  <description><![CDATA[In which we are urged to get out from behind our desks and go TO our clients to earn their business.]]></description>
  <pubDate>Wed, 27 Aug 2014 13:38:11 GMT</pubDate>
  <itunes:duration>00:03:01</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are urged to get out from behind our desks and go TO our clients to earn their business.]]></itunes:summary>
  <itunes:subtitle><![CDATA[On the Trail]]></itunes:subtitle>
  <enclosure duration="181" length="2890057" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1727902-s-1.mp3"/>
  <media:title><![CDATA[On the Trail]]></media:title>
  <media:text type="plain"><![CDATA[In which we are urged to get out from behind our desks and go TO our clients to earn their business.]]></media:text>
  <media:content duration="181" fileSize="2890057" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1727902-s-1.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HrYdlxVk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Treasures of the Trip]]></title>
  <description><![CDATA[In which we are encouraged to savor and ask questions that go beyond the obvious.]]></description>
  <pubDate>Wed, 27 Aug 2014 13:37:05 GMT</pubDate>
  <itunes:duration>00:04:00</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to savor and ask questions that go beyond the obvious.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Treasures of the Trip]]></itunes:subtitle>
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  <media:title><![CDATA[Treasures of the Trip]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to savor and ask questions that go beyond the obvious.]]></media:text>
  <media:content duration="240" fileSize="3837571" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1725102-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1725102-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HyK3XH9k" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">0b6b4a23-94c4-d0f2-014e-abd292294d87</guid>
  <title><![CDATA[Movement in the Mercado]]></title>
  <description><![CDATA[In which we learn marketing from Mercado merchants’ movement.]]></description>
  <pubDate>Wed, 27 Aug 2014 13:35:20 GMT</pubDate>
  <itunes:duration>00:04:16</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we learn marketing from Mercado merchants’ movement.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Movement in the Mercado]]></itunes:subtitle>
  <enclosure duration="256" length="4096962" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1722645-s-4.audio.mp3"/>
  <media:title><![CDATA[Movement in the Mercado]]></media:title>
  <media:text type="plain"><![CDATA[In which we learn marketing from Mercado merchants’ movement.]]></media:text>
  <media:content duration="256" fileSize="4096962" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1722645-s-4.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1722645-s-4.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hc21gcvk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Unraveling Client Yarns]]></title>
  <description><![CDATA[In which we are reminded to manage our discovery questioning patiently.]]></description>
  <pubDate>Mon, 04 Aug 2014 08:18:25 GMT</pubDate>
  <itunes:duration>00:04:19</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to manage our discovery questioning patiently.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Unraveling Client Yarns]]></itunes:subtitle>
  <enclosure duration="259" length="4151458" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1720252-s-1.audio.mp3"/>
  <media:title><![CDATA[Unraveling Client Yarns]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to manage our discovery questioning patiently.]]></media:text>
  <media:content duration="259" fileSize="4151458" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1720252-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1720252-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HVT52dvk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Two Keys to Better Negotiating]]></title>
  <description><![CDATA[For many people, a "negotiation" comes out of nowhere like a beach ball they didn't see coming. Don't start your next negotiation at the beach ball moment; follow the advice of Clarity Advantage President Nick Miller and ensure your future negotiations start early and add value. http://www.clarityadvantage.com]]></description>
  <pubDate>Fri, 01 Aug 2014 09:35:09 GMT</pubDate>
  <itunes:duration>00:02:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[For many people, a "negotiation" comes out of nowhere like a beach ball they didn't see coming. Don't start your next negotiation at the beach ball moment; follow the advice of Clarity Advantage President Nick Miller and ensure your future negotiations start early and add value. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Two Keys to Better Negotiating]]></itunes:subtitle>
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  <media:title><![CDATA[Two Keys to Better Negotiating]]></media:title>
  <media:text type="plain"><![CDATA[For many people, a "negotiation" comes out of nowhere like a beach ball they didn't see coming. Don't start your next negotiation at the beach ball moment; follow the advice of Clarity Advantage President Nick Miller and ensure your future negotiations start early and add value. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="152" fileSize="18128764" type="video/x-flv" url="http://nickmiller.audioacrobat.com/deluge/b145c8193d853dc13bfb33044c8868e9.flv"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HsRwyLPk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Stop the Bleeding]]></title>
  <description><![CDATA[In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment.]]></description>
  <pubDate>Mon, 28 Jul 2014 09:03:51 GMT</pubDate>
  <itunes:duration>00:03:05</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Stop the Bleeding]]></itunes:subtitle>
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  <media:title><![CDATA[Stop the Bleeding]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment.]]></media:text>
  <media:content duration="185" fileSize="2962302" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1714811-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1714811-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/H1r6LFrk" rel="alternate" type="text/html"/>
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  <title><![CDATA[A Time to Plan]]></title>
  <description><![CDATA[In which we are reminded to take the time to plan calls and meetings, early enough, when it counts.]]></description>
  <pubDate>Mon, 21 Jul 2014 09:22:13 GMT</pubDate>
  <itunes:duration>00:03:27</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to take the time to plan calls and meetings, early enough, when it counts.]]></itunes:summary>
  <itunes:subtitle><![CDATA[A Time to Plan]]></itunes:subtitle>
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  <media:title><![CDATA[A Time to Plan]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to take the time to plan calls and meetings, early enough, when it counts.]]></media:text>
  <media:content duration="207" fileSize="3317630" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1714822-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1714822-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/H6D9Flrk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Look Up!]]></title>
  <description><![CDATA[In which we are reminded to look up and ahead, from time to time, amidst our intense focus on sales activities.]]></description>
  <pubDate>Mon, 14 Jul 2014 08:42:19 GMT</pubDate>
  <itunes:duration>00:03:13</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to look up and ahead, from time to time, amidst our intense focus on sales activities.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Look Up!]]></itunes:subtitle>
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  <media:title><![CDATA[Look Up!]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to look up and ahead, from time to time, amidst our intense focus on sales activities.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Seeds of Doubt]]></title>
  <description><![CDATA[In which we wonder about the sagacity of posting “away” messages on email or voice mail.]]></description>
  <pubDate>Mon, 07 Jul 2014 08:51:52 GMT</pubDate>
  <itunes:duration>00:03:46</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we wonder about the sagacity of posting “away” messages on email or voice mail.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Seeds of Doubt]]></itunes:subtitle>
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  <media:title><![CDATA[Seeds of Doubt]]></media:title>
  <media:text type="plain"><![CDATA[In which we wonder about the sagacity of posting “away” messages on email or voice mail.]]></media:text>
  <media:content duration="226" fileSize="3614381" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1709821-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1709821-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HDNXX6fk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Notes and Cards]]></title>
  <description><![CDATA[In which we are reminded to be memorable by acknowledging and celebrating clients and network friends.]]></description>
  <pubDate>Mon, 30 Jun 2014 08:09:48 GMT</pubDate>
  <itunes:duration>00:02:15</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to be memorable by acknowledging and celebrating clients and network friends.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Notes and Cards]]></itunes:subtitle>
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  <media:title><![CDATA[Notes and Cards]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to be memorable by acknowledging and celebrating clients and network friends.]]></media:text>
  <media:content duration="135" fileSize="2159883" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1707192-s-1.audio.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/audioacrobat-14988-u-1707192-s-1.audio.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Crab Rangoon]]></title>
  <description><![CDATA[In which we are reminded to build believers by evoking the experience of using our products and services.]]></description>
  <pubDate>Mon, 23 Jun 2014 08:39:45 GMT</pubDate>
  <itunes:duration>00:03:09</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to build believers by evoking the experience of using our products and services.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Crab Rangoon]]></itunes:subtitle>
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  <media:title><![CDATA[Crab Rangoon]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to build believers by evoking the experience of using our products and services.]]></media:text>
  <media:content duration="189" fileSize="3018371" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/3b3ab8f1-b922-bea0-71cb-c9219060b63c.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/3b3ab8f1-b922-bea0-71cb-c9219060b63c.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HWdCqzTk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Why do you want to work with us?]]></title>
  <description><![CDATA[In which we are reminded to prepare answers to a  fundamental client question.]]></description>
  <pubDate>Mon, 16 Jun 2014 07:46:20 GMT</pubDate>
  <itunes:duration>00:02:44</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to prepare answers to a  fundamental client question.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Why do you want to work with us?]]></itunes:subtitle>
  <enclosure duration="164" length="2630505" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/b14718d1-90f0-c613-1628-372bd98c5977.mp3"/>
  <media:title><![CDATA[Why do you want to work with us?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to prepare answers to a  fundamental client question.]]></media:text>
  <media:content duration="164" fileSize="2630505" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/b14718d1-90f0-c613-1628-372bd98c5977.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/b14718d1-90f0-c613-1628-372bd98c5977.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HNJ08vWk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Deconstruction]]></title>
  <description><![CDATA[In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one-size-fits-all’ recommendations that miss underlying issues.]]></description>
  <pubDate>Mon, 09 Jun 2014 07:46:27 GMT</pubDate>
  <itunes:duration>00:03:12</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one-size-fits-all’ recommendations that miss underlying issues.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Deconstruction]]></itunes:subtitle>
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  <media:title><![CDATA[Deconstruction]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to break our clients complex problems down into components and address the components rather than offering ‘one-size-fits-all’ recommendations that miss underlying issues.]]></media:text>
  <media:content duration="192" fileSize="3079811" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/fa0a3961-9a87-8fe1-69ac-1943b3074cce.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/fa0a3961-9a87-8fe1-69ac-1943b3074cce.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HZzqLpSk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Coaching Before a Call]]></title>
  <description><![CDATA[Sales managers: do you know when to coach your reps? Find out here and get a winning game plan you can use in your sales coaching sessions from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com]]></description>
  <pubDate>Tue, 03 Jun 2014 13:35:21 GMT</pubDate>
  <itunes:duration>00:01:57</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Sales managers: do you know when to coach your reps? Find out here and get a winning game plan you can use in your sales coaching sessions from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Coaching Before a Call]]></itunes:subtitle>
  <enclosure duration="117" length="5121366" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/a21766ba-5c1e-3996-173f-48be5bae42ad.mov"/>
  <media:title><![CDATA[Coaching Before a Call]]></media:title>
  <media:text type="plain"><![CDATA[Sales managers: do you know when to coach your reps? Find out here and get a winning game plan you can use in your sales coaching sessions from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="117" fileSize="5121366" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/a21766ba-5c1e-3996-173f-48be5bae42ad.mov"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <guid isPermaLink="false">1eefbeae-c94d-790f-20df-873e7ef454f5</guid>
  <title><![CDATA[Feet Keep Moving]]></title>
  <description><![CDATA[In which we are reminded at mid-year to focus on knocking down the short-term objectives in front of us on our way to the year-end goal.]]></description>
  <pubDate>Mon, 02 Jun 2014 07:52:29 GMT</pubDate>
  <itunes:duration>00:02:52</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded at mid-year to focus on knocking down the short-term objectives in front of us on our way to the year-end goal.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Feet Keep Moving]]></itunes:subtitle>
  <enclosure duration="172" length="2745443" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/1acc0f9f-ead9-b12c-c313-f970203998f9.mp3"/>
  <media:title><![CDATA[Feet Keep Moving]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded at mid-year to focus on knocking down the short-term objectives in front of us on our way to the year-end goal.]]></media:text>
  <media:content duration="172" fileSize="2745443" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/1acc0f9f-ead9-b12c-c313-f970203998f9.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/1acc0f9f-ead9-b12c-c313-f970203998f9.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HyxJlWKk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">ff0c7f8e-67d6-f066-30d6-4ed7544193ea</guid>
  <title><![CDATA[Future Vision Benefits]]></title>
  <description><![CDATA[In which we are reminded to paint an inviting vision of the future when we’re positioning our benefits.]]></description>
  <pubDate>Tue, 27 May 2014 07:49:49 GMT</pubDate>
  <itunes:duration>00:03:00</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to paint an inviting vision of the future when we’re positioning our benefits.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Future Vision Benefits]]></itunes:subtitle>
  <enclosure duration="180" length="2880862" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/14c2182f-9157-0648-423d-9f7a69ec4824.mp3"/>
  <media:title><![CDATA[Future Vision Benefits]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to paint an inviting vision of the future when we’re positioning our benefits.]]></media:text>
  <media:content duration="180" fileSize="2880862" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/14c2182f-9157-0648-423d-9f7a69ec4824.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/14c2182f-9157-0648-423d-9f7a69ec4824.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HcpHXJ7k" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">feee574c-bf3b-af9a-1962-6eba90300505</guid>
  <title><![CDATA[Goal Line Stands]]></title>
  <description><![CDATA[In which we are encouraged to engage our clients in thorough discussion of their goals.]]></description>
  <pubDate>Mon, 19 May 2014 07:44:29 GMT</pubDate>
  <itunes:duration>00:03:48</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to engage our clients in thorough discussion of their goals.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Goal Line Stands]]></itunes:subtitle>
  <enclosure duration="228" length="3641130" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/4c677510-c96d-8b7c-54bd-e8d0106b1433.mp3"/>
  <media:title><![CDATA[Goal Line Stands]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to engage our clients in thorough discussion of their goals.]]></media:text>
  <media:content duration="228" fileSize="3641130" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/4c677510-c96d-8b7c-54bd-e8d0106b1433.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/4c677510-c96d-8b7c-54bd-e8d0106b1433.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HV7rGn7k" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">b274ea04-d4ac-8dfc-ca08-3416519d7440</guid>
  <title><![CDATA[Narrowing Focus]]></title>
  <description><![CDATA[In which we are reminded that, while no territory is perfect, focus can improve our odds.]]></description>
  <pubDate>Mon, 12 May 2014 08:03:36 GMT</pubDate>
  <itunes:duration>00:03:22</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that, while no territory is perfect, focus can improve our odds.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Narrowing Focus]]></itunes:subtitle>
  <enclosure duration="202" length="3227542" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/0147e922-b9ae-3c6e-dc7e-3bbc2fee57d3.mp3"/>
  <media:title><![CDATA[Narrowing Focus]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that, while no territory is perfect, focus can improve our odds.]]></media:text>
  <media:content duration="202" fileSize="3227542" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/0147e922-b9ae-3c6e-dc7e-3bbc2fee57d3.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/0147e922-b9ae-3c6e-dc7e-3bbc2fee57d3.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hs2Kq4Xk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">ef2f3b51-0d80-d7f4-b139-df4c72b698c0</guid>
  <title><![CDATA[A Little Rogue]]></title>
  <description><![CDATA[In which we are encouraged (with judicious restraint) to  test the limits of our employers’  strategies, policies, and product lines to help our companies learn and adapt as clients and markets change.]]></description>
  <pubDate>Mon, 05 May 2014 09:32:44 GMT</pubDate>
  <itunes:duration>00:04:14</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged (with judicious restraint) to  test the limits of our employers’  strategies, policies, and product lines to help our companies learn and adapt as clients and markets change.]]></itunes:summary>
  <itunes:subtitle><![CDATA[A Little Rogue]]></itunes:subtitle>
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  <media:title><![CDATA[A Little Rogue]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged (with judicious restraint) to  test the limits of our employers’  strategies, policies, and product lines to help our companies learn and adapt as clients and markets change.]]></media:text>
  <media:content duration="254" fileSize="4063461" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/92f02f81-14c4-33d9-301b-9cf3ccee2bc9.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/92f02f81-14c4-33d9-301b-9cf3ccee2bc9.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/H1W48Hkk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">93a300fc-03e9-4fe5-6743-3cd2dfa5dc4c</guid>
  <title><![CDATA[Lead with Results]]></title>
  <description><![CDATA[When you speak to prospective clients, do you focus first on your results? According to Nick Miller, president of the bank sales consulting and training firm Clarity Advantage, you should! Watch our video to find out why and how leading with results can boost your sales efforts. http://www.clarityadvantage.com]]></description>
  <pubDate>Thu, 01 May 2014 14:25:56 GMT</pubDate>
  <itunes:duration>00:02:27</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[When you speak to prospective clients, do you focus first on your results? According to Nick Miller, president of the bank sales consulting and training firm Clarity Advantage, you should! Watch our video to find out why and how leading with results can boost your sales efforts. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Lead with Results]]></itunes:subtitle>
  <enclosure duration="147" length="5767934" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/f2510ddb-66ef-03fc-5c7d-411c18966a9d.mov"/>
  <media:title><![CDATA[Lead with Results]]></media:title>
  <media:text type="plain"><![CDATA[When you speak to prospective clients, do you focus first on your results? According to Nick Miller, president of the bank sales consulting and training firm Clarity Advantage, you should! Watch our video to find out why and how leading with results can boost your sales efforts. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="147" fileSize="5767934" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/f2510ddb-66ef-03fc-5c7d-411c18966a9d.mov"/>
  <link>https://nickmiller.audioacrobat.com/deluge/f2510ddb-66ef-03fc-5c7d-411c18966a9d.mov</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/H61drcxk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Pipeline Brushes]]></title>
  <description><![CDATA[In which we are reminded to spread the risk in our pipelines by continuously adding new names.]]></description>
  <pubDate>Mon, 28 Apr 2014 07:46:58 GMT</pubDate>
  <itunes:duration>00:03:40</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to spread the risk in our pipelines by continuously adding new names.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Pipeline Brushes]]></itunes:subtitle>
  <enclosure duration="220" length="3521594" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/89811b6a-0c64-36b1-1465-9435fb0cc6a3.mp3"/>
  <media:title><![CDATA[Pipeline Brushes]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to spread the risk in our pipelines by continuously adding new names.]]></media:text>
  <media:content duration="220" fileSize="3521594" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/89811b6a-0c64-36b1-1465-9435fb0cc6a3.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/89811b6a-0c64-36b1-1465-9435fb0cc6a3.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HXr3jdxk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">cc1f6023-f8ce-ecea-a448-6940ab751860</guid>
  <title><![CDATA[Out the Back End]]></title>
  <description><![CDATA[In which we are reminded to assess, from time to time, our investments in slow-developing accounts.]]></description>
  <pubDate>Mon, 21 Apr 2014 07:48:49 GMT</pubDate>
  <itunes:duration>00:03:07</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to assess, from time to time, our investments in slow-developing accounts.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Out the Back End]]></itunes:subtitle>
  <enclosure duration="187" length="2997891" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/7067b30f-c298-ca3e-ae4d-66e77fba0393.mp3"/>
  <media:title><![CDATA[Out the Back End]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to assess, from time to time, our investments in slow-developing accounts.]]></media:text>
  <media:content duration="187" fileSize="2997891" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/7067b30f-c298-ca3e-ae4d-66e77fba0393.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/7067b30f-c298-ca3e-ae4d-66e77fba0393.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HDDRlL4k" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">39afdc37-5738-a274-3962-0e596cf7e91f</guid>
  <title><![CDATA[Sight vs. Sound]]></title>
  <description><![CDATA[In which we wonder, how much should we focus on the physical elements of our sales presentations?]]></description>
  <pubDate>Mon, 14 Apr 2014 07:54:53 GMT</pubDate>
  <itunes:duration>00:03:36</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we wonder, how much should we focus on the physical elements of our sales presentations?]]></itunes:summary>
  <itunes:subtitle><![CDATA[Sight vs. Sound]]></itunes:subtitle>
  <enclosure duration="216" length="3451377" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/92d790bb-602c-3bec-91c4-8104f93cb2db.mp3"/>
  <media:title><![CDATA[Sight vs. Sound]]></media:title>
  <media:text type="plain"><![CDATA[In which we wonder, how much should we focus on the physical elements of our sales presentations?]]></media:text>
  <media:content duration="216" fileSize="3451377" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/92d790bb-602c-3bec-91c4-8104f93cb2db.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/92d790bb-602c-3bec-91c4-8104f93cb2db.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HB95XFsk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Options]]></title>
  <description><![CDATA[In which we are reminded that broad perspective and many options accelerate successful negotiating conclusions.]]></description>
  <pubDate>Mon, 07 Apr 2014 07:59:54 GMT</pubDate>
  <itunes:duration>00:04:01</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that broad perspective and many options accelerate successful negotiating conclusions.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Options]]></itunes:subtitle>
  <enclosure duration="241" length="3850528" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/a705f548-c8c4-85b8-4849-f829da7cf60a.mp3"/>
  <media:title><![CDATA[Options]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that broad perspective and many options accelerate successful negotiating conclusions.]]></media:text>
  <media:content duration="241" fileSize="3850528" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/a705f548-c8c4-85b8-4849-f829da7cf60a.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/a705f548-c8c4-85b8-4849-f829da7cf60a.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HWtFGlsk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">fba2e44c-952c-156f-9e5a-9a6329107fad</guid>
  <title><![CDATA[Sales Strategies: Helping Clients Manage Change]]></title>
  <description><![CDATA[When you sell, your clients need to change. Watch Nick Miller, president of the bank sales training and consulting firm Clarity Advantage, as he discusses how you can help clients manage the change process once you sell to them. http://www.clarityadvantage.com]]></description>
  <pubDate>Wed, 02 Apr 2014 09:26:48 GMT</pubDate>
  <itunes:duration>00:01:59</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[When you sell, your clients need to change. Watch Nick Miller, president of the bank sales training and consulting firm Clarity Advantage, as he discusses how you can help clients manage the change process once you sell to them. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Sales Strategies: Helping Clients Manage Change]]></itunes:subtitle>
  <enclosure duration="119" length="4352573" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/99e0bfe2-a013-12e4-5de0-83ee4db837ea.mov"/>
  <media:title><![CDATA[Sales Strategies: Helping Clients Manage Change]]></media:title>
  <media:text type="plain"><![CDATA[When you sell, your clients need to change. Watch Nick Miller, president of the bank sales training and consulting firm Clarity Advantage, as he discusses how you can help clients manage the change process once you sell to them. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="119" fileSize="4352573" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/99e0bfe2-a013-12e4-5de0-83ee4db837ea.mov"/>
  <link>https://nickmiller.audioacrobat.com/deluge/99e0bfe2-a013-12e4-5de0-83ee4db837ea.mov</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HNG6qXQk" rel="alternate" type="text/html"/>
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  <title><![CDATA[Reputation]]></title>
  <description><![CDATA[In which we are reminded to nurture our reputations on the Web.]]></description>
  <pubDate>Mon, 31 Mar 2014 07:49:11 GMT</pubDate>
  <itunes:duration>00:03:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to nurture our reputations on the Web.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Reputation]]></itunes:subtitle>
  <enclosure duration="212" length="3398714" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/ae2a5118-7bb1-0252-1d2b-043c63d15a40.mp3"/>
  <media:title><![CDATA[Reputation]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to nurture our reputations on the Web.]]></media:text>
  <media:content duration="212" fileSize="3398714" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/ae2a5118-7bb1-0252-1d2b-043c63d15a40.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/ae2a5118-7bb1-0252-1d2b-043c63d15a40.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HZm986zk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">853704c3-1ae8-121b-cb78-5d991292f97a</guid>
  <title><![CDATA[A Cholesterol Problem]]></title>
  <description><![CDATA[In which we are reminded to develop our brands and our reputations around something memorable or the one thing we do best.]]></description>
  <pubDate>Mon, 24 Mar 2014 08:14:21 GMT</pubDate>
  <itunes:duration>00:02:13</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to develop our brands and our reputations around something memorable or the one thing we do best.]]></itunes:summary>
  <itunes:subtitle><![CDATA[A Cholesterol Problem]]></itunes:subtitle>
  <enclosure duration="133" length="2130817" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/fe0f3a44-08de-638f-e377-a95c58cdde66.mp3"/>
  <media:title><![CDATA[A Cholesterol Problem]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to develop our brands and our reputations around something memorable or the one thing we do best.]]></media:text>
  <media:content duration="133" fileSize="2130817" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/fe0f3a44-08de-638f-e377-a95c58cdde66.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/fe0f3a44-08de-638f-e377-a95c58cdde66.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HrbTrM8k" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">c813bf1b-704a-b2f8-00ca-3898e8e12756</guid>
  <title><![CDATA[What's New?]]></title>
  <description><![CDATA[In which we are reminded to anticipate our clients’ questions and prepare for them in advance.]]></description>
  <pubDate>Mon, 17 Mar 2014 07:57:17 GMT</pubDate>
  <itunes:duration>00:02:59</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to anticipate our clients’ questions and prepare for them in advance.]]></itunes:summary>
  <itunes:subtitle><![CDATA[What's New?]]></itunes:subtitle>
  <enclosure duration="179" length="2871249" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/0e79e5bb-d836-1f9c-8022-4b50c495603b.mp3"/>
  <media:title><![CDATA[What's New?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to anticipate our clients’ questions and prepare for them in advance.]]></media:text>
  <media:content duration="179" fileSize="2871249" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/0e79e5bb-d836-1f9c-8022-4b50c495603b.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/0e79e5bb-d836-1f9c-8022-4b50c495603b.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HyzXjz8k" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">c9ed2767-089e-eff9-500e-61856c5faade</guid>
  <title><![CDATA[Relevance]]></title>
  <description><![CDATA[In which we are reminded that we have to evolve our positioning as market psychology shifts.]]></description>
  <pubDate>Mon, 10 Mar 2014 08:02:53 GMT</pubDate>
  <itunes:duration>00:03:26</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that we have to evolve our positioning as market psychology shifts.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Relevance]]></itunes:subtitle>
  <enclosure duration="206" length="3302583" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/9967a477-133f-378f-039b-05f3443e4e3f.mp3"/>
  <media:title><![CDATA[Relevance]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that we have to evolve our positioning as market psychology shifts.]]></media:text>
  <media:content duration="206" fileSize="3302583" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/9967a477-133f-378f-039b-05f3443e4e3f.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/9967a477-133f-378f-039b-05f3443e4e3f.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hcwz3vyk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">d10bfbb5-dccc-fc95-b26e-8dd555725c79</guid>
  <title><![CDATA[Stay in Touch with Clients and Prospects]]></title>
  <description><![CDATA[In this episode, Clarity Advantage President Nick Miller discusses reasons to stay in touch with clients and prospects, and offers two tips to improve your follow-up process. For more sales resources, visit http://www.clarityadvantage.com.]]></description>
  <pubDate>Tue, 04 Mar 2014 07:57:37 GMT</pubDate>
  <itunes:duration>00:01:48</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In this episode, Clarity Advantage President Nick Miller discusses reasons to stay in touch with clients and prospects, and offers two tips to improve your follow-up process. For more sales resources, visit http://www.clarityadvantage.com.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Stay in Touch with Clients and Prospects]]></itunes:subtitle>
  <enclosure duration="108" length="4275374" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/c2de73dc-13c3-6e3a-5b73-26c9d8070f24.mov"/>
  <media:title><![CDATA[Stay in Touch with Clients and Prospects]]></media:title>
  <media:text type="plain"><![CDATA[In this episode, Clarity Advantage President Nick Miller discusses reasons to stay in touch with clients and prospects, and offers two tips to improve your follow-up process. For more sales resources, visit http://www.clarityadvantage.com.]]></media:text>
  <media:content duration="108" fileSize="4275374" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/c2de73dc-13c3-6e3a-5b73-26c9d8070f24.mov"/>
  <link>https://nickmiller.audioacrobat.com/deluge/c2de73dc-13c3-6e3a-5b73-26c9d8070f24.mov</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HV4C7pdk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">22973c3e-ac3d-c4d3-f7d3-0df236f731fd</guid>
  <title><![CDATA[Prospecting By Example]]></title>
  <description><![CDATA[In which we are reminded that word of mouth beats calling cold.]]></description>
  <pubDate>Mon, 03 Mar 2014 07:36:34 GMT</pubDate>
  <itunes:duration>00:04:06</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that word of mouth beats calling cold.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Prospecting By Example]]></itunes:subtitle>
  <enclosure duration="246" length="3932866" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/2963b5c0-84c3-2bc3-ea2f-4beca00e356c.mp3"/>
  <media:title><![CDATA[Prospecting By Example]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that word of mouth beats calling cold.]]></media:text>
  <media:content duration="246" fileSize="3932866" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/2963b5c0-84c3-2bc3-ea2f-4beca00e356c.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/2963b5c0-84c3-2bc3-ea2f-4beca00e356c.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hsp06Ndk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">bd5ee405-b20a-dcaf-8a21-a76ae67e2374</guid>
  <title><![CDATA[Cabaret]]></title>
  <description><![CDATA[In which we are reminded that our relationships with clients enable them to hear us more clearly.]]></description>
  <pubDate>Mon, 24 Feb 2014 10:14:53 GMT</pubDate>
  <itunes:duration>00:03:41</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that our relationships with clients enable them to hear us more clearly.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Cabaret]]></itunes:subtitle>
  <enclosure duration="221" length="3539566" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/5f51cdd9-85ac-3f13-daba-a84ae53be5b1.mp3"/>
  <media:title><![CDATA[Cabaret]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that our relationships with clients enable them to hear us more clearly.]]></media:text>
  <media:content duration="221" fileSize="3539566" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/5f51cdd9-85ac-3f13-daba-a84ae53be5b1.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/5f51cdd9-85ac-3f13-daba-a84ae53be5b1.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/H1XqqSmk" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">aa270b23-bc16-44ab-d994-34cb27c903b4</guid>
  <title><![CDATA[Irritating Rituals]]></title>
  <description><![CDATA[In which we consider whether our moves at the beginning of sales calls may not be so smooth.]]></description>
  <pubDate>Mon, 17 Feb 2014 07:42:33 GMT</pubDate>
  <itunes:duration>00:03:47</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we consider whether our moves at the beginning of sales calls may not be so smooth.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Irritating Rituals]]></itunes:subtitle>
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  <media:title><![CDATA[Irritating Rituals]]></media:title>
  <media:text type="plain"><![CDATA[In which we consider whether our moves at the beginning of sales calls may not be so smooth.]]></media:text>
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  <title><![CDATA[Approaching Insurance Agencies]]></title>
  <description><![CDATA[There are lots of reasons why you should be calling on insurance agencies and brokerages. Watch to find out what they are and get some great tips on what to talk about when you connect with agents and brokers. http://www.clarityadvantage.com]]></description>
  <pubDate>Thu, 13 Feb 2014 09:21:04 GMT</pubDate>
  <itunes:duration>00:01:57</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[There are lots of reasons why you should be calling on insurance agencies and brokerages. Watch to find out what they are and get some great tips on what to talk about when you connect with agents and brokers. http://www.clarityadvantage.com]]></itunes:summary>
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  <media:title><![CDATA[Approaching Insurance Agencies]]></media:title>
  <media:text type="plain"><![CDATA[There are lots of reasons why you should be calling on insurance agencies and brokerages. Watch to find out what they are and get some great tips on what to talk about when you connect with agents and brokers. http://www.clarityadvantage.com]]></media:text>
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  <title><![CDATA[Subway Strategy]]></title>
  <description><![CDATA[In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.]]></description>
  <pubDate>Mon, 10 Feb 2014 07:59:11 GMT</pubDate>
  <itunes:duration>00:04:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Subway Strategy]]></itunes:subtitle>
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  <media:title><![CDATA[Subway Strategy]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.]]></media:text>
  <media:content duration="272" fileSize="4357930" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/8650d487-2ac3-472a-2c17-ab888e9cb4fa.mp3"/>
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  <title><![CDATA[Dragonisms]]></title>
  <description><![CDATA[In which we are reminded to speak … simply.]]></description>
  <pubDate>Mon, 03 Feb 2014 08:05:01 GMT</pubDate>
  <itunes:duration>00:02:40</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded to speak … simply.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Dragonisms]]></itunes:subtitle>
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  <media:title><![CDATA[Dragonisms]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to speak … simply.]]></media:text>
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  <title><![CDATA[Task Focused]]></title>
  <description><![CDATA[In which we are reminded that, sometimes, following the cues we’re given trumps the obvious task at hand.]]></description>
  <pubDate>Mon, 27 Jan 2014 07:50:55 GMT</pubDate>
  <itunes:duration>00:02:24</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that, sometimes, following the cues we’re given trumps the obvious task at hand.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Task Focused]]></itunes:subtitle>
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  <media:title><![CDATA[Task Focused]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that, sometimes, following the cues we’re given trumps the obvious task at hand.]]></media:text>
  <media:content duration="144" fileSize="2311602" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/ce05fdb3-9dbf-595e-465a-b9dc33b17071.mp3"/>
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  <title><![CDATA[Close Shaves]]></title>
  <description><![CDATA[In which we are reminded to take our time, patiently prepare and warm our relationships and prospects, before we jump in to anything resembling sales.]]></description>
  <pubDate>Mon, 20 Jan 2014 08:09:20 GMT</pubDate>
  <itunes:duration>00:03:06</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to take our time, patiently prepare and warm our relationships and prospects, before we jump in to anything resembling sales.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Close Shaves]]></itunes:subtitle>
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  <media:text type="plain"><![CDATA[In which we are reminded to take our time, patiently prepare and warm our relationships and prospects, before we jump in to anything resembling sales.]]></media:text>
  <media:content duration="186" fileSize="2975739" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/9a564a41-d8fb-644a-043b-f74345d7b3fe.mp3"/>
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  <title><![CDATA[Four Drops]]></title>
  <description><![CDATA[In which we are reminded that a BIG part of our roles, as sales people, is to help our clients manage through the change that occurs when they begin to install the services they buy from us.]]></description>
  <pubDate>Mon, 13 Jan 2014 07:56:09 GMT</pubDate>
  <itunes:duration>00:04:19</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that a BIG part of our roles, as sales people, is to help our clients manage through the change that occurs when they begin to install the services they buy from us.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Four Drops]]></itunes:subtitle>
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  <media:text type="plain"><![CDATA[In which we are reminded that a BIG part of our roles, as sales people, is to help our clients manage through the change that occurs when they begin to install the services they buy from us.]]></media:text>
  <media:content duration="259" fileSize="4150204" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/b50fc026-ee78-477b-96ec-feca6ab75c2c.mp3"/>
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  <title><![CDATA[The Strength of Our Convictions]]></title>
  <description><![CDATA[In which we are reminded that, sometimes, the strength of our convictions earns us a buyer’s  second look.]]></description>
  <pubDate>Mon, 06 Jan 2014 08:07:08 GMT</pubDate>
  <itunes:duration>00:03:23</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded that, sometimes, the strength of our convictions earns us a buyer’s  second look.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are reminded that, sometimes, the strength of our convictions earns us a buyer’s  second look.]]></media:text>
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  <title><![CDATA[Visions of Sugar Plums]]></title>
  <description><![CDATA[In which one of the biggest sales, ever, reminds us that enrolling prospects and clients in “visions of the future” helps us seal our deals.]]></description>
  <pubDate>Mon, 23 Dec 2013 13:46:40 GMT</pubDate>
  <itunes:duration>00:04:58</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which one of the biggest sales, ever, reminds us that enrolling prospects and clients in “visions of the future” helps us seal our deals.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which one of the biggest sales, ever, reminds us that enrolling prospects and clients in “visions of the future” helps us seal our deals.]]></media:text>
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  <title><![CDATA[Hands On]]></title>
  <description><![CDATA[In which we are reminded that engaging clients “hands on” in our presentations boosts the odds of a sale.]]></description>
  <pubDate>Mon, 16 Dec 2013 09:08:23 GMT</pubDate>
  <itunes:duration>00:03:17</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that engaging clients “hands on” in our presentations boosts the odds of a sale.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are reminded that engaging clients “hands on” in our presentations boosts the odds of a sale.]]></media:text>
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  <title><![CDATA[Nurturing Your Sales Network: Ping!]]></title>
  <description><![CDATA[Nick Miller, president of bank sales training and consulting firm Clarity Advantage, shares some great ways you can stay in touch - and top of mind - with people you've met while networking in this sales tips video. http://www.clarityadvantage.com]]></description>
  <pubDate>Thu, 12 Dec 2013 08:20:47 GMT</pubDate>
  <itunes:duration>00:01:52</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Nick Miller, president of bank sales training and consulting firm Clarity Advantage, shares some great ways you can stay in touch - and top of mind - with people you've met while networking in this sales tips video. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Nurturing Your Sales Network: Ping!]]></itunes:subtitle>
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  <media:title><![CDATA[Nurturing Your Sales Network: Ping!]]></media:title>
  <media:text type="plain"><![CDATA[Nick Miller, president of bank sales training and consulting firm Clarity Advantage, shares some great ways you can stay in touch - and top of mind - with people you've met while networking in this sales tips video. http://www.clarityadvantage.com]]></media:text>
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  <title><![CDATA[Too Quick to Answer]]></title>
  <description><![CDATA[In which we are reminded not to answer questions before we fully understand their intent.]]></description>
  <pubDate>Wed, 11 Dec 2013 08:29:17 GMT</pubDate>
  <itunes:duration>00:03:00</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded not to answer questions before we fully understand their intent.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Too Quick to Answer]]></itunes:subtitle>
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  <media:title><![CDATA[Too Quick to Answer]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded not to answer questions before we fully understand their intent.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Save Room for Dessert]]></title>
  <description><![CDATA[In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.

(NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.While both grandmothers have passed on to the great Thanksgiving feast in the sky, our traditions remind us of them  and we smile when we serve the dishes they prepared and enjoyed. This year, we oriented two new guests to our Thanksgiving rituals; they both qualified to return next year.)]]></description>
  <pubDate>Mon, 02 Dec 2013 07:41:15 GMT</pubDate>
  <itunes:duration>00:03:17</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.

(NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.While both grandmothers have passed on to the great Thanksgiving feast in the sky, our traditions remind us of them  and we smile when we serve the dishes they prepared and enjoyed. This year, we oriented two new guests to our Thanksgiving rituals; they both qualified to return next year.)]]></itunes:summary>
  <itunes:subtitle><![CDATA[Save Room for Dessert]]></itunes:subtitle>
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  <media:title><![CDATA[Save Room for Dessert]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.

(NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.While both grandmothers have passed on to the great Thanksgiving feast in the sky, our traditions remind us of them  and we smile when we serve the dishes they prepared and enjoyed. This year, we oriented two new guests to our Thanksgiving rituals; they both qualified to return next year.)]]></media:text>
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  <link>https://nickmiller.audioacrobat.com/deluge/6fd3e37d-39b6-a177-6f99-16b52dcc66df.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/H1s96zRx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Excess Parts]]></title>
  <description><![CDATA[In which we are reminded to smoke out, early,  internal competitors for our proposed solutions.]]></description>
  <pubDate>Wed, 27 Nov 2013 07:47:04 GMT</pubDate>
  <itunes:duration>00:03:05</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to smoke out, early,  internal competitors for our proposed solutions.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Excess Parts]]></itunes:subtitle>
  <enclosure duration="185" length="2960692" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/d69d26b2-8982-6115-3b08-cef1f9a56ac6.mp3"/>
  <media:title><![CDATA[Excess Parts]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to smoke out, early,  internal competitors for our proposed solutions.]]></media:text>
  <media:content duration="185" fileSize="2960692" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/d69d26b2-8982-6115-3b08-cef1f9a56ac6.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/d69d26b2-8982-6115-3b08-cef1f9a56ac6.mp3</link>
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  <atom:link href="https://www.audioacrobat.com/podcast/H6ZTMP1x" rel="alternate" type="text/html"/>
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  <title><![CDATA[Sharpness of Breath]]></title>
  <description><![CDATA[In which we are reminded not to call another person’s baby ugly.]]></description>
  <pubDate>Mon, 18 Nov 2013 07:37:55 GMT</pubDate>
  <itunes:duration>00:03:22</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded not to call another person’s baby ugly.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Sharpness of Breath]]></itunes:subtitle>
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  <media:title><![CDATA[Sharpness of Breath]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded not to call another person’s baby ugly.]]></media:text>
  <media:content duration="202" fileSize="3234295" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/3cd3995b-ad81-8d67-56ed-23b641b0ac8d.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/3cd3995b-ad81-8d67-56ed-23b641b0ac8d.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HXXXzpMx" rel="alternate" type="text/html"/>
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  <title><![CDATA[You Can Learn a Lot]]></title>
  <description><![CDATA[In which we are reminded: We expand our conversational repertoire by listening to others.]]></description>
  <pubDate>Mon, 11 Nov 2013 16:13:43 GMT</pubDate>
  <itunes:duration>00:03:03</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded: We expand our conversational repertoire by listening to others.]]></itunes:summary>
  <itunes:subtitle><![CDATA[You Can Learn a Lot]]></itunes:subtitle>
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  <media:title><![CDATA[You Can Learn a Lot]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded: We expand our conversational repertoire by listening to others.]]></media:text>
  <media:content duration="183" fileSize="2922240" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/76058dc7-3095-2fd9-94cf-ebee59532d2c.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/76058dc7-3095-2fd9-94cf-ebee59532d2c.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HDczPNMx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Approaching Veterinarian Practices]]></title>
  <description><![CDATA[Selling bank products and services to vets can be very profitable. Find out why, how you can meet them, and what to talk to them about when you do in this sales training video by Clarity Advantage. http://www.clarityadvantage.com]]></description>
  <pubDate>Mon, 04 Nov 2013 13:28:59 GMT</pubDate>
  <itunes:duration>00:02:03</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Selling bank products and services to vets can be very profitable. Find out why, how you can meet them, and what to talk to them about when you do in this sales training video by Clarity Advantage. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Approaching Veterinarian Practices]]></itunes:subtitle>
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  <media:title><![CDATA[Approaching Veterinarian Practices]]></media:title>
  <media:text type="plain"><![CDATA[Selling bank products and services to vets can be very profitable. Find out why, how you can meet them, and what to talk to them about when you do in this sales training video by Clarity Advantage. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="123" fileSize="6542641" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/adc784a0-ffa3-652b-1722-62c652b41d9e.mov"/>
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  <atom:link href="https://www.audioacrobat.com/podcast/HBSCZSqx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Protein and Calcium]]></title>
  <description><![CDATA[In which we are reminded of the sustaining benefits of activity tracking.]]></description>
  <pubDate>Mon, 04 Nov 2013 07:43:37 GMT</pubDate>
  <itunes:duration>00:03:36</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded of the sustaining benefits of activity tracking.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Protein and Calcium]]></itunes:subtitle>
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  <media:title><![CDATA[Protein and Calcium]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded of the sustaining benefits of activity tracking.]]></media:text>
  <media:content duration="216" fileSize="3458482" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/82931c8c-e9b3-fbb3-d1db-0145868dcc3c.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HWM0tJ2x" rel="alternate" type="text/html"/>
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  <title><![CDATA[Extremely Natural]]></title>
  <description><![CDATA[In which we learn more about overcoming fear of strangers and drawing people out in conversation.]]></description>
  <pubDate>Mon, 28 Oct 2013 08:15:24 GMT</pubDate>
  <itunes:duration>00:03:34</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we learn more about overcoming fear of strangers and drawing people out in conversation.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Extremely Natural]]></itunes:subtitle>
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  <media:title><![CDATA[Extremely Natural]]></media:title>
  <media:text type="plain"><![CDATA[In which we learn more about overcoming fear of strangers and drawing people out in conversation.]]></media:text>
  <media:content duration="214" fileSize="3427971" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/28579e91-abab-cafb-4124-4f86fe884807.mp3"/>
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<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HNLq7n2x" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">5e8a30a8-8713-273b-88bd-83801c2f3955</guid>
  <title><![CDATA[Social Value]]></title>
  <description><![CDATA[In which we are encouraged to "play big" in the charitable or non-profit world as a way of leveling the playing field with people with whom we'd like to do business.]]></description>
  <pubDate>Mon, 21 Oct 2013 07:54:14 GMT</pubDate>
  <itunes:duration>00:03:46</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to "play big" in the charitable or non-profit world as a way of leveling the playing field with people with whom we'd like to do business.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Social Value]]></itunes:subtitle>
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  <media:title><![CDATA[Social Value]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to "play big" in the charitable or non-profit world as a way of leveling the playing field with people with whom we'd like to do business.]]></media:text>
  <media:content duration="226" fileSize="3613545" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/246aee86-ece1-6951-ad19-62893ce0791f.mp3"/>
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  <atom:link href="https://www.audioacrobat.com/podcast/HZnp64cx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Take Arms?]]></title>
  <description><![CDATA[In which we ask ourselves, will we step up our game to partner with clients or, with other vendors, will we be crushed?]]></description>
  <pubDate>Mon, 14 Oct 2013 07:43:05 GMT</pubDate>
  <itunes:duration>00:04:13</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we ask ourselves, will we step up our game to partner with clients or, with other vendors, will we be crushed?]]></itunes:summary>
  <itunes:subtitle><![CDATA[Take Arms?]]></itunes:subtitle>
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  <media:title><![CDATA[Take Arms?]]></media:title>
  <media:text type="plain"><![CDATA[In which we ask ourselves, will we step up our game to partner with clients or, with other vendors, will we be crushed?]]></media:text>
  <media:content duration="253" fileSize="4051566" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/ded1233e-a980-76e1-ed62-6049a4c77863.mp3"/>
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  <atom:link href="https://www.audioacrobat.com/podcast/HrvJMV5x" rel="alternate" type="text/html"/>
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  <title><![CDATA[Can't Be Sure Unless We Measure]]></title>
  <description><![CDATA[In which we are reminded that precision in assessing client situations often leads to better, more predictable results.]]></description>
  <pubDate>Mon, 07 Oct 2013 07:53:47 GMT</pubDate>
  <itunes:duration>00:03:29</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that precision in assessing client situations often leads to better, more predictable results.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Can't Be Sure Unless We Measure]]></itunes:subtitle>
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  <media:title><![CDATA[Can't Be Sure Unless We Measure]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that precision in assessing client situations often leads to better, more predictable results.]]></media:text>
  <media:content duration="209" fileSize="3341035" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/586a6ab9-4c96-6a6c-aea9-b9c198601899.mp3"/>
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<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hy3gzcYx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Approaching Engineering Consulting Firms]]></title>
  <description><![CDATA[As a banker, there are lots of reasons why you should be talking to engineering firms. Find out what the reasons are and specific questions you can ask to start building profitable relationships with engineers in this video from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com]]></description>
  <pubDate>Wed, 02 Oct 2013 08:16:36 GMT</pubDate>
  <itunes:duration>00:02:28</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[As a banker, there are lots of reasons why you should be talking to engineering firms. Find out what the reasons are and specific questions you can ask to start building profitable relationships with engineers in this video from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Approaching Engineering Consulting Firms]]></itunes:subtitle>
  <enclosure duration="148" length="7493240" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/22ee1cb2-70df-f6f0-00a6-cfa3692bee65.mov"/>
  <media:title><![CDATA[Approaching Engineering Consulting Firms]]></media:title>
  <media:text type="plain"><![CDATA[As a banker, there are lots of reasons why you should be talking to engineering firms. Find out what the reasons are and specific questions you can ask to start building profitable relationships with engineers in this video from Clarity Advantage President Nick Miller. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="148" fileSize="7493240" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/22ee1cb2-70df-f6f0-00a6-cfa3692bee65.mov"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HcHrPdYx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Lead With Ideas]]></title>
  <description><![CDATA[In which we are encouraged to create demand for our services, not wait for clients to discover they need us.]]></description>
  <pubDate>Mon, 30 Sep 2013 09:32:47 GMT</pubDate>
  <itunes:duration>00:03:31</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to create demand for our services, not wait for clients to discover they need us.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Lead With Ideas]]></itunes:subtitle>
  <enclosure duration="211" length="3381442" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/390a82a3-df41-f552-fb56-63d7a1639934.mp3"/>
  <media:title><![CDATA[Lead With Ideas]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to create demand for our services, not wait for clients to discover they need us.]]></media:text>
  <media:content duration="211" fileSize="3381442" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/390a82a3-df41-f552-fb56-63d7a1639934.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/390a82a3-df41-f552-fb56-63d7a1639934.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HVCSZfpx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Interpretations]]></title>
  <description><![CDATA[In which we are reminded to interpret our clients' and prospects' behavior and intentions through multiple experiences rather than just one.]]></description>
  <pubDate>Mon, 23 Sep 2013 08:00:49 GMT</pubDate>
  <itunes:duration>00:04:06</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to interpret our clients' and prospects' behavior and intentions through multiple experiences rather than just one.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Interpretations]]></itunes:subtitle>
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  <media:title><![CDATA[Interpretations]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to interpret our clients' and prospects' behavior and intentions through multiple experiences rather than just one.]]></media:text>
  <media:content duration="246" fileSize="3930358" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/0f8f8435-2c40-1dac-e7ed-3f2a227d2129.mp3"/>
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<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hsh4tFZx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Signature Dishes]]></title>
  <description><![CDATA[In which we are encouraged to develop a clear distinction, no matter how small, to differentiate ourselves from others and attract referrals.]]></description>
  <pubDate>Mon, 16 Sep 2013 07:47:34 GMT</pubDate>
  <itunes:duration>00:03:45</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to develop a clear distinction, no matter how small, to differentiate ourselves from others and attract referrals.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Signature Dishes]]></itunes:subtitle>
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  <media:title><![CDATA[Signature Dishes]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to develop a clear distinction, no matter how small, to differentiate ourselves from others and attract referrals.]]></media:text>
  <media:content duration="225" fileSize="3605186" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/35c23c5c-ed22-bb09-49c0-cc3f7e8fe80e.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/H1yyKlZx" rel="alternate" type="text/html"/>
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  <title><![CDATA[A Long Shot]]></title>
  <description><![CDATA[In which we encourage balance in pursuing "long shot" sales opportunities.]]></description>
  <pubDate>Mon, 09 Sep 2013 07:32:36 GMT</pubDate>
  <itunes:duration>00:03:39</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we encourage balance in pursuing "long shot" sales opportunities.]]></itunes:summary>
  <itunes:subtitle><![CDATA[A Long Shot]]></itunes:subtitle>
  <enclosure duration="219" length="3511145" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/7c8bc627-b8db-2c01-bc1c-58ce76d277e3.mp3"/>
  <media:title><![CDATA[A Long Shot]]></media:title>
  <media:text type="plain"><![CDATA[In which we encourage balance in pursuing "long shot" sales opportunities.]]></media:text>
  <media:content duration="219" fileSize="3511145" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/7c8bc627-b8db-2c01-bc1c-58ce76d277e3.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/7c8bc627-b8db-2c01-bc1c-58ce76d277e3.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/H6B3hXjx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Comfort Foods]]></title>
  <description><![CDATA[In which we are encouraged to manage our sales from data and a plan.]]></description>
  <pubDate>Tue, 03 Sep 2013 07:27:50 GMT</pubDate>
  <itunes:duration>00:02:28</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to manage our sales from data and a plan.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Comfort Foods]]></itunes:subtitle>
  <enclosure duration="148" length="2360921" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/7e06512a-3227-e936-cae8-e1602ee520b9.mp3"/>
  <media:title><![CDATA[Comfort Foods]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to manage our sales from data and a plan.]]></media:text>
  <media:content duration="148" fileSize="2360921" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/7e06512a-3227-e936-cae8-e1602ee520b9.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/7e06512a-3227-e936-cae8-e1602ee520b9.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Approaching Architects]]></title>
  <description><![CDATA[Targeting your prospecting efforts on architects? Clarity Advantage President Nick Miller explores the opportunities for banking services and offers conversational tips you can use the next time you're meeting with an architect. http://www.clarityadvantage.com]]></description>
  <pubDate>Wed, 28 Aug 2013 15:04:15 GMT</pubDate>
  <itunes:duration>00:02:08</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Targeting your prospecting efforts on architects? Clarity Advantage President Nick Miller explores the opportunities for banking services and offers conversational tips you can use the next time you're meeting with an architect. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Approaching Architects]]></itunes:subtitle>
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  <media:title><![CDATA[Approaching Architects]]></media:title>
  <media:text type="plain"><![CDATA[Targeting your prospecting efforts on architects? Clarity Advantage President Nick Miller explores the opportunities for banking services and offers conversational tips you can use the next time you're meeting with an architect. http://www.clarityadvantage.com]]></media:text>
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  <title><![CDATA[Out Of Our Minds]]></title>
  <description><![CDATA[In which we discover one elusive secret to high performance.]]></description>
  <pubDate>Mon, 26 Aug 2013 09:25:08 GMT</pubDate>
  <itunes:duration>00:04:48</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we discover one elusive secret to high performance.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Out Of Our Minds]]></itunes:subtitle>
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  <media:title><![CDATA[Out Of Our Minds]]></media:title>
  <media:text type="plain"><![CDATA[In which we discover one elusive secret to high performance.]]></media:text>
  <media:content duration="288" fileSize="4612885" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/29b4aaba-8447-7b59-9de2-c563f4b58e41.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Common Interests]]></title>
  <description><![CDATA[In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.]]></description>
  <pubDate>Mon, 26 Aug 2013 07:36:20 GMT</pubDate>
  <itunes:duration>00:03:38</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Common Interests]]></itunes:subtitle>
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  <media:title><![CDATA[Common Interests]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.]]></media:text>
  <media:content duration="218" fileSize="3491501" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/ec4c5049-d3bc-7045-e791-2d7008a001c0.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HW56ZPBx" rel="alternate" type="text/html"/>
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  <title><![CDATA[East Coast Time]]></title>
  <description><![CDATA[In which we are reminded of the power of habit in supporting our sales efforts.]]></description>
  <pubDate>Mon, 12 Aug 2013 08:17:59 GMT</pubDate>
  <itunes:duration>00:04:48</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded of the power of habit in supporting our sales efforts.]]></itunes:summary>
  <itunes:subtitle><![CDATA[East Coast Time]]></itunes:subtitle>
  <enclosure duration="288" length="4606198" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/8c2271dc-5596-3628-4c6f-9b69ea77068e.mp3"/>
  <media:title><![CDATA[East Coast Time]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded of the power of habit in supporting our sales efforts.]]></media:text>
  <media:content duration="288" fileSize="4606198" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/8c2271dc-5596-3628-4c6f-9b69ea77068e.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/8c2271dc-5596-3628-4c6f-9b69ea77068e.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HNS9tpJx" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">d8ecc8fb-3ea9-3686-5669-9fa691c7f6b0</guid>
  <title><![CDATA[Building Networks That Feed You]]></title>
  <description><![CDATA[Use your generosity to increase referrals from COIs and community connectors. Clarity Advantage President Nick Miller tells how in this sales strategies video full of ways you can generously share your expertise and build a thriving network. http://www.clarityadvantage.com]]></description>
  <pubDate>Mon, 05 Aug 2013 15:10:03 GMT</pubDate>
  <itunes:duration>00:01:42</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Use your generosity to increase referrals from COIs and community connectors. Clarity Advantage President Nick Miller tells how in this sales strategies video full of ways you can generously share your expertise and build a thriving network. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Building Networks That Feed You]]></itunes:subtitle>
  <enclosure duration="102" length="5163703" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/486b6934-7b2f-8faa-71ae-5066ad48b0b8.mov"/>
  <media:title><![CDATA[Building Networks That Feed You]]></media:title>
  <media:text type="plain"><![CDATA[Use your generosity to increase referrals from COIs and community connectors. Clarity Advantage President Nick Miller tells how in this sales strategies video full of ways you can generously share your expertise and build a thriving network. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="102" fileSize="5163703" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/486b6934-7b2f-8faa-71ae-5066ad48b0b8.mov"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HZqTKNJx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Why Do You Ask?]]></title>
  <description><![CDATA[In which we are reminded that very few questions come from idle curiosity.]]></description>
  <pubDate>Mon, 05 Aug 2013 07:47:49 GMT</pubDate>
  <itunes:duration>00:04:02</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that very few questions come from idle curiosity.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Why Do You Ask?]]></itunes:subtitle>
  <enclosure duration="242" length="3878113" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/a29f87bb-3621-0251-208d-9e3ccb16cae3.mp3"/>
  <media:title><![CDATA[Why Do You Ask?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that very few questions come from idle curiosity.]]></media:text>
  <media:content duration="242" fileSize="3878113" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/a29f87bb-3621-0251-208d-9e3ccb16cae3.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HrfXhSbx" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">e228622c-9f22-e5df-2a54-f6806a68cf9e</guid>
  <title><![CDATA[There's More to the Picture]]></title>
  <description><![CDATA[In which we are encouraged to look more broadly than our immediate buyers when we’re selling.]]></description>
  <pubDate>Mon, 29 Jul 2013 08:27:10 GMT</pubDate>
  <itunes:duration>00:05:17</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to look more broadly than our immediate buyers when we’re selling.]]></itunes:summary>
  <itunes:subtitle><![CDATA[There's More to the Picture]]></itunes:subtitle>
  <enclosure duration="317" length="5072222" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/f88da532-ecbb-f839-9a2e-b70a1c002227.mp3"/>
  <media:title><![CDATA[There's More to the Picture]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to look more broadly than our immediate buyers when we’re selling.]]></media:text>
  <media:content duration="317" fileSize="5072222" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/f88da532-ecbb-f839-9a2e-b70a1c002227.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/f88da532-ecbb-f839-9a2e-b70a1c002227.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HynQ1bhx" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">8e2e00be-6515-64ec-07c5-491bccebb65c</guid>
  <title><![CDATA[Practice]]></title>
  <description><![CDATA[In which we are reminded that repetition is critical building confidence and skills in handling objections.]]></description>
  <pubDate>Mon, 22 Jul 2013 08:34:06 GMT</pubDate>
  <itunes:duration>00:02:51</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that repetition is critical building confidence and skills in handling objections.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Practice]]></itunes:subtitle>
  <enclosure duration="171" length="2742518" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/e67d46c8-3c9f-13d2-dbb4-285468b81b34.mp3"/>
  <media:title><![CDATA[Practice]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that repetition is critical building confidence and skills in handling objections.]]></media:text>
  <media:content duration="171" fileSize="2742518" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/e67d46c8-3c9f-13d2-dbb4-285468b81b34.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/e67d46c8-3c9f-13d2-dbb4-285468b81b34.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HcPCQnhx" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">e91d2c06-478d-21f3-a83b-6c06f9ddd7c6</guid>
  <title><![CDATA[Fly Swatters]]></title>
  <description><![CDATA[In which we are reminded to remember how we earn our money… and to focus on the main point.]]></description>
  <pubDate>Mon, 15 Jul 2013 08:41:55 GMT</pubDate>
  <itunes:duration>00:03:03</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to remember how we earn our money… and to focus on the main point.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Fly Swatters]]></itunes:subtitle>
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  <media:title><![CDATA[Fly Swatters]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to remember how we earn our money… and to focus on the main point.]]></media:text>
  <media:content duration="183" fileSize="2931274" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/bcdf8b96-316f-26a4-c457-59383604f784.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/bcdf8b96-316f-26a4-c457-59383604f784.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HVlDv46x" rel="alternate" type="text/html"/>
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  <title><![CDATA[Who Do You Know That...?]]></title>
  <description><![CDATA[In which we’re encouraged to ask for referrals based on the problems we solve rather than our products.]]></description>
  <pubDate>Mon, 08 Jul 2013 08:17:28 GMT</pubDate>
  <itunes:duration>00:04:36</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we’re encouraged to ask for referrals based on the problems we solve rather than our products.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Who Do You Know That...?]]></itunes:subtitle>
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  <media:title><![CDATA[Who Do You Know That...?]]></media:title>
  <media:text type="plain"><![CDATA[In which we’re encouraged to ask for referrals based on the problems we solve rather than our products.]]></media:text>
  <media:content duration="276" fileSize="4416444" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/bcadc7bd-8ccf-6da8-b38e-7da650fa1b1e.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/bcadc7bd-8ccf-6da8-b38e-7da650fa1b1e.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
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  <title><![CDATA[Sales Strategies: Attracting Referrals and Clients]]></title>
  <description><![CDATA[Sales people: how can you get more referrals in your communities? According to Nick Miller, president of the bank sales training and consulting firm Clarity Advantage, by positioning yourself as a "likeable expert." Nick learned this tip from Michael Katz at Blue Penguin Development and, in this video, he shares how you can become a likeable expert too and start attracting more referrals to you. http://www.clarityadvantage.com]]></description>
  <pubDate>Tue, 02 Jul 2013 08:33:48 GMT</pubDate>
  <itunes:duration>00:01:51</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Sales people: how can you get more referrals in your communities? According to Nick Miller, president of the bank sales training and consulting firm Clarity Advantage, by positioning yourself as a "likeable expert." Nick learned this tip from Michael Katz at Blue Penguin Development and, in this video, he shares how you can become a likeable expert too and start attracting more referrals to you. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Sales Strategies: Attracting Referrals and Clients]]></itunes:subtitle>
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  <media:title><![CDATA[Sales Strategies: Attracting Referrals and Clients]]></media:title>
  <media:text type="plain"><![CDATA[Sales people: how can you get more referrals in your communities? According to Nick Miller, president of the bank sales training and consulting firm Clarity Advantage, by positioning yourself as a "likeable expert." Nick learned this tip from Michael Katz at Blue Penguin Development and, in this video, he shares how you can become a likeable expert too and start attracting more referrals to you. http://www.clarityadvantage.com]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Business Development Games]]></title>
  <description><![CDATA[In which we are reminded that keeping score is critical to playing well.]]></description>
  <pubDate>Mon, 01 Jul 2013 08:34:29 GMT</pubDate>
  <itunes:duration>00:02:50</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that keeping score is critical to playing well.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Business Development Games]]></itunes:subtitle>
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  <media:title><![CDATA[Business Development Games]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that keeping score is critical to playing well.]]></media:text>
  <media:content duration="170" fileSize="2714932" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/7a6d366e-92f7-fab2-bf9b-84af5980e9b3.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Hit 'Em Where They Ain't]]></title>
  <description><![CDATA[In which we are encouraged to build market share by focusing on first on small targets rather large.]]></description>
  <pubDate>Mon, 24 Jun 2013 09:16:27 GMT</pubDate>
  <itunes:duration>00:03:31</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to build market share by focusing on first on small targets rather large.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Hit 'Em Where They Ain't]]></itunes:subtitle>
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  <media:title><![CDATA[Hit 'Em Where They Ain't]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to build market share by focusing on first on small targets rather large.]]></media:text>
  <media:content duration="211" fileSize="3374472" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/0e6bafaf-53bd-03f7-1db5-ed2ed9cd1549.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HXyghfHx" rel="alternate" type="text/html"/>
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  <title><![CDATA[So What?]]></title>
  <description><![CDATA[In which we are reminded to speak our results first.]]></description>
  <pubDate>Wed, 19 Jun 2013 13:28:23 GMT</pubDate>
  <itunes:duration>00:03:53</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to speak our results first.]]></itunes:summary>
  <itunes:subtitle><![CDATA[So What?]]></itunes:subtitle>
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  <media:title><![CDATA[So What?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to speak our results first.]]></media:text>
  <media:content duration="233" fileSize="3734753" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/9b9340c9-92de-8940-d316-e7a6fe9ab2e5.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HDBr1wVx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Out of Network]]></title>
  <description><![CDATA[In which we are reminded that setting goals or strategic direction helps us build our networks.]]></description>
  <pubDate>Mon, 10 Jun 2013 08:04:01 GMT</pubDate>
  <itunes:duration>00:04:22</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that setting goals or strategic direction helps us build our networks.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Out of Network]]></itunes:subtitle>
  <enclosure duration="262" length="4196180" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/1a14e212-b9e6-03b8-967d-3b13d01689da.mp3"/>
  <media:title><![CDATA[Out of Network]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that setting goals or strategic direction helps us build our networks.]]></media:text>
  <media:content duration="262" fileSize="4196180" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/1a14e212-b9e6-03b8-967d-3b13d01689da.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HBQSQlVx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Networking Passions]]></title>
  <description><![CDATA[In which we are reminded that building networks is often done best when done around the passions that really arouse us.]]></description>
  <pubDate>Mon, 03 Jun 2013 07:32:53 GMT</pubDate>
  <itunes:duration>00:03:54</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that building networks is often done best when done around the passions that really arouse us.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Networking Passions]]></itunes:subtitle>
  <enclosure duration="234" length="3749799" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/451ca639-2258-a26e-2145-f4b780d7b00c.mp3"/>
  <media:title><![CDATA[Networking Passions]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that building networks is often done best when done around the passions that really arouse us.]]></media:text>
  <media:content duration="234" fileSize="3749799" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/451ca639-2258-a26e-2145-f4b780d7b00c.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Granola]]></title>
  <description><![CDATA[In which we are reminded that one of the keys to building and sustaining a network is to contribute moments of delight that ripple forward.]]></description>
  <pubDate>Tue, 28 May 2013 07:40:08 GMT</pubDate>
  <itunes:duration>00:03:58</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that one of the keys to building and sustaining a network is to contribute moments of delight that ripple forward.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Granola]]></itunes:subtitle>
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  <media:title><![CDATA[Granola]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that one of the keys to building and sustaining a network is to contribute moments of delight that ripple forward.]]></media:text>
  <media:content duration="238" fileSize="3802044" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/68523787-157b-c5b5-c696-ef1ea18749be.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Break Dancers]]></title>
  <description><![CDATA[In which we are urged to develop a decisive, clear specialty in our markets to draw more referrals.]]></description>
  <pubDate>Mon, 20 May 2013 07:46:39 GMT</pubDate>
  <itunes:duration>00:02:59</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are urged to develop a decisive, clear specialty in our markets to draw more referrals.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Break Dancers]]></itunes:subtitle>
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  <media:title><![CDATA[Break Dancers]]></media:title>
  <media:text type="plain"><![CDATA[In which we are urged to develop a decisive, clear specialty in our markets to draw more referrals.]]></media:text>
  <media:content duration="179" fileSize="2864300" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/a95ef30b-8c6b-41de-5f05-29e4a4c192cc.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Take What Their Defenses Give]]></title>
  <description><![CDATA[In which we are reminded to assess potential conversation partners before we barge in.]]></description>
  <pubDate>Mon, 13 May 2013 07:41:41 GMT</pubDate>
  <itunes:duration>00:03:36</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to assess potential conversation partners before we barge in.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Take What Their Defenses Give]]></itunes:subtitle>
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  <media:title><![CDATA[Take What Their Defenses Give]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to assess potential conversation partners before we barge in.]]></media:text>
  <media:content duration="216" fileSize="3451377" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/7a529b08-2b5d-9229-f34c-0faf863c72c1.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Approaching Lawyers]]></title>
  <description><![CDATA[Want to build more profitable relationships with law firms? Nick Miller, president of Clarity Advantage, shares his tips for meeting lawyers and carrying on meaningful conversations with them about their business challenges.]]></description>
  <pubDate>Wed, 08 May 2013 13:22:23 GMT</pubDate>
  <itunes:duration>00:02:29</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Want to build more profitable relationships with law firms? Nick Miller, president of Clarity Advantage, shares his tips for meeting lawyers and carrying on meaningful conversations with them about their business challenges.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Approaching Lawyers]]></itunes:subtitle>
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  <media:title><![CDATA[Approaching Lawyers]]></media:title>
  <media:text type="plain"><![CDATA[Want to build more profitable relationships with law firms? Nick Miller, president of Clarity Advantage, shares his tips for meeting lawyers and carrying on meaningful conversations with them about their business challenges.]]></media:text>
  <media:content duration="149" fileSize="6940112" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/7e3a8ee5-6605-5b66-6cee-979edfe7214f.mov"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/Hyq5hPrx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Any Excuse]]></title>
  <description><![CDATA[In which we are reminded that it’s our job to create reasons to talk and possibilities for action.]]></description>
  <pubDate>Mon, 06 May 2013 07:32:57 GMT</pubDate>
  <itunes:duration>00:04:45</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that it’s our job to create reasons to talk and possibilities for action.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Any Excuse]]></itunes:subtitle>
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  <media:title><![CDATA[Any Excuse]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that it’s our job to create reasons to talk and possibilities for action.]]></media:text>
  <media:content duration="285" fileSize="4562312" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/ea737db9-8652-b8e3-dfbf-322f1c739bc6.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/ea737db9-8652-b8e3-dfbf-322f1c739bc6.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HcTF1ZLx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Pacing]]></title>
  <description><![CDATA[In which we are encouraged to pick interim targets to guide our pace through each sales period.]]></description>
  <pubDate>Mon, 29 Apr 2013 07:44:04 GMT</pubDate>
  <itunes:duration>00:03:58</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to pick interim targets to guide our pace through each sales period.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Pacing]]></itunes:subtitle>
  <enclosure duration="238" length="3803716" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/30cc2466-549d-9957-d7b8-d273a2b812a0.mp3"/>
  <media:title><![CDATA[Pacing]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to pick interim targets to guide our pace through each sales period.]]></media:text>
  <media:content duration="238" fileSize="3803716" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/30cc2466-549d-9957-d7b8-d273a2b812a0.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/30cc2466-549d-9957-d7b8-d273a2b812a0.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HVR6QNLx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Irrigation]]></title>
  <description><![CDATA[In which we are reminded to drip feed our inactive prospects routinely.]]></description>
  <pubDate>Mon, 22 Apr 2013 08:01:47 GMT</pubDate>
  <itunes:duration>00:03:15</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to drip feed our inactive prospects routinely.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Irrigation]]></itunes:subtitle>
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  <media:title><![CDATA[Irrigation]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to drip feed our inactive prospects routinely.]]></media:text>
  <media:content duration="195" fileSize="3117009" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/23d5c001-d6f1-bf2c-9ccb-01a16a47a6e4.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/23d5c001-d6f1-bf2c-9ccb-01a16a47a6e4.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HsP9vSfx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Statuesque]]></title>
  <description><![CDATA[In which we are reminded to play territory management carefully lest we get lost in abundance.]]></description>
  <pubDate>Mon, 15 Apr 2013 07:38:39 GMT</pubDate>
  <itunes:duration>00:04:07</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to play territory management carefully lest we get lost in abundance.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Statuesque]]></itunes:subtitle>
  <enclosure duration="247" length="3960033" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/f363b09c-3b67-2e8f-be37-d4f3df790bf4.mp3"/>
  <media:title><![CDATA[Statuesque]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to play territory management carefully lest we get lost in abundance.]]></media:text>
  <media:content duration="247" fileSize="3960033" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/f363b09c-3b67-2e8f-be37-d4f3df790bf4.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/f363b09c-3b67-2e8f-be37-d4f3df790bf4.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/H1DfpbTx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Approaching Dentists]]></title>
  <description><![CDATA[Drilling into conversations with dentists can be very profitable. How do you meet them? What should you talk about? Nick Miller, president of Clarity Advantage, answers these questions and offers real-world examples that can help you build a network of dental practices to fill your pipeline.  http://www.clarityadvantage.com]]></description>
  <pubDate>Fri, 12 Apr 2013 14:42:41 GMT</pubDate>
  <itunes:duration>00:02:20</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Drilling into conversations with dentists can be very profitable. How do you meet them? What should you talk about? Nick Miller, president of Clarity Advantage, answers these questions and offers real-world examples that can help you build a network of dental practices to fill your pipeline.  http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Approaching Dentists]]></itunes:subtitle>
  <enclosure duration="140" length="7363700" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/54a95961-44d9-c35b-2219-66b9c66f62c1.mov"/>
  <media:title><![CDATA[Approaching Dentists]]></media:title>
  <media:text type="plain"><![CDATA[Drilling into conversations with dentists can be very profitable. How do you meet them? What should you talk about? Nick Miller, president of Clarity Advantage, answers these questions and offers real-world examples that can help you build a network of dental practices to fill your pipeline.  http://www.clarityadvantage.com]]></media:text>
  <media:content duration="140" fileSize="7363700" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/54a95961-44d9-c35b-2219-66b9c66f62c1.mov"/>
  <link>https://nickmiller.audioacrobat.com/deluge/54a95961-44d9-c35b-2219-66b9c66f62c1.mov</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/H6VXNnTx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Perspective]]></title>
  <description><![CDATA[In which we are reminded to speak in our clients’ tongues, not our own.]]></description>
  <pubDate>Mon, 08 Apr 2013 07:30:34 GMT</pubDate>
  <itunes:duration>00:05:03</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to speak in our clients’ tongues, not our own.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Perspective]]></itunes:subtitle>
  <enclosure duration="303" length="4855719" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/17135b48-262e-8731-5987-188eba226ac8.mp3"/>
  <media:title><![CDATA[Perspective]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to speak in our clients’ tongues, not our own.]]></media:text>
  <media:content duration="303" fileSize="4855719" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/17135b48-262e-8731-5987-188eba226ac8.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/17135b48-262e-8731-5987-188eba226ac8.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HXNQS4Wx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Selling from Purpose]]></title>
  <description><![CDATA[In which we are encouraged to define our purposes clearly, therefrom to guide our sales work.]]></description>
  <pubDate>Mon, 01 Apr 2013 08:12:28 GMT</pubDate>
  <itunes:duration>00:03:34</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to define our purposes clearly, therefrom to guide our sales work.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Selling from Purpose]]></itunes:subtitle>
  <enclosure duration="214" length="3418776" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/28a27030-f70e-0f03-a5d8-42da915bb3e3.mp3"/>
  <media:title><![CDATA[Selling from Purpose]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to define our purposes clearly, therefrom to guide our sales work.]]></media:text>
  <media:content duration="214" fileSize="3418776" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/28a27030-f70e-0f03-a5d8-42da915bb3e3.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/28a27030-f70e-0f03-a5d8-42da915bb3e3.mp3</link>
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<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HD6CbVSx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Your Story in My Words]]></title>
  <description><![CDATA[In which we are reminded to help our clients see their stories in our descriptions about our businesses.]]></description>
  <pubDate>Mon, 25 Mar 2013 07:29:14 GMT</pubDate>
  <itunes:duration>00:03:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to help our clients see their stories in our descriptions about our businesses.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Your Story in My Words]]></itunes:subtitle>
  <enclosure duration="212" length="3385757" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/1877c7bd-f324-61b6-12b9-f74e4668810e.mp3"/>
  <media:title><![CDATA[Your Story in My Words]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to help our clients see their stories in our descriptions about our businesses.]]></media:text>
  <media:content duration="212" fileSize="3385757" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/1877c7bd-f324-61b6-12b9-f74e4668810e.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/1877c7bd-f324-61b6-12b9-f74e4668810e.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HBdDR5Kx" rel="alternate" type="text/html"/>
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  <title><![CDATA[News from Afar]]></title>
  <description><![CDATA[In which we are reminded that selling also includes sharing our perspective to help our clients advance.]]></description>
  <pubDate>Tue, 19 Mar 2013 08:32:38 GMT</pubDate>
  <itunes:duration>00:03:55</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that selling also includes sharing our perspective to help our clients advance.]]></itunes:summary>
  <itunes:subtitle><![CDATA[News from Afar]]></itunes:subtitle>
  <enclosure duration="235" length="3758315" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/cd217cc9-6628-5ab4-3990-c78d58149415.mp3"/>
  <media:title><![CDATA[News from Afar]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that selling also includes sharing our perspective to help our clients advance.]]></media:text>
  <media:content duration="235" fileSize="3758315" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/cd217cc9-6628-5ab4-3990-c78d58149415.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/cd217cc9-6628-5ab4-3990-c78d58149415.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HWJqQdKx" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">dce1fbce-f57d-f1a5-2aa0-ed1cea93cfff</guid>
  <title><![CDATA[Tell Me Why]]></title>
  <description><![CDATA[In which we are reminded to ask our referral sources WHY they are referring us to their colleagues or clients.]]></description>
  <pubDate>Mon, 11 Mar 2013 07:32:36 GMT</pubDate>
  <itunes:duration>00:02:55</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to ask our referral sources WHY they are referring us to their colleagues or clients.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Tell Me Why]]></itunes:subtitle>
  <enclosure duration="175" length="2807301" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/6b904d67-3e75-da3c-8e0d-2df2805e0c5a.mp3"/>
  <media:title><![CDATA[Tell Me Why]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to ask our referral sources WHY they are referring us to their colleagues or clients.]]></media:text>
  <media:content duration="175" fileSize="2807301" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/6b904d67-3e75-da3c-8e0d-2df2805e0c5a.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/6b904d67-3e75-da3c-8e0d-2df2805e0c5a.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HNQpvf7x" rel="alternate" type="text/html"/>
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  <title><![CDATA[Responding to "Tell Me About You" the Right Way]]></title>
  <description><![CDATA[When a prospect asks, “Tell me about you?”, how do you answer? According to Clarity Advantage President Nick Miller, there’s a right way and a wrong one. Get Nick’s tips for answering this common question in a way that’ll reel your prospects in and have them coming back for more conversation. http://www.clarityadvantage.com]]></description>
  <pubDate>Tue, 05 Mar 2013 09:00:54 GMT</pubDate>
  <itunes:duration>00:02:18</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[When a prospect asks, “Tell me about you?”, how do you answer? According to Clarity Advantage President Nick Miller, there’s a right way and a wrong one. Get Nick’s tips for answering this common question in a way that’ll reel your prospects in and have them coming back for more conversation. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Responding to "Tell Me About You" the Right Way]]></itunes:subtitle>
  <enclosure duration="138" length="6369613" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/c1bac1ae-10fa-e1de-e43f-5444f6cff709.mov"/>
  <media:title><![CDATA[Responding to "Tell Me About You" the Right Way]]></media:title>
  <media:text type="plain"><![CDATA[When a prospect asks, “Tell me about you?”, how do you answer? According to Clarity Advantage President Nick Miller, there’s a right way and a wrong one. Get Nick’s tips for answering this common question in a way that’ll reel your prospects in and have them coming back for more conversation. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="138" fileSize="6369613" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/c1bac1ae-10fa-e1de-e43f-5444f6cff709.mov"/>
  <link>https://nickmiller.audioacrobat.com/deluge/c1bac1ae-10fa-e1de-e43f-5444f6cff709.mov</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HZFJpwXx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Question With Those Fries?]]></title>
  <description><![CDATA[In which we are reminded…once again… to ask questions EVEN WHEN WE’RE SURE  we have a good idea.]]></description>
  <pubDate>Mon, 04 Mar 2013 07:31:03 GMT</pubDate>
  <itunes:duration>00:02:50</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded…once again… to ask questions EVEN WHEN WE’RE SURE  we have a good idea.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Question With Those Fries?]]></itunes:subtitle>
  <enclosure duration="170" length="2724128" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/39893695-6c5a-8ee6-ae49-9f477d51d8f9.mp3"/>
  <media:title><![CDATA[Question With Those Fries?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded…once again… to ask questions EVEN WHEN WE’RE SURE  we have a good idea.]]></media:text>
  <media:content duration="170" fileSize="2724128" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/39893695-6c5a-8ee6-ae49-9f477d51d8f9.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/39893695-6c5a-8ee6-ae49-9f477d51d8f9.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HrxgNlXx" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">d8e58c76-d340-236b-45f9-a5b04cf2db40</guid>
  <title><![CDATA[Contingencies]]></title>
  <description><![CDATA[In which we are reminded that not everything (anything?) goes as planned – good to have a back up in advance.]]></description>
  <pubDate>Sun, 24 Feb 2013 15:37:06 GMT</pubDate>
  <itunes:duration>00:03:46</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that not everything (anything?) goes as planned – good to have a back up in advance.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Contingencies]]></itunes:subtitle>
  <enclosure duration="226" length="3611455" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/0007b93b-7106-b316-acbf-6ee8fbffb648.mp3"/>
  <media:title><![CDATA[Contingencies]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that not everything (anything?) goes as planned – good to have a back up in advance.]]></media:text>
  <media:content duration="226" fileSize="3611455" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/0007b93b-7106-b316-acbf-6ee8fbffb648.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/0007b93b-7106-b316-acbf-6ee8fbffb648.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HyYrSXkx" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">8b6168a5-e9f5-d2c4-853a-dfbca79f1674</guid>
  <title><![CDATA[Clients Who Know]]></title>
  <description><![CDATA[In which we are reminded: We run a risk when we assume that clients correctly understand their problems.]]></description>
  <pubDate>Mon, 18 Feb 2013 07:39:24 GMT</pubDate>
  <itunes:duration>00:03:42</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded: We run a risk when we assume that clients correctly understand their problems.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Clients Who Know]]></itunes:subtitle>
  <enclosure duration="222" length="3550433" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/80047ce7-3e74-b819-accc-fe18d446ec3d.mp3"/>
  <media:title><![CDATA[Clients Who Know]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded: We run a risk when we assume that clients correctly understand their problems.]]></media:text>
  <media:content duration="222" fileSize="3550433" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/80047ce7-3e74-b819-accc-fe18d446ec3d.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/80047ce7-3e74-b819-accc-fe18d446ec3d.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hc7SbGxx" rel="alternate" type="text/html"/>
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  <title><![CDATA[WOW Them with a Reason to Meet]]></title>
  <description><![CDATA[You’ve got to have good reasons to meet when you’re calling on prospects. In this video, Nick Miller, president of Clarity Advantage, shares a four-step process you can use to grab your prospect’s attention and ensure you get the appointment. http://www.clarityadvantage.com]]></description>
  <pubDate>Wed, 13 Feb 2013 13:41:12 GMT</pubDate>
  <itunes:duration>00:01:57</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[You’ve got to have good reasons to meet when you’re calling on prospects. In this video, Nick Miller, president of Clarity Advantage, shares a four-step process you can use to grab your prospect’s attention and ensure you get the appointment. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[WOW Them with a Reason to Meet]]></itunes:subtitle>
  <enclosure duration="117" length="4438503" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/3c5b354f-7a06-1b01-7228-554055681fa1.mov"/>
  <media:title><![CDATA[WOW Them with a Reason to Meet]]></media:title>
  <media:text type="plain"><![CDATA[You’ve got to have good reasons to meet when you’re calling on prospects. In this video, Nick Miller, president of Clarity Advantage, shares a four-step process you can use to grab your prospect’s attention and ensure you get the appointment. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="117" fileSize="4438503" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/3c5b354f-7a06-1b01-7228-554055681fa1.mov"/>
  <link>https://nickmiller.audioacrobat.com/deluge/3c5b354f-7a06-1b01-7228-554055681fa1.mov</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HV24Rq4x" rel="alternate" type="text/html"/>
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  <title><![CDATA[Snow Blinded]]></title>
  <description><![CDATA[In which we are encouraged to choose mid-range targets to guide us so we’re not distracted by daily swirling.]]></description>
  <pubDate>Mon, 11 Feb 2013 07:31:57 GMT</pubDate>
  <itunes:duration>00:03:01</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to choose mid-range targets to guide us so we’re not distracted by daily swirling.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Snow Blinded]]></itunes:subtitle>
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  <media:title><![CDATA[Snow Blinded]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to choose mid-range targets to guide us so we’re not distracted by daily swirling.]]></media:text>
  <media:content duration="181" fileSize="2891729" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/10e6ddaf-00a6-4a74-83d9-ea34fffba787.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HsTysz4x" rel="alternate" type="text/html"/>
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  <title><![CDATA[Something to Talk About]]></title>
  <description><![CDATA[In which we are encouraged to find and share news or statistics with our clients and prospects that will prompt conversation about the little mysteries that are critical to their businesses.]]></description>
  <pubDate>Mon, 04 Feb 2013 07:39:12 GMT</pubDate>
  <itunes:duration>00:03:52</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to find and share news or statistics with our clients and prospects that will prompt conversation about the little mysteries that are critical to their businesses.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Something to Talk About]]></itunes:subtitle>
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  <media:title><![CDATA[Something to Talk About]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to find and share news or statistics with our clients and prospects that will prompt conversation about the little mysteries that are critical to their businesses.]]></media:text>
  <media:content duration="232" fileSize="3719706" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/c2dceb2c-1a3e-59ce-1693-934ea80bdd0a.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Taken for a Fool]]></title>
  <description><![CDATA[In which we are reminded to be a little skeptical about what we hear from our prospects and customers.]]></description>
  <pubDate>Mon, 28 Jan 2013 07:34:15 GMT</pubDate>
  <itunes:duration>00:03:37</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to be a little skeptical about what we hear from our prospects and customers.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Taken for a Fool]]></itunes:subtitle>
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  <media:title><![CDATA[Taken for a Fool]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to be a little skeptical about what we hear from our prospects and customers.]]></media:text>
  <media:content duration="217" fileSize="3472275" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/1d6c145b-13ec-4177-76de-2b25e4782005.mp3"/>
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  <title><![CDATA[Genuine]]></title>
  <description><![CDATA[In which we discuss the gentle art of the complement.]]></description>
  <pubDate>Mon, 21 Jan 2013 07:44:12 GMT</pubDate>
  <itunes:duration>00:03:29</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we discuss the gentle art of the complement.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Genuine]]></itunes:subtitle>
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  <media:title><![CDATA[Genuine]]></media:title>
  <media:text type="plain"><![CDATA[In which we discuss the gentle art of the complement.]]></media:text>
  <media:content duration="209" fileSize="3338528" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/f613d60e-d5f3-79a0-ba99-1b4256662ed4.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HXDcNNQx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Cave of Wonders]]></title>
  <description><![CDATA[In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays.]]></description>
  <pubDate>Mon, 14 Jan 2013 07:26:42 GMT</pubDate>
  <itunes:duration>00:03:20</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Cave of Wonders]]></itunes:subtitle>
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  <media:title><![CDATA[Cave of Wonders]]></media:title>
  <media:text type="plain"><![CDATA[In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays.]]></media:text>
  <media:content duration="200" fileSize="3207706" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/6fa873a9-432a-c159-24c0-6c8a8453d1d4.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HDVFSSzx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Slow Leaks]]></title>
  <description><![CDATA[In which we are reminded to fix diversions that slowly reduce our sales time and productivity.]]></description>
  <pubDate>Mon, 07 Jan 2013 07:37:09 GMT</pubDate>
  <itunes:duration>00:03:42</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to fix diversions that slowly reduce our sales time and productivity.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Slow Leaks]]></itunes:subtitle>
  <enclosure duration="222" length="3549179" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/48f0a64b-16ff-dbbc-477b-fd9e595a3682.mp3"/>
  <media:title><![CDATA[Slow Leaks]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to fix diversions that slowly reduce our sales time and productivity.]]></media:text>
  <media:content duration="222" fileSize="3549179" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/48f0a64b-16ff-dbbc-477b-fd9e595a3682.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HBthbb8x" rel="alternate" type="text/html"/>
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  <title><![CDATA[How Will I Know?]]></title>
  <description><![CDATA[In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions.]]></description>
  <pubDate>Wed, 02 Jan 2013 07:45:29 GMT</pubDate>
  <itunes:duration>00:03:59</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions.]]></itunes:summary>
  <itunes:subtitle><![CDATA[How Will I Know?]]></itunes:subtitle>
  <enclosure duration="239" length="3823360" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/d4412dd0-d580-4680-7078-87e0129f4964.mp3"/>
  <media:title><![CDATA[How Will I Know?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions.]]></media:text>
  <media:content duration="239" fileSize="3823360" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/d4412dd0-d580-4680-7078-87e0129f4964.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HWG9RRyx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Not Good Enough for Us]]></title>
  <description><![CDATA[In which we are reminded to learn and use our companies’ positioning language flawlessly.]]></description>
  <pubDate>Mon, 17 Dec 2012 07:12:16 GMT</pubDate>
  <itunes:duration>00:03:17</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to learn and use our companies’ positioning language flawlessly.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Not Good Enough for Us]]></itunes:subtitle>
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  <media:title><![CDATA[Not Good Enough for Us]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to learn and use our companies’ positioning language flawlessly.]]></media:text>
  <media:content duration="197" fileSize="3154208" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/357a6569-416e-eb91-3c88-69599c303e87.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
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  <title><![CDATA[6 Must-Ask Questions for the New Year]]></title>
  <description><![CDATA[There's no better time to expand your conversations with prospects and customers than when they're planning to kick off a new year. Clarity Advantage President Nick Miller offers 6 questions you can ask to gain a more strategic look at your prospects and customers, help them articulate their plans more clearly, and solve their business challenges more powerfully. http://www.clarityadvantage.com]]></description>
  <pubDate>Wed, 12 Dec 2012 13:03:06 GMT</pubDate>
  <itunes:duration>00:02:07</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[There's no better time to expand your conversations with prospects and customers than when they're planning to kick off a new year. Clarity Advantage President Nick Miller offers 6 questions you can ask to gain a more strategic look at your prospects and customers, help them articulate their plans more clearly, and solve their business challenges more powerfully. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[6 Must-Ask Questions for the New Year]]></itunes:subtitle>
  <enclosure duration="127" length="4667119" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/06bbac88-acd5-8e1b-91f5-e950f470fac4.mov"/>
  <media:title><![CDATA[6 Must-Ask Questions for the New Year]]></media:title>
  <media:text type="plain"><![CDATA[There's no better time to expand your conversations with prospects and customers than when they're planning to kick off a new year. Clarity Advantage President Nick Miller offers 6 questions you can ask to gain a more strategic look at your prospects and customers, help them articulate their plans more clearly, and solve their business challenges more powerfully. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="127" fileSize="4667119" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/06bbac88-acd5-8e1b-91f5-e950f470fac4.mov"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HZbX9Vdx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Keep It Simple]]></title>
  <description><![CDATA[In which we are reminded to help our client make decisions by limiting the number of choices to a few.]]></description>
  <pubDate>Mon, 10 Dec 2012 08:17:40 GMT</pubDate>
  <itunes:duration>00:03:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to help our client make decisions by limiting the number of choices to a few.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Keep It Simple]]></itunes:subtitle>
  <enclosure duration="212" length="3393698" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/c5437770-1336-ad07-0a25-429be46fb718.mp3"/>
  <media:title><![CDATA[Keep It Simple]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to help our client make decisions by limiting the number of choices to a few.]]></media:text>
  <media:content duration="212" fileSize="3393698" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/c5437770-1336-ad07-0a25-429be46fb718.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/c5437770-1336-ad07-0a25-429be46fb718.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HrzQY5mx" rel="alternate" type="text/html"/>
  <guid isPermaLink="false">3d34510c-0785-48ca-4233-e010cc0578d8</guid>
  <title><![CDATA[A Little Intelligence]]></title>
  <description><![CDATA[In which we are reminded that a little research can save us a LOT of prospecting time.]]></description>
  <pubDate>Mon, 03 Dec 2012 07:59:10 GMT</pubDate>
  <itunes:duration>00:04:01</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that a little research can save us a LOT of prospecting time.]]></itunes:summary>
  <itunes:subtitle><![CDATA[A Little Intelligence]]></itunes:subtitle>
  <enclosure duration="241" length="3859723" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/24858564-2a9b-2cb1-78d0-b8860a74b44f.mp3"/>
  <media:title><![CDATA[A Little Intelligence]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that a little research can save us a LOT of prospecting time.]]></media:text>
  <media:content duration="241" fileSize="3859723" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/24858564-2a9b-2cb1-78d0-b8860a74b44f.mp3"/>
  <link>https://nickmiller.audioacrobat.com/deluge/24858564-2a9b-2cb1-78d0-b8860a74b44f.mp3</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/HyFCCdmx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Better Questions Beget Bigger Sales]]></title>
  <description><![CDATA[Nick Miller, president of Clarity Advantage, explains how you can sell value (and win the business) when customers demand lower prices. http://www.clarityadvantage.com]]></description>
  <pubDate>Tue, 27 Nov 2012 10:44:05 GMT</pubDate>
  <itunes:duration>00:02:02</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Nick Miller, president of Clarity Advantage, explains how you can sell value (and win the business) when customers demand lower prices. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Better Questions Beget Bigger Sales]]></itunes:subtitle>
  <enclosure duration="122" length="6149811" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/499fcf0a-7f14-3318-6ae5-d36fe5e781da.mov"/>
  <media:title><![CDATA[Better Questions Beget Bigger Sales]]></media:title>
  <media:text type="plain"><![CDATA[Nick Miller, president of Clarity Advantage, explains how you can sell value (and win the business) when customers demand lower prices. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="122" fileSize="6149811" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/499fcf0a-7f14-3318-6ae5-d36fe5e781da.mov"/>
  <link>https://nickmiller.audioacrobat.com/deluge/499fcf0a-7f14-3318-6ae5-d36fe5e781da.mov</link>
<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
<item>
  <atom:link href="https://www.audioacrobat.com/podcast/Hc4DWfCx" rel="alternate" type="text/html"/>
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  <title><![CDATA[Save Room for Dessert]]></title>
  <description><![CDATA[In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.]]></description>
  <pubDate>Mon, 26 Nov 2012 09:16:57 GMT</pubDate>
  <itunes:duration>00:03:17</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Save Room for Dessert]]></itunes:subtitle>
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  <media:title><![CDATA[Save Room for Dessert]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.]]></media:text>
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  <title><![CDATA[Selling in the Present]]></title>
  <description><![CDATA[In which we are encouraged to open new capacity and capability by letting go of the past.]]></description>
  <pubDate>Mon, 26 Nov 2012 09:15:50 GMT</pubDate>
  <itunes:duration>00:03:31</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to open new capacity and capability by letting go of the past.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Selling in the Present]]></itunes:subtitle>
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  <media:title><![CDATA[Selling in the Present]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to open new capacity and capability by letting go of the past.]]></media:text>
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  <title><![CDATA[Squirrels]]></title>
  <description><![CDATA[In which we are reminded to slow down – plan our approaches to clients and prospects deliberately – to reduce the impact of unexpected actions.]]></description>
  <pubDate>Mon, 12 Nov 2012 08:25:04 GMT</pubDate>
  <itunes:duration>00:03:10</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to slow down – plan our approaches to clients and prospects deliberately – to reduce the impact of unexpected actions.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Squirrels]]></itunes:subtitle>
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  <media:title><![CDATA[Squirrels]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to slow down – plan our approaches to clients and prospects deliberately – to reduce the impact of unexpected actions.]]></media:text>
  <media:content duration="190" fileSize="3034253" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/faf238cf-ad14-a08b-8466-cd0f1e5724f6.mp3"/>
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  <title><![CDATA[Land of 1000 Delights]]></title>
  <description><![CDATA[In which we are reminded to set clear parameters and priorities in our territory plans.]]></description>
  <pubDate>Mon, 05 Nov 2012 07:28:58 GMT</pubDate>
  <itunes:duration>00:03:40</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to set clear parameters and priorities in our territory plans.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Land of 1000 Delights]]></itunes:subtitle>
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  <media:title><![CDATA[Land of 1000 Delights]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to set clear parameters and priorities in our territory plans.]]></media:text>
  <media:content duration="220" fileSize="3527445" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/1c775ea2-5b0b-04a9-8f4f-d3362a1f5a13.mp3"/>
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  <title><![CDATA[Wind Blown]]></title>
  <description><![CDATA[In which we are reminded to focus on differences  rather than routine questions when we write our call plans.]]></description>
  <pubDate>Mon, 29 Oct 2012 07:57:19 GMT</pubDate>
  <itunes:duration>00:03:36</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to focus on differences  rather than routine questions when we write our call plans.]]></itunes:summary>
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  <media:title><![CDATA[Wind Blown]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to focus on differences  rather than routine questions when we write our call plans.]]></media:text>
  <media:content duration="216" fileSize="3452212" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/510cdc67-27de-2d26-b051-5f5a1e66da24.mp3"/>
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  <title><![CDATA[Shared Experiences]]></title>
  <description><![CDATA[In which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects.]]></description>
  <pubDate>Mon, 22 Oct 2012 08:08:00 GMT</pubDate>
  <itunes:duration>00:03:42</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Shared Experiences]]></itunes:subtitle>
  <enclosure duration="222" length="3550851" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/640b99f1-5726-1393-2929-d026cd68a928.mp3"/>
  <media:title><![CDATA[Shared Experiences]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects.]]></media:text>
  <media:content duration="222" fileSize="3550851" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/640b99f1-5726-1393-2929-d026cd68a928.mp3"/>
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  <title><![CDATA[Captivating Rhythm]]></title>
  <description><![CDATA[In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know.]]></description>
  <pubDate>Mon, 15 Oct 2012 07:27:39 GMT</pubDate>
  <itunes:duration>00:03:48</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Captivating Rhythm]]></itunes:subtitle>
  <enclosure duration="228" length="3651161" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/8eed198d-391c-66c3-2b83-cb8317fb2332.mp3"/>
  <media:title><![CDATA[Captivating Rhythm]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know.]]></media:text>
  <media:content duration="228" fileSize="3651161" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/8eed198d-391c-66c3-2b83-cb8317fb2332.mp3"/>
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  <title><![CDATA[The Value We Bring to the Table]]></title>
  <description><![CDATA[In which we are reminded not to fall for the bait of taking an order just because the customer asked for it.]]></description>
  <pubDate>Mon, 08 Oct 2012 13:16:12 GMT</pubDate>
  <itunes:duration>00:04:10</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded not to fall for the bait of taking an order just because the customer asked for it.]]></itunes:summary>
  <itunes:subtitle><![CDATA[The Value We Bring to the Table]]></itunes:subtitle>
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  <media:title><![CDATA[The Value We Bring to the Table]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded not to fall for the bait of taking an order just because the customer asked for it.]]></media:text>
  <media:content duration="250" fileSize="3999739" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/37e6372e-da08-5233-303b-e07bd199b7bd.mp3"/>
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  <title><![CDATA[Sales Strategies: 3 Keys to More COI Referrals]]></title>
  <description><![CDATA[Want to increase the number of referrals that you get from COIs? Working on three factors can influence your effectiveness. Find out what the factors are and how to use them to build your COI network from Clarity Advantage President, Nick Miller. http://www.clarityadvantage.com]]></description>
  <pubDate>Wed, 03 Oct 2012 13:09:58 GMT</pubDate>
  <itunes:duration>00:02:29</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Want to increase the number of referrals that you get from COIs? Working on three factors can influence your effectiveness. Find out what the factors are and how to use them to build your COI network from Clarity Advantage President, Nick Miller. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Sales Strategies: 3 Keys to More COI Referrals]]></itunes:subtitle>
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  <media:title><![CDATA[Sales Strategies: 3 Keys to More COI Referrals]]></media:title>
  <media:text type="plain"><![CDATA[Want to increase the number of referrals that you get from COIs? Working on three factors can influence your effectiveness. Find out what the factors are and how to use them to build your COI network from Clarity Advantage President, Nick Miller. http://www.clarityadvantage.com]]></media:text>
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  <atom:link href="https://www.audioacrobat.com/podcast/HNttnN0x" rel="alternate" type="text/html"/>
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  <title><![CDATA[Make It Specific]]></title>
  <description><![CDATA[In which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us.]]></description>
  <pubDate>Mon, 24 Sep 2012 08:22:19 GMT</pubDate>
  <itunes:duration>00:06:09</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us.]]></itunes:summary>
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  <media:title><![CDATA[Make It Specific]]></media:title>
  <media:text type="plain"><![CDATA[In which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us.]]></media:text>
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  <title><![CDATA[Dean's Lesson]]></title>
  <description><![CDATA[In which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories”  before we attempt to sell.]]></description>
  <pubDate>Mon, 17 Sep 2012 09:42:09 GMT</pubDate>
  <itunes:duration>00:05:59</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories”  before we attempt to sell.]]></itunes:summary>
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  <media:title><![CDATA[Dean's Lesson]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded of the importance of investing a little time to understand buyers’ “stories behind their stories”  before we attempt to sell.]]></media:text>
  <media:content duration="359" fileSize="5740539" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/9f2485d4-c1ea-9598-8d2b-cc7a96b0399c.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Reasons We'll Never Understand]]></title>
  <description><![CDATA[In which we are reminded to be a little careful before “doing someone a favor.”]]></description>
  <pubDate>Mon, 10 Sep 2012 07:54:28 GMT</pubDate>
  <itunes:duration>00:03:51</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to be a little careful before “doing someone a favor.”]]></itunes:summary>
  <itunes:subtitle><![CDATA[Reasons We'll Never Understand]]></itunes:subtitle>
  <enclosure duration="231" length="3701316" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/7ed8be83-6e1b-6899-d31e-b828eabefb58.mp3"/>
  <media:title><![CDATA[Reasons We'll Never Understand]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to be a little careful before “doing someone a favor.”]]></media:text>
  <media:content duration="231" fileSize="3701316" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/7ed8be83-6e1b-6899-d31e-b828eabefb58.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <atom:link href="https://www.audioacrobat.com/podcast/HybFYR14" rel="alternate" type="text/html"/>
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  <title><![CDATA[Managing Account Relationships with Balance]]></title>
  <description><![CDATA[Maintaining balance is critical when managing account relationships. Learn why balance is so important in sales and how to accomplish it (standing on one leg, if you choose!) from Clarity Advantage President, Nick Miller. http://www.clarityadvantage.com]]></description>
  <pubDate>Wed, 05 Sep 2012 09:54:04 GMT</pubDate>
  <itunes:duration>00:02:00</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Maintaining balance is critical when managing account relationships. Learn why balance is so important in sales and how to accomplish it (standing on one leg, if you choose!) from Clarity Advantage President, Nick Miller. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Managing Account Relationships with Balance]]></itunes:subtitle>
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  <media:title><![CDATA[Managing Account Relationships with Balance]]></media:title>
  <media:text type="plain"><![CDATA[Maintaining balance is critical when managing account relationships. Learn why balance is so important in sales and how to accomplish it (standing on one leg, if you choose!) from Clarity Advantage President, Nick Miller. http://www.clarityadvantage.com]]></media:text>
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  <title><![CDATA[The Reason to Buy]]></title>
  <description><![CDATA[In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t.]]></description>
  <pubDate>Mon, 27 Aug 2012 07:32:44 GMT</pubDate>
  <itunes:duration>00:05:02</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t.]]></itunes:summary>
  <itunes:subtitle><![CDATA[The Reason to Buy]]></itunes:subtitle>
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  <media:title><![CDATA[The Reason to Buy]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t.]]></media:text>
  <media:content duration="302" fileSize="4831896" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/777afbf9-5ce2-2b0a-b6b0-ddc5ad332554.mp3"/>
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  <title><![CDATA[We Own the Questions]]></title>
  <description><![CDATA[In which we explore  tracking our own activities in detail.]]></description>
  <pubDate>Mon, 20 Aug 2012 07:24:17 GMT</pubDate>
  <itunes:duration>00:04:20</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we explore  tracking our own activities in detail.]]></itunes:summary>
  <itunes:subtitle><![CDATA[We Own the Questions]]></itunes:subtitle>
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  <media:title><![CDATA[We Own the Questions]]></media:title>
  <media:text type="plain"><![CDATA[In which we explore  tracking our own activities in detail.]]></media:text>
  <media:content duration="260" fileSize="4162325" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/996e8e47-b355-4ff0-5975-e83ee51687e6.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Wide of the Mark]]></title>
  <description><![CDATA[In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level.]]></description>
  <pubDate>Mon, 06 Aug 2012 08:12:10 GMT</pubDate>
  <itunes:duration>00:03:31</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Wide of the Mark]]></itunes:subtitle>
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  <media:title><![CDATA[Wide of the Mark]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level.]]></media:text>
  <media:content duration="211" fileSize="3369875" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/5d5ad979-7d4b-cc91-62e6-c2db95bda4c7.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[4 Techniques for Closing the Sale]]></title>
  <description><![CDATA[Clarity Advantage’s four-step close can help you avoid objections, deliver stronger value to your clients, and close more accurately and faster. Hear what the four steps are and see them in action as Clarity Advantage President Nick Miller takes you through a real-life sales scenario. http://www.clarityadvantage.com]]></description>
  <pubDate>Thu, 02 Aug 2012 12:30:26 GMT</pubDate>
  <itunes:duration>00:02:23</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Clarity Advantage’s four-step close can help you avoid objections, deliver stronger value to your clients, and close more accurately and faster. Hear what the four steps are and see them in action as Clarity Advantage President Nick Miller takes you through a real-life sales scenario. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[4 Techniques for Closing the Sale]]></itunes:subtitle>
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  <media:title><![CDATA[4 Techniques for Closing the Sale]]></media:title>
  <media:text type="plain"><![CDATA[Clarity Advantage’s four-step close can help you avoid objections, deliver stronger value to your clients, and close more accurately and faster. Hear what the four steps are and see them in action as Clarity Advantage President Nick Miller takes you through a real-life sales scenario. http://www.clarityadvantage.com]]></media:text>
  <media:content duration="143" fileSize="5908626" type="video/quicktime" url="http://nickmiller.audioacrobat.com/deluge/2e9fc05f-33a1-a037-aef1-e63a64c96489.mov"/>
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  <title><![CDATA[A Little More Zip]]></title>
  <description><![CDATA[In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients.]]></description>
  <pubDate>Mon, 30 Jul 2012 08:16:53 GMT</pubDate>
  <itunes:duration>00:03:44</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients.]]></itunes:summary>
  <itunes:subtitle><![CDATA[A Little More Zip]]></itunes:subtitle>
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  <media:title><![CDATA[A Little More Zip]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients.]]></media:text>
  <media:content duration="224" fileSize="3588049" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/b994eabe-524b-88db-38b1-3af48658fc36.mp3"/>
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  <title><![CDATA[Sounds In Darkness]]></title>
  <description><![CDATA[In which we are reminded that listening, really listening,  involves more than words.]]></description>
  <pubDate>Mon, 23 Jul 2012 08:15:31 GMT</pubDate>
  <itunes:duration>00:03:25</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that listening, really listening,  involves more than words.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Sounds In Darkness]]></itunes:subtitle>
  <enclosure duration="205" length="3287955" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/3bc19939-b296-d199-6fa1-b5625c3b5278.mp3"/>
  <media:title><![CDATA[Sounds In Darkness]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that listening, really listening,  involves more than words.]]></media:text>
  <media:content duration="205" fileSize="3287955" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/3bc19939-b296-d199-6fa1-b5625c3b5278.mp3"/>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Sales Strategies: 2 Ways to Jump-Start Your Next Sales Call]]></title>
  <description><![CDATA[Call preparation is important. How do you use the information you collect to best effect? Two ways, according to Clarity Advantage President Nick Miller. Hear what they are and how to use them to jump-start your next sales call and accelerate the discovery process. http://www.clarityadvantage.com]]></description>
  <pubDate>Tue, 17 Jul 2012 14:26:43 GMT</pubDate>
  <itunes:duration>00:02:13</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Call preparation is important. How do you use the information you collect to best effect? Two ways, according to Clarity Advantage President Nick Miller. Hear what they are and how to use them to jump-start your next sales call and accelerate the discovery process. http://www.clarityadvantage.com]]></itunes:summary>
  <itunes:subtitle><![CDATA[Sales Strategies: 2 Ways to Jump-Start Your Next Sales Call]]></itunes:subtitle>
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  <media:title><![CDATA[Sales Strategies: 2 Ways to Jump-Start Your Next Sales Call]]></media:title>
  <media:text type="plain"><![CDATA[Call preparation is important. How do you use the information you collect to best effect? Two ways, according to Clarity Advantage President Nick Miller. Hear what they are and how to use them to jump-start your next sales call and accelerate the discovery process. http://www.clarityadvantage.com]]></media:text>
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  <title><![CDATA[Small Orders]]></title>
  <description><![CDATA[In which we are reminded to leave a good taste in customers’ mouths, even if they place small orders.]]></description>
  <pubDate>Mon, 16 Jul 2012 08:17:50 GMT</pubDate>
  <itunes:duration>00:05:00</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to leave a good taste in customers’ mouths, even if they place small orders.]]></itunes:summary>
  <itunes:subtitle><![CDATA[Small Orders]]></itunes:subtitle>
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  <media:title><![CDATA[Small Orders]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to leave a good taste in customers’ mouths, even if they place small orders.]]></media:text>
  <media:content duration="300" fileSize="4801385" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/40b814fe-de8b-6a5a-b527-ff29a7e95afc.mp3"/>
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  <title><![CDATA[I Didn't Know You Did That]]></title>
  <description><![CDATA[In which we are reminded that we need to share stories with our clients and ask questions focused on topics outside of their current dealings with us in order to have a first chance at their new issues that arise.]]></description>
  <pubDate>Mon, 09 Jul 2012 08:16:34 GMT</pubDate>
  <itunes:duration>00:03:14</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that we need to share stories with our clients and ask questions focused on topics outside of their current dealings with us in order to have a first chance at their new issues that arise.]]></itunes:summary>
  <itunes:subtitle/>
  <enclosure duration="194" length="3099037" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/153b3a56-bec5-5817-10b2-1807a6e8361b.mp3"/>
  <media:title><![CDATA[I Didn't Know You Did That]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that we need to share stories with our clients and ask questions focused on topics outside of their current dealings with us in order to have a first chance at their new issues that arise.]]></media:text>
  <media:content duration="194" fileSize="3099037" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/153b3a56-bec5-5817-10b2-1807a6e8361b.mp3"/>
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  <title><![CDATA[Transitions]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to include transitions in our pre-call planning.]]></description>
  <pubDate>Mon, 02 Jul 2012 08:27:52 GMT</pubDate>
  <itunes:duration>00:04:12</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to include transitions in our pre-call planning.]]></itunes:summary>
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  <media:title><![CDATA[Transitions]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to include transitions in our pre-call planning.]]></media:text>
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  <title><![CDATA[The One You Have With You]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded (in Roman philosopher Seneca’s point) that “Luck is where the crossroads of opportunity and preparation meet.”]]></description>
  <pubDate>Mon, 25 Jun 2012 08:15:01 GMT</pubDate>
  <itunes:duration>00:02:59</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded (in Roman philosopher Seneca’s point) that “Luck is where the crossroads of opportunity and preparation meet.”]]></itunes:summary>
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  <media:title><![CDATA[The One You Have With You]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process: In which we are reminded (in Roman philosopher Seneca’s point) that “Luck is where the crossroads of opportunity and preparation meet.”]]></media:text>
  <media:content duration="179" fileSize="2863308" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/d99e8416-0a84-0739-7c97-f6766834f7f6.mp3"/>
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  <atom:link href="https://www.audioacrobat.com/podcast/Hr3P4PZ4" rel="alternate" type="text/html"/>
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  <title><![CDATA[Varying the Mix]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to vary the pace, style, and focus of our questions to maintain energy and engagement during sales calls.]]></description>
  <pubDate>Thu, 21 Jun 2012 14:12:37 GMT</pubDate>
  <itunes:duration>00:04:02</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to vary the pace, style, and focus of our questions to maintain energy and engagement during sales calls.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to vary the pace, style, and focus of our questions to maintain energy and engagement during sales calls.]]></media:text>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[Take What the Defense Is Giving]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested.]]></description>
  <pubDate>Mon, 11 Jun 2012 07:25:48 GMT</pubDate>
  <itunes:duration>00:04:03</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested.]]></itunes:summary>
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  <title><![CDATA[Sales Strategies: 4 Ways to Attract Prospects' Attention]]></title>
  <description><![CDATA[Attracting prospects’ attention isn’t easy. So, how do you do it? According to Clarity President Nick Miller, four ways. Hear what these attention grabbers are and start attracting more prospects to you. http://www.clarityadvantage.com]]></description>
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  <itunes:summary><![CDATA[Attracting prospects’ attention isn’t easy. So, how do you do it? According to Clarity President Nick Miller, four ways. Hear what these attention grabbers are and start attracting more prospects to you. http://www.clarityadvantage.com]]></itunes:summary>
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  <title><![CDATA[Communities of Attraction]]></title>
  <description><![CDATA[Prospecting Strategies: In which we are reminded that developing communities is critical to attracting new clients.]]></description>
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  <itunes:duration>00:03:51</itunes:duration>
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  <itunes:summary><![CDATA[Prospecting Strategies: In which we are reminded that developing communities is critical to attracting new clients.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Prospecting Strategies: In which we are reminded that developing communities is critical to attracting new clients.]]></media:text>
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  <title><![CDATA[Making the Connection]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to think about connections in companies we call on.]]></description>
  <pubDate>Tue, 29 May 2012 07:46:08 GMT</pubDate>
  <itunes:duration>00:02:26</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to think about connections in companies we call on.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to think about connections in companies we call on.]]></media:text>
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  <title><![CDATA[Bank Sales Management: Coaching From Three-by-Five Cards]]></title>
  <description><![CDATA[Clarity Advantage President Nick Miller discusses the four things every bank sales manager needs to improve coaching quickly and accelerate their people’s sales performance. http://www.clarityadvantage.com]]></description>
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  <itunes:summary><![CDATA[Clarity Advantage President Nick Miller discusses the four things every bank sales manager needs to improve coaching quickly and accelerate their people’s sales performance. http://www.clarityadvantage.com]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Clarity Advantage President Nick Miller discusses the four things every bank sales manager needs to improve coaching quickly and accelerate their people’s sales performance. http://www.clarityadvantage.com]]></media:text>
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  <title><![CDATA[Reflections on Values and a Life]]></title>
  <description><![CDATA[Strategies for Positioning Value: In which we are reminded that we influence our clients through both the value of the solutions we offer and our personal values.]]></description>
  <pubDate>Mon, 21 May 2012 07:35:35 GMT</pubDate>
  <itunes:duration>00:03:53</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Positioning Value: In which we are reminded that we influence our clients through both the value of the solutions we offer and our personal values.]]></itunes:summary>
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  <title><![CDATA[Socks]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that one key to cross selling is understanding clients goals’ and destinations.]]></description>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that one key to cross selling is understanding clients goals’ and destinations.]]></itunes:summary>
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  <title><![CDATA[Under Pressure]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that our success in sales depends, to a great extent, on practice and repetition.]]></description>
  <pubDate>Mon, 07 May 2012 07:53:01 GMT</pubDate>
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  <title><![CDATA[Common Interests]]></title>
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  <pubDate>Mon, 30 Apr 2012 08:08:48 GMT</pubDate>
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  <itunes:summary><![CDATA[Prospecting Strategies: In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Prospecting Strategies: In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.]]></media:text>
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  <title><![CDATA[The Subway Strategy]]></title>
  <description><![CDATA[Strategies for Positioning Value, Prospecting: In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.]]></description>
  <pubDate>Mon, 23 Apr 2012 07:29:08 GMT</pubDate>
  <itunes:duration>00:04:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Positioning Value, Prospecting: In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Strategies for Positioning Value, Prospecting: In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.]]></media:text>
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  <title><![CDATA[Balance]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that specific, focused objectives will help us sustain our effort and maintain our balance when managing account relationships.]]></description>
  <pubDate>Mon, 16 Apr 2012 07:22:32 GMT</pubDate>
  <itunes:duration>00:03:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that specific, focused objectives will help us sustain our effort and maintain our balance when managing account relationships.]]></itunes:summary>
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  <title><![CDATA[The Story Behind the Story]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that our sales occur in a context and woe be unto us if we jump forward to“take the order” or “make the sale” without understanding that contextual influence.]]></description>
  <pubDate>Mon, 09 Apr 2012 07:12:43 GMT</pubDate>
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  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that our sales occur in a context and woe be unto us if we jump forward to“take the order” or “make the sale” without understanding that contextual influence.]]></itunes:summary>
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  <title><![CDATA[Sales Best Practices: Positioning Personal Value]]></title>
  <description><![CDATA[Positioning your personal value in sales calls is important. In this video podcast episode, Clarity Advantage President Nick Miller tells how to answer the question, "What do you do?" in a way that differentiates and establishes value for your expertise.]]></description>
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  <itunes:duration>00:01:54</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Positioning your personal value in sales calls is important. In this video podcast episode, Clarity Advantage President Nick Miller tells how to answer the question, "What do you do?" in a way that differentiates and establishes value for your expertise.]]></itunes:summary>
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  <media:title><![CDATA[Sales Best Practices: Positioning Personal Value]]></media:title>
  <media:text type="plain"><![CDATA[Positioning your personal value in sales calls is important. In this video podcast episode, Clarity Advantage President Nick Miller tells how to answer the question, "What do you do?" in a way that differentiates and establishes value for your expertise.]]></media:text>
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  <title><![CDATA[It Ain't Me Babe]]></title>
  <description><![CDATA[Strategies for Prospecting: In which we are reminded that, when we’re asking people for referrals and introductions, it’s best to say specifically who or what we’re looking for.]]></description>
  <pubDate>Mon, 02 Apr 2012 08:11:48 GMT</pubDate>
  <itunes:duration>00:04:01</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Strategies for Prospecting: In which we are reminded that, when we’re asking people for referrals and introductions, it’s best to say specifically who or what we’re looking for.]]></itunes:summary>
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  <media:title><![CDATA[It Ain't Me Babe]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Prospecting: In which we are reminded that, when we’re asking people for referrals and introductions, it’s best to say specifically who or what we’re looking for.]]></media:text>
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  <title><![CDATA[Hold That Thought!]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.”]]></description>
  <pubDate>Mon, 26 Mar 2012 07:29:59 GMT</pubDate>
  <itunes:duration>00:05:01</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.”]]></itunes:summary>
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  <media:title><![CDATA[Hold That Thought!]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.”]]></media:text>
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  <title><![CDATA[What If]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to poke our clients’ and prospects’ assumptions, the better to recommend solutions and to increase the value of our discussions with them.]]></description>
  <pubDate>Mon, 19 Mar 2012 07:21:20 GMT</pubDate>
  <itunes:duration>00:04:51</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to poke our clients’ and prospects’ assumptions, the better to recommend solutions and to increase the value of our discussions with them.]]></itunes:summary>
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  <media:title><![CDATA[What If]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to poke our clients’ and prospects’ assumptions, the better to recommend solutions and to increase the value of our discussions with them.]]></media:text>
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  <title><![CDATA[Five Fast Ones]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to prepare for five predictable sales objections…. And then to stop asking for them.]]></description>
  <pubDate>Mon, 12 Mar 2012 07:40:34 GMT</pubDate>
  <itunes:duration>00:04:01</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to prepare for five predictable sales objections…. And then to stop asking for them.]]></itunes:summary>
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  <media:title><![CDATA[Five Fast Ones]]></media:title>
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  <title><![CDATA[Two Months Free]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks.]]></description>
  <pubDate>Mon, 05 Mar 2012 07:42:36 GMT</pubDate>
  <itunes:duration>00:04:12</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks.]]></itunes:summary>
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  <media:title><![CDATA[Two Months Free]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that cutting price (at least without being asked) is not a strong strategy for dissolving clients’ purchasing roadblocks.]]></media:text>
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  <title><![CDATA[Softening Up Sales]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we learn from brilliant event planners how to prepare and engage prospects and customers.]]></description>
  <pubDate>Mon, 27 Feb 2012 07:27:35 GMT</pubDate>
  <itunes:duration>00:05:41</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we learn from brilliant event planners how to prepare and engage prospects and customers.]]></itunes:summary>
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  <media:title><![CDATA[Softening Up Sales]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process: In which we learn from brilliant event planners how to prepare and engage prospects and customers.]]></media:text>
  <media:content duration="341" fileSize="1365909" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/84e77d57-0087-a47d-a61c-7e7e9e8e3fe6.mp3"/>
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  <title><![CDATA[Scary Specifics]]></title>
  <description><![CDATA[Prospecting Strategies: In which we are reminded to provide credible, specific consequences and benefits to action when we’re playing the “fear and uncertainty” card to book an appointment with a prospect.]]></description>
  <pubDate>Mon, 20 Feb 2012 07:47:50 GMT</pubDate>
  <itunes:duration>00:04:06</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Prospecting Strategies: In which we are reminded to provide credible, specific consequences and benefits to action when we’re playing the “fear and uncertainty” card to book an appointment with a prospect.]]></itunes:summary>
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  <title><![CDATA[Sales Techniques: Was That Supposed to Be Meaningful?]]></title>
  <description><![CDATA[Business owners want meaningful conversations. Clarity Advantage President Nick Miller tells how you can deliver them in this video podcast episode.]]></description>
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  <itunes:duration>00:01:51</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Business owners want meaningful conversations. Clarity Advantage President Nick Miller tells how you can deliver them in this video podcast episode.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Business owners want meaningful conversations. Clarity Advantage President Nick Miller tells how you can deliver them in this video podcast episode.]]></media:text>
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  <title><![CDATA[What D'Ya Got]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to warm up and rehearse our calls before we sit down with clients.]]></description>
  <pubDate>Mon, 13 Feb 2012 07:28:12 GMT</pubDate>
  <itunes:duration>00:02:28</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to warm up and rehearse our calls before we sit down with clients.]]></itunes:summary>
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  <title><![CDATA[Transcendental Ghosts]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we learn from an America philosopher a question of discovery.]]></description>
  <pubDate>Mon, 06 Feb 2012 07:31:07 GMT</pubDate>
  <itunes:duration>00:03:34</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we learn from an America philosopher a question of discovery.]]></itunes:summary>
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  <title><![CDATA[Conversation Bridges]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we explore questions to get beyond small talk.]]></description>
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  <itunes:duration>00:04:48</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we explore questions to get beyond small talk.]]></itunes:summary>
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  <title><![CDATA[Where Do You Feel the Pain?]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”]]></description>
  <pubDate>Mon, 23 Jan 2012 07:43:55 GMT</pubDate>
  <itunes:duration>00:04:04</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”]]></itunes:summary>
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  <title><![CDATA[Don't Ask That]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded not to ask the question, “What keeps you up at night?”]]></description>
  <pubDate>Mon, 16 Jan 2012 08:07:48 GMT</pubDate>
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  <title><![CDATA[Entering Rapport]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to “slide into the water” when we greet our clients and prospects rather than arriving in our meetings like a “cannonball.”]]></description>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to “slide into the water” when we greet our clients and prospects rather than arriving in our meetings like a “cannonball.”]]></itunes:summary>
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  <pubDate>Mon, 12 Dec 2011 07:34:47 GMT</pubDate>
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  <pubDate>Mon, 05 Dec 2011 07:32:04 GMT</pubDate>
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  <title><![CDATA[It Should Have Been Easy]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to plan ahead…and confirm…before our sales calls.]]></description>
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  <itunes:duration>00:03:42</itunes:duration>
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  <itunes:duration>00:03:59</itunes:duration>
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  <description><![CDATA[In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task.]]></description>
  <pubDate>Mon, 26 Sep 2011 07:43:01 GMT</pubDate>
  <itunes:duration>00:05:49</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task.]]></itunes:summary>
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  <media:title><![CDATA[An Early Lesson]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task.]]></media:text>
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  <title><![CDATA[Home Ice]]></title>
  <description><![CDATA[Strategies for Managing Sales Process: In which we are reminded that, to win in a competitive situation, we need to build our fan base inside our prospects’ organizations well before we make our move to sell.]]></description>
  <pubDate>Mon, 19 Sep 2011 07:28:13 GMT</pubDate>
  <itunes:duration>00:04:39</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Managing Sales Process: In which we are reminded that, to win in a competitive situation, we need to build our fan base inside our prospects’ organizations well before we make our move to sell.]]></itunes:summary>
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  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions.]]></description>
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  <itunes:duration>00:03:28</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions.]]></itunes:summary>
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  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to clarify terms we don’t understand before presenting ideas.]]></description>
  <pubDate>Tue, 06 Sep 2011 07:53:56 GMT</pubDate>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to clarify terms we don’t understand before presenting ideas.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to clarify terms we don’t understand before presenting ideas.]]></media:text>
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  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard.]]></description>
  <pubDate>Mon, 29 Aug 2011 07:36:09 GMT</pubDate>
  <itunes:duration>00:04:58</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard.]]></itunes:summary>
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  <pubDate>Mon, 22 Aug 2011 07:59:24 GMT</pubDate>
  <itunes:duration>00:05:01</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Coaching, Managing the Sales Process: In which we are encouraged to ask others to help us identify and correct old habits that hold us back.]]></itunes:summary>
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  <title><![CDATA[Counterintuitive]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that the fastest path to our objectives isn’t always the familiar one.]]></description>
  <pubDate>Mon, 22 Aug 2011 07:58:06 GMT</pubDate>
  <itunes:duration>00:04:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that the fastest path to our objectives isn’t always the familiar one.]]></itunes:summary>
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  <media:title><![CDATA[Counterintuitive]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that the fastest path to our objectives isn’t always the familiar one.]]></media:text>
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  <title><![CDATA[Quality of the Question]]></title>
  <description><![CDATA[In which we are reminded that the value we create in our sales conversations is proportional to the quality of the questions we ask and whose interests we are attempting to serve by asking them.]]></description>
  <pubDate>Mon, 08 Aug 2011 09:03:09 GMT</pubDate>
  <itunes:duration>00:04:38</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that the value we create in our sales conversations is proportional to the quality of the questions we ask and whose interests we are attempting to serve by asking them.]]></itunes:summary>
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  <media:title><![CDATA[Quality of the Question]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that the value we create in our sales conversations is proportional to the quality of the questions we ask and whose interests we are attempting to serve by asking them.]]></media:text>
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  <pubDate>Mon, 01 Aug 2011 08:11:45 GMT</pubDate>
  <itunes:duration>00:03:57</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that we need to market (attract attention) before we can sell.]]></itunes:summary>
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  <title><![CDATA[Storm Chasers]]></title>
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  <pubDate>Mon, 25 Jul 2011 09:29:45 GMT</pubDate>
  <itunes:duration>00:03:21</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble.]]></itunes:summary>
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  <description><![CDATA[Strategies for Positioning Value: In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list.]]></description>
  <pubDate>Mon, 18 Jul 2011 13:05:02 GMT</pubDate>
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  <itunes:summary><![CDATA[Strategies for Positioning Value: In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list.]]></itunes:summary>
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  <description><![CDATA[Strategies for Better Questions, Listening: In which we are urged to increase the attention we pay to context in the questions we ask.]]></description>
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  <itunes:duration>00:04:44</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <title><![CDATA[Sell the Strengths]]></title>
  <description><![CDATA[Strategies for Positioning Value: In which we are reminded to sell the strengths we have rather than those we wish for.]]></description>
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  <itunes:summary><![CDATA[Strategies for Positioning Value: In which we are reminded to sell the strengths we have rather than those we wish for.]]></itunes:summary>
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  <title><![CDATA[Planting Seeds in Conversation]]></title>
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  <itunes:summary><![CDATA[In which we are reminded that the seeds for future sales come from the sales fruit we harvest now.]]></itunes:summary>
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  <title><![CDATA[Don't Blow It]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that  balance and focus are critical to finishing the year strong.]]></description>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that  balance and focus are critical to finishing the year strong.]]></itunes:summary>
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  <itunes:summary><![CDATA[From the “Unreferred Approaches to Prospects” Department: We are reminded that we can’t pitch our benefits to prospects unless we first get their attention.]]></itunes:summary>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process, Prospecting: In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects.]]></itunes:summary>
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  <title><![CDATA[Head Voices]]></title>
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  <title><![CDATA[Side Mirrors]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we encourage development of multiple information points in our account relationships.]]></description>
  <pubDate>Mon, 28 Mar 2011 07:23:45 GMT</pubDate>
  <itunes:duration>00:04:56</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we encourage development of multiple information points in our account relationships.]]></itunes:summary>
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  <title><![CDATA[Four Brushes]]></title>
  <description><![CDATA[Prospecting Strategies: In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies.]]></description>
  <pubDate>Mon, 21 Mar 2011 07:44:33 GMT</pubDate>
  <itunes:duration>00:03:56</itunes:duration>
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  <itunes:summary><![CDATA[Prospecting Strategies: In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies.]]></itunes:summary>
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  <title><![CDATA[Do You Really Want to Hear]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded about the subtle cues we use to control conversation and how they affect what we learn from clients.]]></description>
  <pubDate>Mon, 14 Mar 2011 07:28:59 GMT</pubDate>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded about the subtle cues we use to control conversation and how they affect what we learn from clients.]]></itunes:summary>
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  <title><![CDATA[Stop the Bleeding]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment.]]></description>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to maintain a broad view and help our clients solve the problems that are immediate and urgent, whether or not we make a sale in that moment.]]></itunes:summary>
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  <title><![CDATA[Hidalgo]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded: Like great movie writers and directors, our clients and prospects sometimes spin stories that are not completely connected to the truths they purport to represent. We can be entertained, and we should verify before contracting.]]></description>
  <pubDate>Mon, 28 Feb 2011 07:15:50 GMT</pubDate>
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  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded: Like great movie writers and directors, our clients and prospects sometimes spin stories that are not completely connected to the truths they purport to represent. We can be entertained, and we should verify before contracting.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening: In which we are reminded: Like great movie writers and directors, our clients and prospects sometimes spin stories that are not completely connected to the truths they purport to represent. We can be entertained, and we should verify before contracting.]]></media:text>
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  <title><![CDATA[Chasing the Train]]></title>
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  <pubDate>Mon, 21 Feb 2011 07:13:43 GMT</pubDate>
  <itunes:duration>00:03:04</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that, if a competitor displaces us from a piece of business, we need to think ahead, be  ready to solve the next problem well enough that we win the next opportunity.]]></itunes:summary>
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  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that, if we want to gain entry to a new account, we may need to present an idea that can be implemented fast.]]></itunes:summary>
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  <itunes:duration>00:05:50</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening and Negotiating: In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling.]]></itunes:summary>
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  <title><![CDATA[Frost Bite]]></title>
  <description><![CDATA[Prospecting Strategies: In which we consider how long to pursue cold prospects.]]></description>
  <pubDate>Mon, 31 Jan 2011 07:28:25 GMT</pubDate>
  <itunes:duration>00:03:17</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience.]]></description>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that there ain’t no such thing as a commodity if we consider buyers’ preferences and their buying experience.]]></itunes:summary>
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  <itunes:duration>00:03:33</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Positioning Value: In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us.]]></itunes:summary>
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  <description><![CDATA[Strategies for Managing the Sales Process: In which we are cautioned to look closely before we invest serious time in juicy-looking prospects and customers.]]></description>
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  <itunes:duration>00:03:21</itunes:duration>
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  <title><![CDATA[The Territory Battle Plan]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that, much as in Holiday shopping, our efficiency and effectiveness in our territories can be vastly increased through the development and implementation of a plan.]]></description>
  <pubDate>Mon, 03 Jan 2011 07:24:28 GMT</pubDate>
  <itunes:duration>00:02:59</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that, much as in Holiday shopping, our efficiency and effectiveness in our territories can be vastly increased through the development and implementation of a plan.]]></itunes:summary>
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  <media:title><![CDATA[The Territory Battle Plan]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that, much as in Holiday shopping, our efficiency and effectiveness in our territories can be vastly increased through the development and implementation of a plan.]]></media:text>
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  <title><![CDATA[Five Questions to Ask in January]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that January is a good time to step back for a more strategic look at our clients and prospects and, perhaps, to help them articulate their plans more clearly so we can help them more powerfully.]]></description>
  <pubDate>Mon, 03 Jan 2011 07:22:31 GMT</pubDate>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that January is a good time to step back for a more strategic look at our clients and prospects and, perhaps, to help them articulate their plans more clearly so we can help them more powerfully.]]></itunes:summary>
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  <media:title><![CDATA[Five Questions to Ask in January]]></media:title>
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  <title><![CDATA[Leave A Trace]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process, Prospecting: In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us.]]></description>
  <pubDate>Mon, 20 Dec 2010 07:41:46 GMT</pubDate>
  <itunes:duration>00:03:55</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process, Prospecting: In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us.]]></itunes:summary>
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  <media:title><![CDATA[Leave A Trace]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process, Prospecting: In which we are reminded to leave a trace or a trail for our prospects so they can find us when they want to talk to us.]]></media:text>
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  <title><![CDATA[Rehearsed Action]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to over-prepare for high stakes sales calls.]]></description>
  <pubDate>Mon, 13 Dec 2010 07:38:06 GMT</pubDate>
  <itunes:duration>00:03:40</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to over-prepare for high stakes sales calls.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to over-prepare for high stakes sales calls.]]></media:text>
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  <title><![CDATA[Favorite Question]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to understand at the beginning of a conversation our client’s purpose.]]></description>
  <pubDate>Mon, 06 Dec 2010 08:09:57 GMT</pubDate>
  <itunes:duration>00:03:41</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to understand at the beginning of a conversation our client’s purpose.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to understand at the beginning of a conversation our client’s purpose.]]></media:text>
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  <title><![CDATA[Save Room for Dessert]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.

(NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.)]]></description>
  <pubDate>Mon, 29 Nov 2010 07:39:52 GMT</pubDate>
  <itunes:duration>00:03:25</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.

(NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.)]]></itunes:summary>
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  <media:title><![CDATA[Save Room for Dessert]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process: In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.

(NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.)]]></media:text>
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  <title><![CDATA[Short and Cheerful]]></title>
  <description><![CDATA[In which  we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value.]]></description>
  <pubDate>Mon, 22 Nov 2010 07:16:02 GMT</pubDate>
  <itunes:duration>00:03:09</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which  we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value.]]></itunes:summary>
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  <media:title><![CDATA[Short and Cheerful]]></media:title>
  <media:text type="plain"><![CDATA[In which  we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value.]]></media:text>
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  <title><![CDATA[Stand Out]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process, Prospecting: In which we discuss strategies to draw attention and attract  prospects and referrals.]]></description>
  <pubDate>Mon, 15 Nov 2010 07:24:59 GMT</pubDate>
  <itunes:duration>00:03:57</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <media:title><![CDATA[Stand Out]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process, Prospecting: In which we discuss strategies to draw attention and attract  prospects and referrals.]]></media:text>
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  <title><![CDATA[Winning the Head Race]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that smaller competitors can beat bigger ones through better execution.]]></description>
  <pubDate>Mon, 08 Nov 2010 07:18:26 GMT</pubDate>
  <itunes:duration>00:03:57</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <title><![CDATA[Connections That Can Be Trusted]]></title>
  <description><![CDATA[Strategies for Positioning Value, Prospecting: In which we discuss the power of referrals rather than magic words to secure appointments with prospects.]]></description>
  <pubDate>Mon, 01 Nov 2010 07:38:31 GMT</pubDate>
  <itunes:duration>00:03:22</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Positioning Value, Prospecting: In which we discuss the power of referrals rather than magic words to secure appointments with prospects.]]></itunes:summary>
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  <title><![CDATA[Under Control]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to stay focused as we pursue our sales goals.]]></description>
  <pubDate>Mon, 25 Oct 2010 07:26:07 GMT</pubDate>
  <itunes:duration>00:03:10</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to stay focused as we pursue our sales goals.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to stay focused as we pursue our sales goals.]]></media:text>
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  <title><![CDATA[Too Quick to Answer]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded that we need to understand the question before we answer.]]></description>
  <pubDate>Mon, 18 Oct 2010 07:27:28 GMT</pubDate>
  <itunes:duration>00:03:27</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <title><![CDATA[Reasons to Meet]]></title>
  <description><![CDATA[In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.]]></description>
  <pubDate>Mon, 11 Oct 2010 09:52:31 GMT</pubDate>
  <itunes:duration>00:04:46</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.]]></itunes:summary>
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  <media:title><![CDATA[Reasons to Meet]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.]]></media:text>
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  <title><![CDATA[Mother, Please!]]></title>
  <description><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions.]]></description>
  <pubDate>Mon, 04 Oct 2010 07:17:08 GMT</pubDate>
  <itunes:duration>00:03:33</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[Strategies for Managing the Sales Process: In which we are reminded to ask a few questions to determine whether our clients are really open to outside solutions.]]></media:text>
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  <title><![CDATA[Nothin' But Trouble]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting.]]></description>
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  <itunes:duration>00:03:34</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting.]]></itunes:summary>
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  <media:title><![CDATA[Nothin' But Trouble]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to be careful about “sharing our experience” when asked until we understand the details, no matter how tempting.]]></media:text>
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  <title><![CDATA[Follow the Steps]]></title>
  <description><![CDATA[Strategies for Positioning Value: In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.]]></description>
  <pubDate>Mon, 20 Sep 2010 07:34:12 GMT</pubDate>
  <itunes:duration>00:04:13</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Positioning Value: 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:title><![CDATA[Follow the Steps]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Positioning Value: 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[More Than A Gut Feel]]></title>
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  <pubDate>Mon, 13 Sep 2010 09:01:33 GMT</pubDate>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that to sell our value, rather than defend our cost, we must be able to quantify the value we’re selling.]]></itunes:summary>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we consider a practical strategy  to connect with our prospects if we’ve not walked in their shoes.]]></itunes:summary>
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  <title><![CDATA[Stop Leading the Witness]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we distinguish between open questions and leading the witness with questions that bias or restrict the information we hear from clients.]]></description>
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  <title><![CDATA[Do Not Confuse Effort with Results]]></title>
  <description><![CDATA[Strategies for Positioning Value: In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.]]></description>
  <pubDate>Mon, 23 Aug 2010 06:58:14 GMT</pubDate>
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  <title><![CDATA[The Value of a Nice Ride]]></title>
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  <pubDate>Mon, 23 Aug 2010 06:55:59 GMT</pubDate>
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  <itunes:summary><![CDATA[Strategies for Managing the Sales Process: In which we are reminded that our greatest value and differentiation comes from “how” we do what we do rather than from the products we sell.]]></itunes:summary>
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  <title><![CDATA[Turning Over New Leaves]]></title>
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  <title><![CDATA[Step Back for Next Steps]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions.]]></description>
  <pubDate>Mon, 02 Aug 2010 08:31:58 GMT</pubDate>
  <itunes:duration>00:04:25</itunes:duration>
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  <title><![CDATA[Attract to Retain]]></title>
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  <pubDate>Mon, 26 Jul 2010 08:25:58 GMT</pubDate>
  <itunes:duration>00:05:09</itunes:duration>
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  <title><![CDATA[Take Nothing for Granted]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we consider curiosity about our clients’ and prospects’ statements and assertions that all is well.]]></description>
  <pubDate>Mon, 19 Jul 2010 08:38:04 GMT</pubDate>
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  <title><![CDATA[Creaky Knees]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we revisit the importance of looking at the whole picture even when someone says, “it hurts …right … here.”]]></description>
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<author>nickmiller@clarityadvantage.com (Clarity Advantage)</author><itunes:keywords>bank,sales,training,sales,training,bank,sales,management,bank,sales,leadership,nick,miller,clarity,advantage,sales,thoughts,sales,strategies,prospecting,strategies,sales,coaching,small,business</itunes:keywords></item>
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  <title><![CDATA[No Argument]]></title>
  <description><![CDATA[Strategies for Managing Sales Process: In which we learn to set context with past – present – future questions  when a client or prospect asks for product information.]]></description>
  <pubDate>Mon, 12 Apr 2010 17:00:00 GMT</pubDate>
  <itunes:duration>00:05:07</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing Sales Process: In which we learn to set context with past – present – future questions  when a client or prospect asks for product information.]]></itunes:summary>
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  <media:title><![CDATA[No Argument]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Managing Sales Process: In which we learn to set context with past – present – future questions  when a client or prospect asks for product information.]]></media:text>
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  <title><![CDATA[Taking A View]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening and Managing the Sales Process: In which we are reminded that being a good advisor to clients often means leading them.]]></description>
  <pubDate>Mon, 12 Apr 2010 07:30:49 GMT</pubDate>
  <itunes:duration>00:02:50</itunes:duration>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening and Managing the Sales Process: In which we are reminded that being a good advisor to clients often means leading them.]]></itunes:summary>
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  <media:title><![CDATA[Taking A View]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening and Managing the Sales Process: In which we are reminded that being a good advisor to clients often means leading them.]]></media:text>
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  <title><![CDATA[Trusted Advisors Redux]]></title>
  <description><![CDATA[Strategies for Managing Sales Process: In which we search for the trail head of the path to becoming clients’ Trusted Advisors.]]></description>
  <pubDate>Mon, 29 Mar 2010 07:26:08 GMT</pubDate>
  <itunes:duration>00:05:17</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Managing Sales Process: In which we search for the trail head of the path to becoming clients’ Trusted Advisors.]]></itunes:summary>
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  <media:title><![CDATA[Trusted Advisors Redux]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Managing Sales Process: In which we search for the trail head of the path to becoming clients’ Trusted Advisors.]]></media:text>
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  <title><![CDATA[Ready Comprehension]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to listen beyond the point at which we think we know the solution to a client’s problem or challenge.]]></description>
  <pubDate>Mon, 22 Mar 2010 08:10:57 GMT</pubDate>
  <itunes:duration>00:03:37</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to listen beyond the point at which we think we know the solution to a client’s problem or challenge.]]></itunes:summary>
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  <media:title><![CDATA[Ready Comprehension]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Better Questions, Listening: In which we are reminded to listen beyond the point at which we think we know the solution to a client’s problem or challenge.]]></media:text>
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  <title><![CDATA[Getting Through Gatekeepers]]></title>
  <description><![CDATA[Prospecting Strategies: In which we are reminded that working with gatekeepers can increase our chances of success entering a new buying center when we can’t get a referral from a trusted third party.]]></description>
  <pubDate>Mon, 15 Mar 2010 07:32:54 GMT</pubDate>
  <itunes:duration>00:04:25</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Prospecting Strategies: In which we are reminded that working with gatekeepers can increase our chances of success entering a new buying center when we can’t get a referral from a trusted third party.]]></itunes:summary>
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  <media:title><![CDATA[Getting Through Gatekeepers]]></media:title>
  <media:text type="plain"><![CDATA[Prospecting Strategies: In which we are reminded that working with gatekeepers can increase our chances of success entering a new buying center when we can’t get a referral from a trusted third party.]]></media:text>
  <media:content duration="265" fileSize="4244502" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/0978fab4-cbf1-20da-8e77-ff68a1233003.mp3"/>
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  <title><![CDATA[The Engaging Game]]></title>
  <description><![CDATA[Strategies for Prospecting: In which we are reminded that starting conversations with people is the heart of prospecting.]]></description>
  <pubDate>Mon, 08 Mar 2010 10:39:33 GMT</pubDate>
  <itunes:duration>00:02:58</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Prospecting: In which we are reminded that starting conversations with people is the heart of prospecting.]]></itunes:summary>
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  <media:title><![CDATA[The Engaging Game]]></media:title>
  <media:text type="plain"><![CDATA[Strategies for Prospecting: In which we are reminded that starting conversations with people is the heart of prospecting.]]></media:text>
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  <title><![CDATA[So What?]]></title>
  <description><![CDATA[Strategies for Better Questions, Listening: In which we learn the importance of asking for the story behind the story before we present our recommendations.]]></description>
  <pubDate>Mon, 01 Mar 2010 07:29:36 GMT</pubDate>
  <itunes:duration>00:03:09</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Strategies for Better Questions, Listening: In which we learn the importance of asking for the story behind the story before we present our recommendations.]]></itunes:summary>
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  <media:title><![CDATA[So What?]]></media:title>
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  <title><![CDATA[Give Me One Good Reason]]></title>
  <description><![CDATA[Prospecting Strategies: In which we learn that “leading with specifics” may accelerate our connections with prospects to whom we’ve not been referred (that being the BEST way to connect with prospects).]]></description>
  <pubDate>Mon, 22 Feb 2010 08:08:12 GMT</pubDate>
  <itunes:duration>00:04:16</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[Prospecting Strategies: In which we learn that “leading with specifics” may accelerate our connections with prospects to whom we’ve not been referred (that being the BEST way to connect with prospects).]]></itunes:summary>
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  <media:title><![CDATA[Give Me One Good Reason]]></media:title>
  <media:text type="plain"><![CDATA[Prospecting Strategies: In which we learn that “leading with specifics” may accelerate our connections with prospects to whom we’ve not been referred (that being the BEST way to connect with prospects).]]></media:text>
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  <title><![CDATA[Knives for Neighbors]]></title>
  <description><![CDATA[Sales Prospecting Strategies: In which we are reminded about the power of referrals and associations to accelerate contact with prospects.]]></description>
  <pubDate>Mon, 15 Feb 2010 08:05:39 GMT</pubDate>
  <itunes:duration>00:02:46</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Sales Prospecting Strategies: In which we are reminded about the power of referrals and associations to accelerate contact with prospects.]]></itunes:summary>
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  <media:title><![CDATA[Knives for Neighbors]]></media:title>
  <media:text type="plain"><![CDATA[Sales Prospecting Strategies: In which we are reminded about the power of referrals and associations to accelerate contact with prospects.]]></media:text>
  <media:content duration="166" fileSize="2654585" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/9ed16dbf-54ca-7191-578d-6f303d53e7ba.mp3"/>
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  <title><![CDATA[What's That You Say?]]></title>
  <description><![CDATA[In which we offer five prospecting strategies that respond when a prospect says “I don’t need what you’re selling now.”]]></description>
  <pubDate>Mon, 08 Feb 2010 07:36:56 GMT</pubDate>
  <itunes:duration>00:06:07</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we offer five prospecting strategies that respond when a prospect says “I don’t need what you’re selling now.”]]></itunes:summary>
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  <media:title><![CDATA[What's That You Say?]]></media:title>
  <media:text type="plain"><![CDATA[In which we offer five prospecting strategies that respond when a prospect says “I don’t need what you’re selling now.”]]></media:text>
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  <title><![CDATA[Trust Me, They Notice]]></title>
  <description><![CDATA[In this we consider that some of our moves at the beginning of sales calls may not be so smooth. Category = Managing Sales Process]]></description>
  <pubDate>Mon, 01 Feb 2010 07:25:30 GMT</pubDate>
  <itunes:duration>00:03:39</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In this we consider that some of our moves at the beginning of sales calls may not be so smooth. Category = Managing Sales Process]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In this we consider that some of our moves at the beginning of sales calls may not be so smooth. Category = Managing Sales Process]]></media:text>
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  <title><![CDATA[Sales Symbolism]]></title>
  <description><![CDATA[In which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities.]]></description>
  <pubDate>Mon, 25 Jan 2010 08:06:08 GMT</pubDate>
  <itunes:duration>00:03:48</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities.]]></itunes:summary>
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  <media:title><![CDATA[Sales Symbolism]]></media:title>
  <media:text type="plain"><![CDATA[In which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities.]]></media:text>
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  <title><![CDATA[Insultative vs. Consultative Sales]]></title>
  <description><![CDATA[In which we are reminded that “consultative selling” involves the application of judgment.]]></description>
  <pubDate>Mon, 18 Jan 2010 06:56:33 GMT</pubDate>
  <itunes:duration>00:05:12</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded that “consultative selling” involves the application of judgment.]]></itunes:summary>
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  <media:title><![CDATA[Insultative vs. Consultative Sales]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded that “consultative selling” involves the application of judgment.]]></media:text>
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  <title><![CDATA[Move to the Future]]></title>
  <description><![CDATA[In which we learn to compete in the “future” rather than battling it out in the present.]]></description>
  <pubDate>Mon, 18 Jan 2010 06:54:37 GMT</pubDate>
  <itunes:duration>00:03:49</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we learn to compete in the “future” rather than battling it out in the present.]]></itunes:summary>
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  <media:title><![CDATA[Move to the Future]]></media:title>
  <media:text type="plain"><![CDATA[In which we learn to compete in the “future” rather than battling it out in the present.]]></media:text>
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  <title><![CDATA[Sales Survival]]></title>
  <description><![CDATA[In which we learn how survival instincts affect our selling practices.]]></description>
  <pubDate>Mon, 04 Jan 2010 07:28:08 GMT</pubDate>
  <itunes:duration>00:05:11</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we learn how survival instincts affect our selling practices.]]></itunes:summary>
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  <media:title><![CDATA[Sales Survival]]></media:title>
  <media:text type="plain"><![CDATA[In which we learn how survival instincts affect our selling practices.]]></media:text>
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  <title><![CDATA[Working the Storm]]></title>
  <description><![CDATA[In which we discuss the routines of managing our time and territories.]]></description>
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  <itunes:duration>00:03:26</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we discuss the routines of managing our time and territories.]]></itunes:summary>
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  <media:title><![CDATA[Working the Storm]]></media:title>
  <media:text type="plain"><![CDATA[In which we discuss the routines of managing our time and territories.]]></media:text>
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  <title><![CDATA[The Gift]]></title>
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  <pubDate>Mon, 14 Dec 2009 07:37:20 GMT</pubDate>
  <itunes:duration>00:03:08</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[A seasonal message which we’re encouraged to share what we know with people in need.]]></itunes:summary>
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  <media:title><![CDATA[The Gift]]></media:title>
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  <title><![CDATA[Bringing Our Prospects to Us]]></title>
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  <pubDate>Mon, 14 Dec 2009 01:00:00 GMT</pubDate>
  <itunes:duration>00:04:32</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we explore “expertise marketing” – speak, write, or be written about – as a pipeline development strategy.]]></itunes:summary>
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  <media:title><![CDATA[Bringing Our Prospects to Us]]></media:title>
  <media:text type="plain"><![CDATA[In which we explore “expertise marketing” – speak, write, or be written about – as a pipeline development strategy.]]></media:text>
  <media:content duration="272" fileSize="4354425" type="audio/mpeg" url="http://nickmiller.audioacrobat.com/deluge/54c2f6bc-eadc-b30b-24ba-bfd303eebc28.mp3"/>
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  <title><![CDATA[Save Room for Dessert]]></title>
  <description><![CDATA[In which we discuss the merits of pacing oneself through the sales year.]]></description>
  <pubDate>Sun, 13 Dec 2009 20:17:41 GMT</pubDate>
  <itunes:duration>00:03:28</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we discuss the merits of pacing oneself through the sales year.]]></itunes:summary>
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  <media:title><![CDATA[Save Room for Dessert]]></media:title>
  <media:text type="plain"><![CDATA[In which we discuss the merits of pacing oneself through the sales year.]]></media:text>
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  <title><![CDATA[Trusted Advisors]]></title>
  <description><![CDATA[Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table.]]></description>
  <pubDate>Sun, 13 Dec 2009 08:15:31 GMT</pubDate>
  <itunes:duration>00:04:08</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table.]]></itunes:summary>
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  <media:title><![CDATA[Trusted Advisors]]></media:title>
  <media:text type="plain"><![CDATA[Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table.]]></media:text>
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  <title><![CDATA[What Have You Done For Me Lately?]]></title>
  <description><![CDATA[In which we are reminded…. and  reminded… and reminded… to remind our clients about the value we’re creating with them.]]></description>
  <pubDate>Sat, 12 Dec 2009 23:00:00 GMT</pubDate>
  <itunes:duration>00:03:43</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we are reminded…. and  reminded… and reminded… to remind our clients about the value we’re creating with them.]]></itunes:summary>
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  <media:title><![CDATA[What Have You Done For Me Lately?]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded…. and  reminded… and reminded… to remind our clients about the value we’re creating with them.]]></media:text>
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  <title><![CDATA[Which Way Do We Go?]]></title>
  <description><![CDATA[In which we learn to ask a fairly personal question answers to which will help us develop our account strategies.]]></description>
  <pubDate>Sat, 12 Dec 2009 17:00:00 GMT</pubDate>
  <itunes:duration>00:03:56</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we learn to ask a fairly personal question answers to which will help us develop our account strategies.]]></itunes:summary>
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  <media:title><![CDATA[Which Way Do We Go?]]></media:title>
  <media:text type="plain"><![CDATA[In which we learn to ask a fairly personal question answers to which will help us develop our account strategies.]]></media:text>
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  <title><![CDATA[Show Me That 'Cha Love Me]]></title>
  <description><![CDATA[In which we’re reminded to call even our smallest clients at least once per year to check in.]]></description>
  <pubDate>Sat, 12 Dec 2009 08:05:30 GMT</pubDate>
  <itunes:duration>00:03:51</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
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  <itunes:summary><![CDATA[In which we’re reminded to call even our smallest clients at least once per year to check in.]]></itunes:summary>
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  <media:title><![CDATA[Show Me That 'Cha Love Me]]></media:title>
  <media:text type="plain"><![CDATA[In which we’re reminded to call even our smallest clients at least once per year to check in.]]></media:text>
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  <atom:link href="https://www.audioacrobat.com/podcast/Hc82v16Q" rel="alternate" type="text/html"/>
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  <title><![CDATA[Globe Corner]]></title>
  <description><![CDATA[In which we are reminded to continue developing our personal expertise, investing in ourselves.]]></description>
  <pubDate>Fri, 11 Dec 2009 14:04:43 GMT</pubDate>
  <itunes:duration>00:03:26</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we are reminded to continue developing our personal expertise, investing in ourselves.]]></itunes:summary>
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  <media:title><![CDATA[Globe Corner]]></media:title>
  <media:text type="plain"><![CDATA[In which we are reminded to continue developing our personal expertise, investing in ourselves.]]></media:text>
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  <atom:link href="https://www.audioacrobat.com/podcast/HVwjpQ6Q" rel="alternate" type="text/html"/>
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  <title><![CDATA[Decisions They Have to Make Anyway]]></title>
  <description><![CDATA[In which we discuss questions that can help us facilitate when clients “go away.”]]></description>
  <pubDate>Fri, 11 Dec 2009 08:52:19 GMT</pubDate>
  <itunes:duration>00:05:46</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we discuss questions that can help us facilitate when clients “go away.”]]></itunes:summary>
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  <media:title><![CDATA[Decisions They Have to Make Anyway]]></media:title>
  <media:text type="plain"><![CDATA[In which we discuss questions that can help us facilitate when clients “go away.”]]></media:text>
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  <atom:link href="https://www.audioacrobat.com/podcast/Hs4bN9GQ" rel="alternate" type="text/html"/>
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  <title><![CDATA[Translating for Trust]]></title>
  <description><![CDATA[In which we consider the importance of emotion as well as facts when confirming what we’ve heard.]]></description>
  <pubDate>Thu, 10 Dec 2009 14:54:29 GMT</pubDate>
  <itunes:duration>00:03:06</itunes:duration>
  <itunes:explicit>clean</itunes:explicit>
  <itunes:author/>
  <itunes:summary><![CDATA[In which we consider the importance of emotion as well as facts when confirming what we’ve heard.]]></itunes:summary>
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  <media:title><![CDATA[Translating for Trust]]></media:title>
  <media:text type="plain"><![CDATA[In which we consider the importance of emotion as well as facts when confirming what we’ve heard.]]></media:text>
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  <title><![CDATA[Decisions, Decisions]]></title>
  <description><![CDATA[In which we explore the need for “decision tools” or “change tools” rather than “sales tools” to help our clients understand how they want to make decisions, identify criteria, see connections, learn new information, process the information, and (ultimately) decide.]]></description>
  <pubDate>Thu, 10 Dec 2009 08:03:28 GMT</pubDate>
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  <itunes:summary><![CDATA[In which we explore the need for “decision tools” or “change tools” rather than “sales tools” to help our clients understand how they want to make decisions, identify criteria, see connections, learn new information, process the information, and (ultimately) decide.]]></itunes:summary>
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  <title><![CDATA[Skip's Lesson]]></title>
  <description><![CDATA[In which we are reminded that we own the leads we’re given, no matter how bad (or good) they are.]]></description>
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  <itunes:summary><![CDATA[In which we are reminded that we own the leads we’re given, no matter how bad (or good) they are.]]></itunes:summary>
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  <media:text type="plain"><![CDATA[In which we are reminded that we own the leads we’re given, no matter how bad (or good) they are.]]></media:text>
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  <title><![CDATA[Lead With Ideas]]></title>
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  <itunes:summary><![CDATA[In which we are encouraged to lead with ideas rather than wait for our clients to discover they need us.]]></itunes:summary>
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  <itunes:summary><![CDATA[In which we discuss applying research to generating questions that make a difference.]]></itunes:summary>
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  <title><![CDATA[Is It True LeBlonds Have More Fun?]]></title>
  <description><![CDATA[In which we discuss the connective value of a little extra digging as part of our pre-call research.]]></description>
  <pubDate>Tue, 08 Dec 2009 11:25:16 GMT</pubDate>
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  <itunes:summary><![CDATA[In which we discuss the connective value of a little extra digging as part of our pre-call research.]]></itunes:summary>
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  <media:title><![CDATA[Is It True LeBlonds Have More Fun?]]></media:title>
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