In which we are reminded at mid-year to focus on knocking down the short-term objectives in front of us on our way to the year-end goal.

In which we are reminded to paint an inviting vision of the future when we’re positioning our benefits.

In which we are encouraged to engage our clients in thorough discussion of their goals.

In which we are reminded that, while no territory is perfect, focus can improve our odds.

In which we are encouraged (with judicious restraint) to test the limits of our employers’ strategies, policies, and product lines to help our companies learn and adapt as clients and markets change.

When you speak to prospective clients, do you focus first on your results? According to Nick Miller, president of the bank sales consulting and training firm Clarity Advantage, you should! Watch our video to find out why and how leading with results can boost your sales efforts. http://www.clarityadvantage.com

In which we are reminded to spread the risk in our pipelines by continuously adding new names.

In which we are reminded to assess, from time to time, our investments in slow-developing accounts.

In which we wonder, how much should we focus on the physical elements of our sales presentations?

In which we are reminded that broad perspective and many options accelerate successful negotiating conclusions.