Clarity Advantage's Sales Thoughts

Break Dancers

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 20 May 2013 12:46:39 GMT

In which we are urged to develop a decisive, clear specialty in our markets to draw more referrals.

Take What Their Defenses Give

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 13 May 2013 12:41:41 GMT

In which we are reminded to assess potential conversation partners before we barge in.

Approaching Lawyers

nickmiller@clarityadvantage.com (Clarity Advantage) — Wed, 08 May 2013 18:22:23 GMT

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.

Any Excuse

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 06 May 2013 12:32:57 GMT

In which we are reminded that it’s our job to create reasons to talk and possibilities for action.

Pacing

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 29 Apr 2013 12:44:04 GMT

In which we are encouraged to pick interim targets to guide our pace through each sales period.

Irrigation

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 22 Apr 2013 13:01:47 GMT

In which we are reminded to drip feed our inactive prospects routinely.

Statuesque

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 15 Apr 2013 12:38:39 GMT

In which we are reminded to play territory management carefully lest we get lost in abundance.

Approaching Dentists

nickmiller@clarityadvantage.com (Clarity Advantage) — Fri, 12 Apr 2013 19:42:41 GMT

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

Perspective

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 08 Apr 2013 12:30:34 GMT

In which we are reminded to speak in our clients’ tongues, not our own.

Selling from Purpose

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 01 Apr 2013 13:12:28 GMT

In which we are encouraged to define our purposes clearly, therefrom to guide our sales work.

Your Story in My Words

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 25 Mar 2013 12:29:14 GMT

In which we are reminded to help our clients see their stories in our descriptions about our businesses.

News from Afar

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 19 Mar 2013 13:32:38 GMT

In which we are reminded that selling also includes sharing our perspective to help our clients advance.

Tell Me Why

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 11 Mar 2013 12:32:36 GMT

In which we are reminded to ask our referral sources WHY they are referring us to their colleagues or clients.

Responding to "Tell Me About You" the Right Way

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 05 Mar 2013 15:00:54 GMT

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

Question With Those Fries?

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 04 Mar 2013 13:31:03 GMT

In which we are reminded…once again… to ask questions EVEN WHEN WE’RE SURE we have a good idea.

Contingencies

nickmiller@clarityadvantage.com (Clarity Advantage) — Sun, 24 Feb 2013 21:37:06 GMT

In which we are reminded that not everything (anything?) goes as planned – good to have a back up in advance.

Clients Who Know

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 18 Feb 2013 13:39:24 GMT

In which we are reminded: We run a risk when we assume that clients correctly understand their problems.

WOW Them with a Reason to Meet

nickmiller@clarityadvantage.com (Clarity Advantage) — Wed, 13 Feb 2013 19:41:12 GMT

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

Snow Blinded

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 11 Feb 2013 13:31:57 GMT

In which we are encouraged to choose mid-range targets to guide us so we’re not distracted by daily swirling.

Something to Talk About

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 04 Feb 2013 13:39:12 GMT

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.

Taken for a Fool

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 28 Jan 2013 13:34:15 GMT

In which we are reminded to be a little skeptical about what we hear from our prospects and customers.

Genuine

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 21 Jan 2013 13:44:12 GMT

In which we discuss the gentle art of the complement.

Cave of Wonders

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 14 Jan 2013 13:26:42 GMT

In which we discuss the opportunities and dangers in calling business prospects before business hours or on weekends and holidays.

Slow Leaks

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 07 Jan 2013 13:37:09 GMT

In which we are reminded to fix diversions that slowly reduce our sales time and productivity.

How Will I Know?

nickmiller@clarityadvantage.com (Clarity Advantage) — Wed, 02 Jan 2013 13:45:29 GMT

In which we are reminded to understand our buyers’ criteria for making a change before pitching ideas or solutions.

Not Good Enough for Us

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 17 Dec 2012 13:12:16 GMT

In which we are reminded to learn and use our companies’ positioning language flawlessly.

6 Must-Ask Questions for the New Year

nickmiller@clarityadvantage.com (Clarity Advantage) — Wed, 12 Dec 2012 19:03:06 GMT

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

Keep It Simple

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 10 Dec 2012 14:17:40 GMT

In which we are reminded to help our client make decisions by limiting the number of choices to a few.

A Little Intelligence

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 03 Dec 2012 13:59:10 GMT

In which we are reminded that a little research can save us a LOT of prospecting time.

Better Questions Beget Bigger Sales

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 27 Nov 2012 16:44:05 GMT

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

Save Room for Dessert

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 26 Nov 2012 15:16:57 GMT

In which we are reminded, again, to maintain capacity for the accounts and clients that are most important.

Selling in the Present

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 26 Nov 2012 15:15:50 GMT

In which we are encouraged to open new capacity and capability by letting go of the past.

Squirrels

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 12 Nov 2012 14:25:04 GMT

In which we are reminded to slow down – plan our approaches to clients and prospects deliberately – to reduce the impact of unexpected actions.

Land of 1000 Delights

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 05 Nov 2012 13:28:58 GMT

In which we are reminded to set clear parameters and priorities in our territory plans.

Wind Blown

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 29 Oct 2012 12:57:19 GMT

In which we are reminded to focus on differences rather than routine questions when we write our call plans.

Shared Experiences

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 22 Oct 2012 13:08:00 GMT

In which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects.

Captivating Rhythm

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 15 Oct 2012 12:27:39 GMT

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.

The Value We Bring to the Table

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 08 Oct 2012 18:16:12 GMT

In which we are reminded not to fall for the bait of taking an order just because the customer asked for it.

Sales Strategies: 3 Keys to More COI Referrals

nickmiller@clarityadvantage.com (Clarity Advantage) — Wed, 03 Oct 2012 18:09:58 GMT

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

Make It Specific

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 24 Sep 2012 13:22:19 GMT

In which we are encouraged to describe ourselves in terms of the specifics of what we do rather than the titles others give us.

Dean's Lesson

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 17 Sep 2012 14:42:09 GMT

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.

Reasons We'll Never Understand

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 10 Sep 2012 12:54:28 GMT

In which we are reminded to be a little careful before “doing someone a favor.”

Managing Account Relationships with Balance

nickmiller@clarityadvantage.com (Clarity Advantage) — Wed, 05 Sep 2012 14:54:04 GMT

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

The Reason to Buy

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 27 Aug 2012 12:32:44 GMT

In which we are reminded that focus on the core benefits of our product or service help us close sales where others couldn’t.

We Own the Questions

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 20 Aug 2012 12:24:17 GMT

In which we explore tracking our own activities in detail.

Wide of the Mark

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 06 Aug 2012 13:12:10 GMT

In which we are reminded to sell at multiple levels in larger organizations, not just at the business owner or “C” level.

4 Techniques for Closing the Sale

nickmiller@clarityadvantage.com (Clarity Advantage) — Thu, 02 Aug 2012 17:30:26 GMT

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

A Little More Zip

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 30 Jul 2012 13:16:53 GMT

In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients.

Sounds In Darkness

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 23 Jul 2012 13:15:31 GMT

In which we are reminded that listening, really listening, involves more than words.

Sales Strategies: 2 Ways to Jump-Start Your Next Sales Call

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 17 Jul 2012 19:26:43 GMT

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

Small Orders

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 16 Jul 2012 13:17:50 GMT

In which we are reminded to leave a good taste in customers’ mouths, even if they place small orders.

I Didn't Know You Did That

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 09 Jul 2012 13:16:34 GMT

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.

Transitions

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 02 Jul 2012 13:27:52 GMT

Strategies for Better Questions, Listening: In which we are reminded to include transitions in our pre-call planning.

The One You Have With You

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 25 Jun 2012 13:15:01 GMT

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.”

Varying the Mix

nickmiller@clarityadvantage.com (Clarity Advantage) — Thu, 21 Jun 2012 19:12:37 GMT

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.

Take What the Defense Is Giving

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 11 Jun 2012 12:25:48 GMT

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.

Sales Strategies: 4 Ways to Attract Prospects' Attention

nickmiller@clarityadvantage.com (Clarity Advantage) — Wed, 06 Jun 2012 14:01:50 GMT

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

Communities of Attraction

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 04 Jun 2012 14:09:19 GMT

Prospecting Strategies: In which we are reminded that developing communities is critical to attracting new clients.

Making the Connection

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 29 May 2012 12:46:08 GMT

Strategies for Managing the Sales Process: In which we are reminded to think about connections in companies we call on.

Bank Sales Management: Coaching From Three-by-Five Cards

nickmiller@clarityadvantage.com (Clarity Advantage) — Tue, 22 May 2012 18:59:10 GMT

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

Reflections on Values and a Life

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 21 May 2012 12:35:35 GMT

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.

Socks

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 14 May 2012 12:57:26 GMT

Strategies for Managing the Sales Process: In which we are reminded that one key to cross selling is understanding clients goals’ and destinations.

Under Pressure

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 07 May 2012 12:53:01 GMT

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.

Common Interests

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 30 Apr 2012 13:08:48 GMT

Prospecting Strategies: In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests.

The Subway Strategy

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 23 Apr 2012 12:29:08 GMT

Strategies for Positioning Value, Prospecting: In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them.

Balance

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 16 Apr 2012 12:22:32 GMT

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.

The Story Behind the Story

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 09 Apr 2012 12:12:43 GMT

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.

Sales Best Practices: Positioning Personal Value

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 02 Apr 2012 19:20:36 GMT

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.

It Ain't Me Babe

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 02 Apr 2012 13:11:48 GMT

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.

Hold That Thought!

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 26 Mar 2012 12:29:59 GMT

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.”

What If

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 19 Mar 2012 12:21:20 GMT

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.

Five Fast Ones

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 12 Mar 2012 12:40:34 GMT

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.

Two Months Free

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 05 Mar 2012 13:42:36 GMT

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.

Softening Up Sales

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 27 Feb 2012 13:27:35 GMT

Strategies for Managing the Sales Process: In which we learn from brilliant event planners how to prepare and engage prospects and customers.

Scary Specifics

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 20 Feb 2012 13:47:50 GMT

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.

Sales Techniques: Was That Supposed to Be Meaningful?

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 13 Feb 2012 20:30:13 GMT

Business owners want meaningful conversations. Clarity Advantage President Nick Miller tells how you can deliver them in this video podcast episode.

What D'Ya Got

nickmiller@clarityadvantage.com (Clarity Advantage) — Mon, 13 Feb 2012 13:28:12 GMT

Strategies for Managing the Sales Process: In which we are reminded to warm up and rehearse our calls before we sit down with clients.

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.