Clarity Advantage's Sales Thoughts

Transcendental Ghosts

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 06 Feb 2012 13:31:07 GMT

Strategies for Better Questions, Listening: In which we learn from an America philosopher a question of discovery.

Conversation Bridges

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 30 Jan 2012 13:45:40 GMT

Strategies for Better Questions, Listening: In which we explore questions to get beyond small talk.

Where Do You Feel the Pain?

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 23 Jan 2012 13:43:55 GMT

Strategies for Better Questions, Listening: In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”

Don't Ask That

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 16 Jan 2012 14:07:48 GMT

Strategies for Better Questions, Listening: In which we are reminded not to ask the question, “What keeps you up at night?”

Entering Rapport

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 09 Jan 2012 13:44:18 GMT

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.”

This Time, With Feeling

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 19 Dec 2011 13:33:10 GMT

Strategies for Better Questions, Listening: In which we are reminded to reflect on the emotional side of business as well as the facts.

A Bet They Can Tolerate

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 12 Dec 2011 13:34:47 GMT

Strategies for Better Questions, Listening: In which we are reminded to consider the disruption that accompanies change when clients buy our products or services.

What Might Be Different

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 05 Dec 2011 13:32:04 GMT

Strategies for Better Questions, Listening and Prospecting: In which we are prompted to move with the flow, to the future, when a prospect puts us off.

It Should Have Been Easy

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 28 Nov 2011 13:30:38 GMT

Strategies for Managing the Sales Process: In which we are reminded to plan ahead…and confirm…before our sales calls.

I'd Like to Think About It

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 14 Nov 2011 13:24:58 GMT

Strategies for Better Questions, Listening: In which we are reminded to take some time…before we make a recommendation.

Gut Check

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 07 Nov 2011 13:35:50 GMT

Strategies for Managing the Sales Process: In which we pause for a moment to consider whether we’re balancing well.

Just Enough Rope

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 31 Oct 2011 12:32:27 GMT

Strategies for Better Questions, Listening: In which we are reminded to position and sell only what our clients are able to absorb and implement.

Planning to Maintain Momentum

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 24 Oct 2011 12:25:22 GMT

In which we are reminded to plan ahead to maintain our momentum to finish this year strong and prepare for 2012.

Staple Yourself to the Process

nickmiller@clarityadvantage.com (Clarity Advantage) — Fri, 21 Oct 2011 16:16:08 GMT

In which we are reminded to be curious – ask for the details rather than being satisfied with high level answers.

A Plan to Finish

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 10 Oct 2011 12:33:11 GMT

In which we are reminded to prepare a plan to finish our sales processes.

Before the Cold Sets In

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 03 Oct 2011 12:29:43 GMT

Strategies for Better Questions, Listening: In which we are reminded to engage our clients on what’s top of mind for them right now rather than on what’s top of mind for us.

An Early Lesson

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 26 Sep 2011 12:43:01 GMT

In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task.

Home Ice

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 19 Sep 2011 12:28:13 GMT

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.

Matted Down

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 12 Sep 2011 12:55:07 GMT

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.

Totally Concrete

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 06 Sep 2011 12:53:56 GMT

Strategies for Better Questions, Listening: In which we are reminded to clarify terms we don’t understand before presenting ideas.

Simple, Neat, and Incomplete

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 29 Aug 2011 12:36:09 GMT

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.

Old Habits

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 22 Aug 2011 12:59:24 GMT

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.

Counterintuitive

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 22 Aug 2011 12:58:06 GMT

Strategies for Managing the Sales Process: In which we are reminded that the fastest path to our objectives isn’t always the familiar one.

Quality of the Question

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 08 Aug 2011 14:03:09 GMT

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.

A Little Excitement

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 01 Aug 2011 13:11:45 GMT

Strategies for Managing the Sales Process: In which we are reminded that we need to market (attract attention) before we can sell.

Storm Chasers

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 25 Jul 2011 14:29:45 GMT

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.

It Isn't Only About the Money

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 18 Jul 2011 18:05:02 GMT

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.

Question Elegance

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 11 Jul 2011 12:59:16 GMT

Strategies for Better Questions, Listening: In which we are urged to increase the attention we pay to context in the questions we ask.

Sell the Strengths

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 05 Jul 2011 13:16:31 GMT

Strategies for Positioning Value: In which we are reminded to sell the strengths we have rather than those we wish for.

Planting Seeds in Conversation

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 27 Jun 2011 13:11:09 GMT

In which we are reminded that the seeds for future sales come from the sales fruit we harvest now.

Don't Blow It

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 20 Jun 2011 13:12:18 GMT

Strategies for Managing the Sales Process: In which we are reminded that balance and focus are critical to finishing the year strong.

Stir 'Em Up

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 13 Jun 2011 12:53:46 GMT

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.

No Bonehead Mistakes

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 06 Jun 2011 13:00:02 GMT

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.

Bear Marketing

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 31 May 2011 12:42:29 GMT

Prospecting Strategies: In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings.

What's Different

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 16 May 2011 12:30:54 GMT

Strategies for Better Questions, Listening: In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same.

Head Voices

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 09 May 2011 12:31:48 GMT

Strategies for Better Questions, Listening: In which we are reminded to focus on our clients’ voices to silence the voices in our heads.

Pathways Overlooked

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 02 May 2011 12:47:19 GMT

Prospecting Strategies: In which we are reminded that bringing cookies(or some attention) to the receptionist may not be a waste of time after all.

Planning Ahead

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 25 Apr 2011 12:27:56 GMT

Strategies for Managing the Sales Process: In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces.

Can't Get There from Here

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 18 Apr 2011 12:01:08 GMT

Strategies for Better Questions, Listening: In which we are reminded that a certain amount of flexibility in sales conversations is helpful, even if it ain’t what we expected.

News Guys

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 11 Apr 2011 12:22:45 GMT

Strategies for Better Questions, Listening: In which we are reminded that sales is, at heart, an interview about which we can learn from from news guys.

It's A Trap

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 04 Apr 2011 12:20:56 GMT

Strategies for Better Questions, Listening: In which we are reminded that 1 pound of discovery is worth 10 pounds of recovery if we make assumptions and present solutions too early.

Side Mirrors

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 28 Mar 2011 12:23:45 GMT

Strategies for Managing the Sales Process: In which we encourage development of multiple information points in our account relationships.

Four Brushes

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 21 Mar 2011 12:44:33 GMT

Prospecting Strategies: In which we are reminded to vary the content of our prospecting approaches while we maintain our routine frequencies.

Do You Really Want to Hear

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 14 Mar 2011 12:28:59 GMT

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.

Stop the Bleeding

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 07 Mar 2011 13:12:47 GMT

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.

Hidalgo

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 28 Feb 2011 13:15:50 GMT

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.

Chasing the Train

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 21 Feb 2011 13:13:43 GMT

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.

New Ideas, Fast Fulfilled

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 14 Feb 2011 13:20:25 GMT

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.

Triple Priced

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 07 Feb 2011 13:19:30 GMT

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.

Frost Bite

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 31 Jan 2011 13:28:25 GMT

Prospecting Strategies: In which we consider how long to pursue cold prospects.

Toccata and Fugue

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 24 Jan 2011 13:45:07 GMT

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.

What Will They Miss?

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 17 Jan 2011 13:41:05 GMT

Strategies for Positioning Value: In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us.

Tasty Diversions

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 10 Jan 2011 13:38:16 GMT

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.

The Territory Battle Plan

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 03 Jan 2011 13:24:28 GMT

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.

Five Questions to Ask in January

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 03 Jan 2011 13:22:31 GMT

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.

Leave A Trace

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 20 Dec 2010 13:41:46 GMT

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.

Rehearsed Action

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 13 Dec 2010 13:38:06 GMT

Strategies for Managing the Sales Process: In which we are reminded to over-prepare for high stakes sales calls.

Favorite Question

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 06 Dec 2010 14:09:57 GMT

Strategies for Better Questions, Listening: In which we are reminded to understand at the beginning of a conversation our client’s purpose.

Save Room for Dessert

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 29 Nov 2010 13:39:52 GMT

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.)

Short and Cheerful

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 22 Nov 2010 13:16:02 GMT

In which we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value.

Stand Out

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 15 Nov 2010 13:24:59 GMT

Strategies for Managing the Sales Process, Prospecting: In which we discuss strategies to draw attention and attract prospects and referrals.

Winning the Head Race

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 08 Nov 2010 13:18:26 GMT

Strategies for Managing the Sales Process: In which we are reminded that smaller competitors can beat bigger ones through better execution.

Connections That Can Be Trusted

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 01 Nov 2010 12:38:31 GMT

Strategies for Positioning Value, Prospecting: In which we discuss the power of referrals rather than magic words to secure appointments with prospects.

Under Control

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 25 Oct 2010 12:26:07 GMT

Strategies for Managing the Sales Process: In which we are reminded to stay focused as we pursue our sales goals.

Too Quick to Answer

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 18 Oct 2010 12:27:28 GMT

Strategies for Better Questions, Listening: In which we are reminded that we need to understand the question before we answer.

Reasons to Meet

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 11 Oct 2010 14:52:31 GMT

In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.

Mother, Please!

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 04 Oct 2010 12:17:08 GMT

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.

Nothin' But Trouble

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 27 Sep 2010 12:25:28 GMT

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.

Follow the Steps

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 20 Sep 2010 12:34:12 GMT

Strategies for Positioning Value: In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.

More Than A Gut Feel

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 13 Sep 2010 14:01:33 GMT

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.

Something to Talk About

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 07 Sep 2010 12:24:05 GMT

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.

Stop Leading the Witness

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 30 Aug 2010 12:33:54 GMT

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.

Do Not Confuse Effort with Results

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 23 Aug 2010 11:58:14 GMT

Strategies for Positioning Value: In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.

The Value of a Nice Ride

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 23 Aug 2010 11:55:59 GMT

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.

Turning Over New Leaves

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 09 Aug 2010 12:12:56 GMT

Strategies for Managing the Sales Process and Prospecting: In which we discuss strategies to reduce rejection (and feeling down about it) in prospecting.

Step Back for Next Steps

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 02 Aug 2010 13:31:58 GMT

Strategies for Better Questions, Listening: In which we consider broadening our “next steps” questions to reduce objections and accelerate implementation of solutions.

Attract to Retain

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 26 Jul 2010 13:25:58 GMT

Strategies for Managing the Sales Process: In which we are reminded that retaining customers is a process of continual attraction.

Take Nothing for Granted

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 19 Jul 2010 13:38:04 GMT

Strategies for Better Questions, Listening: In which we consider curiosity about our clients’ and prospects’ statements and assertions that all is well.

Creaky Knees

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 12 Jul 2010 13:23:23 GMT

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.”

Playing to Space

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 06 Jul 2010 13:26:19 GMT

Strategies for Managing the Sales Process, Positioning Value: In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients.

Looking for Spoons

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 28 Jun 2010 13:40:57 GMT

Strategies for Better Questions, Listening: … in which we discover the benefits of asking broader questions before we qualify someone for our products.

What's New

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 21 Jun 2010 11:36:11 GMT

Strategies for Managing the Sales Process: In which we discuss the importance of taking new ideas and new perspectives to our clients to keep them coming back.

Selling Past No Close

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 14 Jun 2010 12:56:58 GMT

Strategies for Managing the Sales Process: In which we consider what to do when we run into someone who has no need, no hurry, or no money.

Grapes

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 07 Jun 2010 12:49:52 GMT

Strategies for Managing the Sales Process: In which we are reminded to speak benefits rather than features… And to slow down.

How Much Is That Doggie?

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 01 Jun 2010 15:29:50 GMT

Strategies for Better Questions, Listening: In which we are reminded to answer questions with questions and to delay quoting a price until we know what we’re being asked to quote.

I'd At Least Be Curious

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 24 May 2010 12:43:40 GMT

Prospecting Strategies: In which we discuss (at some length) the importance of resonating with your prospects pain points when you’re approaching to begin conversation.

Whack a Mole Sales

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 17 May 2010 12:20:06 GMT

Strategies for Managing the Sales Process: In which we consider the possibility that we may need to sell transactionally to start consultative relationships.

Moving Target

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 10 May 2010 13:01:58 GMT

Strategies for Managing the Sales Process: In which we are reminded to clear time-wasters from our client lists and project lists in order to create capacity to grow.

Distracted

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 03 May 2010 12:21:06 GMT

Strategies for Managing the Sales Process: In which we’re reminded of the value of periodically reviewing our clients and accounts so that we’re not surprised by changes.

Problem First

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 26 Apr 2010 12:20:42 GMT

Strategies for Positioning Value: In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution.

Sales as Performance

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 19 Apr 2010 12:24:16 GMT

In which we are reminded that people frequently make decisions based on feelings, first, then on facts.

No Argument

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 12 Apr 2010 17:00:00 GMT

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.

Taking A View

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 12 Apr 2010 12:30:49 GMT

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.

Trusted Advisors Redux

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 29 Mar 2010 12:26:08 GMT

Strategies for Managing Sales Process: In which we search for the trail head of the path to becoming clients’ Trusted Advisors.

Ready Comprehension

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 22 Mar 2010 13:10:57 GMT

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.

Getting Through Gatekeepers

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 15 Mar 2010 12:32:54 GMT

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.

The Engaging Game

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 08 Mar 2010 16:39:33 GMT

Strategies for Prospecting: In which we are reminded that starting conversations with people is the heart of prospecting.

So What?

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 01 Mar 2010 13:29:36 GMT

Strategies for Better Questions, Listening: In which we learn the importance of asking for the story behind the story before we present our recommendations.

Give Me One Good Reason

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 22 Feb 2010 14:08:12 GMT

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).

Knives for Neighbors

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 15 Feb 2010 14:05:39 GMT

Sales Prospecting Strategies: In which we are reminded about the power of referrals and associations to accelerate contact with prospects.

What's That You Say?

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 08 Feb 2010 13:36:56 GMT

In which we offer five prospecting strategies that respond when a prospect says “I don’t need what you’re selling now.”

Trust Me, They Notice

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 01 Feb 2010 13:25:30 GMT

In this we consider that some of our moves at the beginning of sales calls may not be so smooth. Category = Managing Sales Process

Sales Symbolism

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 25 Jan 2010 14:06:08 GMT

In which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities.

Insultative vs. Consultative Sales

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 18 Jan 2010 12:56:33 GMT

In which we are reminded that “consultative selling” involves the application of judgment.

Move to the Future

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 18 Jan 2010 12:54:37 GMT

In which we learn to compete in the “future” rather than battling it out in the present.

Sales Survival

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 04 Jan 2010 13:28:08 GMT

In which we learn how survival instincts affect our selling practices.

Working the Storm

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 21 Dec 2009 13:06:59 GMT

In which we discuss the routines of managing our time and territories.

The Gift

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 14 Dec 2009 13:37:20 GMT

A seasonal message which we’re encouraged to share what we know with people in need.

Bringing Our Prospects to Us

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 14 Dec 2009 02:00:00 GMT

In which we explore “expertise marketing” – speak, write, or be written about – as a pipeline development strategy.

Save Room for Dessert

nickmiller@clarityadvantage.com (Clarity Advantage) — Sun, 13 Dec 2009 21:17:41 GMT

In which we discuss the merits of pacing oneself through the sales year.

Trusted Advisors

nickmiller@clarityadvantage.com (Clarity Advantage) — Sun, 13 Dec 2009 09:15:31 GMT

Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table.

What Have You Done For Me Lately?

nickmiller@clarityadvantage.com (Clarity Advantage) — Sun, 13 Dec 2009 00:00:00 GMT

In which we are reminded…. and reminded… and reminded… to remind our clients about the value we’re creating with them.

Which Way Do We Go?

nickmiller@clarityadvantage.com (Clarity Advantage) — Sat, 12 Dec 2009 18:00:00 GMT

In which we learn to ask a fairly personal question answers to which will help us develop our account strategies.

Show Me That 'Cha Love Me

nickmiller@clarityadvantage.com (Clarity Advantage) — Sat, 12 Dec 2009 09:05:30 GMT

In which we’re reminded to call even our smallest clients at least once per year to check in.

Globe Corner

nickmiller@clarityadvantage.com (Clarity Advantage) — Fri, 11 Dec 2009 20:04:43 GMT

In which we are reminded to continue developing our personal expertise, investing in ourselves.

Decisions They Have to Make Anyway

nickmiller@clarityadvantage.com (Clarity Advantage) — Fri, 11 Dec 2009 14:52:19 GMT

In which we discuss questions that can help us facilitate when clients “go away.”

Translating for Trust

nickmiller@clarityadvantage.com (Clarity Advantage) — Thu, 10 Dec 2009 20:54:29 GMT

In which we consider the importance of emotion as well as facts when confirming what we’ve heard.

Decisions, Decisions

nickmiller@clarityadvantage.com (Clarity Advantage) — Thu, 10 Dec 2009 14:03:28 GMT

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.

Skip's Lesson

nickmiller@clarityadvantage.com (Clarity Advantage) — Wed, 09 Dec 2009 20:36:51 GMT

In which we are reminded that we own the leads we’re given, no matter how bad (or good) they are.

Lead With Ideas

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 08 Dec 2009 17:32:17 GMT

In which we are encouraged to lead with ideas rather than wait for our clients to discover they need us.

Rookie Questions

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 08 Dec 2009 17:30:01 GMT

In which we discuss applying research to generating questions that make a difference.

Is It True LeBlonds Have More Fun?

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 08 Dec 2009 17:25:16 GMT

In which we discuss the connective value of a little extra digging as part of our pre-call research.