News

Sell More, Faster, by Staying Focused; Video by Clarity Advantage Tells How

by Karen Tunks ~ July 28th, 2014

New sales tips video released by bank sales consulting and training firm Clarity Advantage shares ways bank sales people can stay focused on what’s important, resulting in more profitable sales.  

“Focusing on the most important clients and most important issues earn bank sales people the most profitable business,” says Nick Miller, president of the bank sales consulting and training firm Clarity Advantage. “Yet, staying focused is a challenge most of them face.”  The company’s latest sales tips video release entitled Sales Techniques: Keeping Focused on What’s Important addresses this common sales challenge.

In the video, Miller provides bank sales people with monthly, weekly, and daily strategies to keep from getting distracted while developing client relationships.  “When selling, it’s easy to get distracted and lose sight of the main point,” says Miller. “With a little planning and dedication to key activities, sales people can keep focus, stay on task, and build profitable client relationships.”

Videos are one resource Clarity Advantage offers to help bankers develop more profitable relationships, faster. The company also offers seven prepared bank sales training workshops designed for branch managers, business bankers, and others who sell to small and medium-sized businesses.  The workshops focus on prospecting skills, conversation techniques, relationship building, coaching, and more.

About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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First Citizens Small-Business Microsite Packs a Punch

by Karen Tunks ~ July 16th, 2014

Small Business Resources Debuts on Bank’s Website

boxing gloves

More and more banks are recognizing the importance of offering good quality, small-business content on their websites. First Citizens is a great example of this trend. The bank recently launched a new small-business microsite—Small Business Resources —that adds punch to their online value proposition.

Here’s what we like about the site, which reflects our thoughts about small-business website strategy best practices:

  • Easy to navigate and clutter free: three prominently positioned links lead to Solutions, Answers, and Insights.
  • Content educates and supports small-business owners: it does more than merely promote First Citizens’ products; it answers frequently-asked questions and provides educational articles focused on business-owner pain points.
  • Content begins to move small-business owners along the buying path: there is a link on each page in the resource center to connect with a small-business expert.

Potential enhancements could include how-to guides, case studies of how First Citizens helped other small-business owners, and videos. Interactive content like calculators, quizzes, and financial health checks would give small-business owners the opportunity to participate in a unique user experience by enabling them to input their own data and get results they can implement immediately in their businesses.

First Citizens is one of 100 bank websites Clarity Advantage reviewed with regard to the quality of content available to small-business owners. From that research, we established six actions banks can take now to improve their small-business websites (get them in our article, Websites: Attracting Small-Business Customers).

What do you think of First Citizens’ Small Business Resources?  Let us know in the comments section below.

Video Offers Quick Sales Coaching Tips

by Nick Miller ~ June 19th, 2014

Bank sales consulting and training firm Clarity Advantage provides bank sales managers with advice on when to coach sales people in a new sales tips video.  

Coaching Before a Call

“Great sales leaders not only know how to coach their sales people, but also when to coach them to continually improve their sales performance,” says Nick Miller, president of the bank sales consulting and training firm Clarity Advantage.  When to coach bank sales people is the topic of the company’s latest sales tips video release entitled Sales Coaching Techniques: Coaching Before a Call.

In the video, Miller provides bank sales managers with a coaching game plan that includes key questions to ask sales people after a call and how to use the answers as a foundation for pre-call coaching the next time.  “Coaching before the next call is far more effective than just coaching after the last call,” explains Miller. “The process results in sellers who are action focused, tuned, and ready to go into their next sales call.”

Videos are one resource Clarity Advantage offers to help bankers develop more profitable relationships, faster. The company also offers seven prepared bank sales training workshops designed for branch managers, business bankers, and others who sell to small and medium-sized businesses.  One of the workshops, Field Coaching, delves into the concepts explored in the Sales Coaching Techniques: Coaching Before a Call video. It helps sales managers focus, plan, and lead more effective observations and conversations to improve sales behavior. For more information, visit Field Coaching on the Clarity Advantage website.

About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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Clarity Advantage Solves the ‘So What?’ Sales Challenge in Just-Released Video

by Nick Miller ~ May 9th, 2014

Bank sales consulting and training firm Clarity Advantage addresses a major challenge bank sales people face when speaking to prospective clients and explains how to overcome it in a new sales tips video.  

It’s a common challenge bank sales people face. They talk about what they do and a prospective client thinks, ‘So what? What difference does that make to anybody? How are you any different than the next bank?’ Nick Miller, president of the bank sales consulting and training firm Clarity Advantage, says there is a way to overcome this challenge—by focusing first on results.

“When bank sales people focus first on the results they have helped their clients achieve, they position themselves to lead a more powerful, differentiating conversation,” explains Miller. In Clarity Advantage’s latest sales tips video entitled Sales Prospecting Tip: Lead with Results, Miller shares stories about the ‘so what?’ challenge and gives bankers examples of results they can share in conversations with prospects and clients that will attract attention and add value.

Videos are one resource Clarity Advantage offers to help bankers develop more profitable relationships, faster. The company also offers seven prepared bank sales training workshops designed for branch managers, business bankers, and others who sell to small and medium-sized businesses.  And in its online Knowledge Center, Clarity Advantage offers a variety of complimentary resources for download including articles, webinars on-demand, sales tools, and additional video sales tips.

About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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Clarity President Nick Miller Discusses Trends in Banking Innovation

by Nick Miller ~ April 16th, 2014

Nick Miller, Clarity Advantage president, recently had the distinguished honor of judging the Barlow Research Monarch Innovation Awards. The awards recognize innovation in the financial services industry, and it was innovative products and features that captured the judges’ attention when choosing the 2014 winners.

During the past several years, Miller says, the Barlow Monarch entrants and winners have demonstrated  four major trends:

  1. Increasing mobility – enabling clients to do through mobile devices, from checking account balances to approving payments
  2. Increasing access and  insight – presenting more data in more usable ways, for example, through dashboards
  3. Streamlining work processes and reducing costs, for example, in paying bills, managing open invoices, or managing inventories
  4. A shift from digital ‘enablement’ to digital empowerment – use of analytic tools to find meaning in data.

“Banks have accumulated significant amounts of data,” he says. “The trick going forward is going to be providing value to clients by analyzing or using that data to generate  value in that data for clients.”

Interested in next year’s Monarch Innovation Awards? Visit Barlow Research’s website.

What trends are you seeing in banking innovation? Leave us a comment below!

Helping Clients Manage Change Focus of April Sales Tips Video Produced by Clarity Advantage

by Nick Miller ~ April 4th, 2014

Small business bankers and branch managers get tips on helping their clients manage the change process after a sale in a new video produced by bank sales consulting and training firm Clarity Advantage.

“When business owners buy bank services, they have to make changes to implement them effectively,” says Nick Miller, president of the bank sales consulting and training firm Clarity Advantage.

In the company’s latest sales tips video for bankers entitled Sales Strategies: Helping Clients Manage Change, Miller discusses what challenges buyers when they have purchased something new and how sellers can help them through the process. “A client will have a better experience when the banker breaks the implementation process down into small steps,” explains Miller. These steps are featured in the video.

Videos are one resource Clarity Advantage offers to help bankers develop more profitable relationships, faster. The company also offers seven prepared bank sales training workshops designed for branch managers, business bankers, and others who sell to small and medium-sized businesses.

“Our training programs expand significantly on the concepts featured in our sales videos,” says Miller. “They focus on accelerating new business development, cross selling and expanding relationships, managing the sales process, and enriching executive and sales manager coaching practices.”

To learn more about Clarity Advantage’s sales training workshops, visit ready-to-use training on the company’s website.  For more bank sales tips videos, visit Clarity Advantage’s video library.

About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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Clarity Advantage Releases Monthly Sales Video; Provides Tips for Staying in Touch with Clients and Prospects

by Nick Miller ~ March 13th, 2014

Bank sales consulting and training firm Clarity Advantage produces sales video to help small business bankers and branch managers stay in touch with clients and prospects as a part of their business development efforts.

“The most successful bank sales people have efficient and proven methods for staying in touch with their clients and prospects,” says Nick Miller, president of the bank sales consulting and training firm Clarity Advantage.

In the company’s latest sales tips video for bankers entitled Sales Techniques: Stay in Touch with Clients and Prospects, Miller shares his proven method for planned follow up.  “We teach bankers to collect facts, keep track of them in their contact managers with key words, and plan reasons to follow up,” Miller explains.

Videos are one resource Clarity Advantage offers to help bankers develop more profitable relationships, faster. The company also offers seven prepared bank sales training workshops designed for branch managers, business bankers, and others who sell to small and medium-sized businesses.

“Our training programs dig deeply into the strategies we feature in our sales videos,” says Miller. “For example, our Accelerating Sales workshop focuses on planning and facilitating extraordinary, differentiating exploration conversations and making recommendations, which includes training on follow-up skills in conversations with clients and prospects. These are the skills we introduce in the Sales Techniques: Stay in Touch with Clients and Prospects video.”

Click here to learn more about Accelerating Sales. For more bank sales training videos, visit Clarity Advantage’s video library.

About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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Bank Sales Training Video by Clarity Advantage Reveals Top Prospecting Questions to Ask Insurance Agents

by Nick Miller ~ February 24th, 2014

Bank sales consulting and training firm Clarity Advantage offers small business bankers and branch managers tips on talking to and building profitable relationships with insurance agents and brokers in its latest sales training video.

“There are two important reasons small business bankers and branch managers should be prospecting insurance agencies and brokerages,” says Nick Miller, president of the bank sales consulting and training firm Clarity Advantage.  “First, reciprocal relationships are a good source of introductions to business owners and second, insurance agents and brokers use a number of banking services.”

In Clarity Advantage’s latest bank sales training video entitled Prospecting Strategies: Approaching Insurance Agencies, Miller shares his top questions to ask insurance agents and brokers in sales conversations. “Bankers should ask about long-term plans for the agency, sales and marketing tactics, and payment cycles,” Miller suggests. “Questions focused on these topics are great for introductory conversations as well as future conversations leading to deeper relationships.”

Videos are one resource Clarity Advantage offers to help bankers develop more profitable relationships, faster. The company also offers Winning at Prospecting, a series of three modular bank sales training workshops designed for branch managers and business bankers who sell to small and medium-sized businesses.

“The three Winning at Prospecting modules— Building Networks That Feed Us; Getting Beyond Small Talk; and Building Value, Earning Trust—explore the strategies we cover in our videos much more thoroughly,” says Miller. “In the workshops, we focus on all aspects of introductory conversations and work hands on with bankers to increase their flow of qualified business banking prospects.”

To learn more about the workshops, visit Winning at Prospecting. For more bank sales training videos, visit Clarity Advantage’s video library.

About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

The Biggest Opportunity Banks Have in Marketing Online to Small Businesses

by Nick Miller ~ February 18th, 2014

Study conducted by bank sales consulting and training firm Clarity Advantage reveals a major opportunity to improve bank small-business websites; identifies six actions banks can take to improve small-business-website marketing strategy. Download Now

How can banks make their websites more competitive in the small business space? Six ways, according to bank sales consulting and training firm Clarity Advantage, which recently conducted a study of 100 bank small-business websites.  The company’s primary finding: a lack of online content is the biggest improvement opportunity, with 84% of the websites studied falling flat in this dimension.

“Twenty-three million small businesses in the U.S. offer banks a tremendous growth opportunity; however, most of them are missing key marketing and sales opportunities on their websites,” says Clarity Advantage President Nick Miller.

Miller reports three key trends:

  1. Banks want to attract and engage business owners and be seen as relevant;
  2. Business owners need advice and ideas and are increasingly searching online for them rather than going to their bank branch, accountant, or attorney;
  3. Banks have employed a variety of web-based marketing strategies over the years (blog posts, articles, and interactive communities), but these haven’t always worked.

Offering online content that helps small-business owners build and sustain profitable businesses can benefit banks in many ways, according to Miller. “Useful, engaging content can increase a bank’s search engine ranking, elevate website traffic, drive potential small-business customers to key website pages, keep them on the site, and keep them coming back in the future,” he explains. “In addition, branch staff and business bankers can refer clients to the online content and engage them in discussion about the tools and information posted there, enriching their conversations and positioning themselves in a more advisory way.”

Miller and his Clarity Advantage team have identified six ways banks can improve their small-business-website content and compete more effectively for small business market share:

  1. Develop and offer content that captures, engages, educates, and supports small-business owners—solve business owners’ pain points at each stage of their business development rather than solely promote the bank’s products.
  2. Position the content so that it moves small-business owners along the buying path—include relevant and appropriate bank product references inside the content along with a web form that captures key small business owner information to be passed on to the bank’s small business sales team.
  3. Have a clear editorial strategy and offer a variety of content types organized around business owner pain points—develop a content strategy and curriculum based on a deep understanding of small business owners’ challenges, map the content to the curriculum, and deploy it in a variety of ways—articles, videos, business guides, eNewsletters, infographics, case studies of real businesses, diagnostic health checks, and eLearning.
  4. Make the content visible and keep it free of clutter—organize content so that it is easy for small-business owners to find what they are looking for the moment they land on the website.
  5. Make the content mobile friendly—develop HTML-based content rather than Flash so it can be accessed on all devices—computers, smart phones, and tablets of all types.
  6. Make the content interactive—engage small-business owners and keep them on the bank’s website longer by enabling them to actively participate with the content.

To download Clarity Advantage’s report on the State of Bank Website Content for Small Businesses, which summarizes the 100-bank small-business website study and includes examples of bank websites, go to http://bit.ly/1jt1MW5.

About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

How to Nurture a Sales Network Focus of New Sales Tips Video Produced by Clarity Advantage

by Nick Miller ~ December 18th, 2013

Bank sales consulting and training firm Clarity Advantage shares ways branch managers, small business bankers, and relationship managers can stay in touch and top of mind with people they have met while networking in its latest sales tips video.

“Staying in touch is an important part of the networking process,” says Nick Miller, president of the bank sales consulting and training firm Clarity Advantage.  “Each note, each email, and each phone call to a new contact becomes an opportunity for bankers to deepen  relationships, enhance their visibility, and position themselves to help business owners.”

In Clarity Advantage’s latest sales tips video release entitled Nurturing Your Sales Network: Ping!, Miller shares specific ways bankers can stay in touch and top of mind with people they have met while networking.  To view the video, visit the Clarity Advantage website.

Nurturing Your Sales Network: Ping! and other sales tips videos are one resource Clarity Advantage offers to help bankers develop more profitable relationships, faster. The company also offers seven prepared bank sales training programs, including Building Networks That Feed Us, a workshop designed for bankers charged with attracting new business, consumer, or wealth management clients to the bank.

“Building Networks That Feed Us is one of three modules in our Winning at Prospecting sales training series that takes the tips and strategies we cover in our videos to the next level,” says Miller. “In Building Networks That Feed Us, bankers learn a systematic, disciplined approach to expanding community connections and increasing referral flow.”

To learn more about Building Networks That Feed Us and the other Winning at Prospecting workshops, visit Winning at Prospecting. For more sales tips videos, visit Clarity Advantage’s video library.

About Clarity Advantage: Bank sales consulting and training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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- Ernest Hemingway


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