News

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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Video Produced by Clarity Advantage Features Sales Tips for Bankers Targeting Veterinarian Practices

by Nick Miller ~ November 21st, 2013

Bank sales consulting and training firm Clarity Advantage offers business bankers and branch managers tips on meeting and having conversations with veterinarians in its latest sales tips video.

“Selling bank products and services to veterinarians can be very profitable for small business bankers and branch managers,” says Nick Miller, president of the bank sales consulting and training firm Clarity Advantage.  “They’re everywhere, they acquire expensive equipment, and they receive tons of payments.”

In Clarity Advantage’s latest sales tips video release entitled Prospecting Strategies: Approaching Veterinarian Practices, Miller talks about the banking needs veterinarians have, offers specific ways bankers can meet veterinarians, and provides several conversation starters bankers can use to begin the dialogue process with veterinarians.

Prospecting Strategies: Approaching Veterinarian Practices 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 Winning at Prospecting, a series of three modular 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—take the tips and strategies we cover in our videos to the next level,” says Miller. “In the workshops, we work hands-on with bankers and cover a number of learning points including how to increase referral flow, ways to make the most of every networking conversation, and how to position value.”

To learn more about the 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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Clarity Advantage Launches Clarity Express, Online Store Featuring Skill-Building Sales Meetings for Bankers

by Nick Miller ~ October 28th, 2013

With the launch of Clarity Express, consulting and bank sales training firm Clarity Advantage helps bank team leaders, regional managers, and branch managers infuse sales skills development into their sales meetings, resulting in increased value and productivity for their sales teams.

Clarity Express

Sales meetings can make a big impact on a business banking team’s productivity and effectiveness, portfolio growth, and ultimately the bank’s bottom line. The challenge for team leaders, regional managers, and branch managers is conducting sales meetings that engage and inspire their sales teams while also building their sales skills. Consulting and bank sales training firm Clarity Advantage has solved that challenge with the launch of Clarity Express—the company’s online store featuring do-it-yourself sales meetings and tools that help build critical business banking sales skills.

The 12 sales meetings offered at Clarity Express address four common pain points sellers experience: prospecting, questioning, delivering value, and objection handling and negotiations. Each sales meeting contains all of the tools a sales manager needs to run a one-hour meeting including a Leader’s Guide, participant handouts and worksheets, and an audio file featuring a sales insight related to the meeting’s subject matter.

“The majority of sales managers we work with agree that sales meetings are an important way for them to connect with their team members, share ideas, and develop and practice sales skills,” explains Clarity Advantage President Nick Miller. “The problem is that they’ve either run out of fresh ideas for meetings or they don’t have time to develop them. We’ve taken care of that by developing the series of engaging, skill-driven sales meetings offered at Clarity Express.”

At Clarity Express, the sales meetings can be purchased individually; in prospecting, questioning, delivering value, and objection handling and negotiations sets; or as a complete set of 12 meetings. Visitors to Clarity Express can also purchase CDs featuring 15-minute, instant skill-building sales meetings and other tools to boost sales productivity.  To visit Clarity Express, go to http://bit.ly/16zMl4q.

About Clarity Advantage: Consulting and bank sales training firm Clarity Advantage helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees.  Clarity consulting, communications, sales tools and training help banks recruit and deploy sales team members, choose their best business and consumer prospects and clients, then approach, engage, sell, expand, and retain relationships. Clarity also assists banks with consumer sales and cash management sales. Clarity clients have posted increases in household penetration, cross-sells, deposit volume, and loan volume.  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 selling and sales management.

Contact:

Karen Tunks

Clarity Advantage

980-939-2112

karen.tunks@clarityadvantage.com

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Sales Strategies for Bankers Targeting Engineering Firms Focus of Video Released by Clarity Advantage

by Nick Miller ~ October 18th, 2013

Bank sales consulting and training firm Clarity Advantage offers business bankers and branch managers tips on approaching engineering firms in its latest sales strategies video.

“There are lots of reasons why business bankers and branch  managers should be talking to engineering consulting firms,” says Nick Miller, president of the bank sales consulting and training firm Clarity Advantage.  “They are attractive from both the sales side and the credit side.  The challenges are how do bankers meet engineers and once they do, what do they talk to them about.”

In Clarity Advantage’s latest bank sales strategies video entitled Prospecting Strategies: Approaching Engineering Firms, Miller talks about the banking needs typical engineering and engineering consulting firms have, offers specific ways bankers can meet engineers, and provides a conversation guide that helps bankers to uncover an engineer’s business needs and cash flow issues.

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—dig much deeper into the strategies we cover in our videos,” says Miller. “In the workshops, we 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 strategies 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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Future Perfect: Smart Strategies for Creating Tomorrow’s Sales Opportunities – Webinar Replay Now Available

by Nick Miller ~ September 27th, 2013

Business man looking through binoculars

In a recent webinar, we explored how business bankers and branch managers can incorporate future perfect questions into their conversations with clients and prospects and increase sales.

You can access the recorded version online by clicking here.

In the webinar, Clarity Advantage President Nick Miller shared:

  • Specific future perfect questions bankers can ask to expand their sales conversations,
  • How to develop a call plan that incorporates the questions, and
  • How best to prepare for the call.

Watch the webinar now to get the details and start having future perfect sales conversations with your clients and prospects today.

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...write when there is something that you know; and not before; and not too damned much after.

- Ernest Hemingway


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