1710, 2023

The Lessons B2B Sales Enablement Can Learn from ‘Bob the Builder’: A Father’s Perspective

October 17, 2023|Uncategorized|

Introduction While watching my young daughter engrossed in "Bob the Builder," I realized that its captivating elements could be applied to B2B Sales Enablement. As CEO of ClearKen, a sales enablement consultancy, I'm excited to explore these parallels further. The Essence of Problem-Solving Define Goals Clearly "Bob the Builder" thrives on problem-solving. Similarly, a well-defined problem and solution lay [...]

203, 2023

Was That No Maybe?

March 2, 2023|Uncategorized|

Think back When you were growing up and you asked for something your parents often said, “No” with a variety of phrases.  Each one meant something different to you; few of them were seen by you as an ironclad turn down – or you wouldn’t have asked more than once.  Really, what kid settles for no? [...]

2402, 2023

Turn No Decision Made – Into a Real Deal

February 24, 2023|Jim Banks|

Depending on which articles your read; whose studies you consider, it is said that as much as 60 percent of business deals are lost due to indecision.  The prospect opts to hang tight to the “status quo.” While there are times that it’s prudent to keep the status quo most of the time doing so inhibits progress. Historically [...]

2102, 2023

Learning the Tricks of the Trade

February 21, 2023|Jim Banks|

Okay, I’ve never admitted this in public before, but we’re friends, so I’m going to trust you not to snicker. I spent second grade in a one room school house. Yes, a box with a peaked roof, bell with a rope beside the door; a right off of Little House on the Prairie schoolhouse on the outskirts of [...]

1702, 2023

Who You Call Matters

February 17, 2023|Jim Banks|

Kids are so smart. Have you ever watched them in action? More often than not, when they want something they get it. Why? They get yes answers because they have a natural radar that tells them who to ask? Not really. What they have is a natural instinct to remember what does and doesn’t work depending on their [...]

1402, 2023

Serve Benefits Straight Up

February 14, 2023|Jim Banks|

There’s fancy French Cuisine and there’s meat and potatoes. Which one best describes your sales pitch? Do you proudly tick off your product’s features like they are the appetizers and hope to keep the prospect on the line long enough to serve them the Cognac Shrimp with Beurre Blanc Sauce, or do you recognize that with your initial [...]

1002, 2023

Sales Are Made By Teams

February 10, 2023|Jim Banks|

Talent wins games, but teamwork and intelligence win championships. Michael Jordan There is a reason that we have multiple governing houses making decisions for our country.  They are meant as a check and balance system, but too, it is a division of responsibilities and a way to tap into the experience and expertise of many.  So it works [...]

702, 2023

Increase Revenue with Quality Leads

February 7, 2023|Jim Banks|

“Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected.” ~Steve Jobs While it is true that sales is a numbers game there is a fine line between what is best, quantity or quality, when it comes to filling your call list with prospects. You can argue that it’s a hit and [...]

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