Clive Miller Articles

Vanishing Freewill - Click To Read Article
The closer you get to winning, the closer you are to losing. The closer you get to the end of the race, the less opportunity you have to make a difference. The final spurt rests on your prior forethought, planning and preparation.

Unblock your Sales Genius - Click To Read Article
The secret of genius is no secret at all. It is simply a matter of developing strengths until they become extraordinary. Unless weaknesses are a threat, people can ignore them or compensate for them. Developing self-awareness and self-knowledge may be the greater challenge.

There is no ‘I’ in ‘Team’! - Click To Read Article
And there is no ‘T’ in ‘sales’. Performance based compensation works very well as a means of motivating sales people. There are other ways although few understand them and among those who do, even fewer consider these other ways to be a practical alternative.

Selling in a Downturn - Click To Read Article
Seven Solutions - 120 words - 30 seconds: Get proof that your stuff does what you promise. Verifiable evidence convinces ahead of sales skills. Find prospects less affected by the downturn. Some are shrinking less or still growing. Use evidence and proof to develop better messaging and multiple messages. Cast better seeds on more fertile ground. Present better messages to more qualified prospects. Thrive on a small improvements. Vary your approach – phone, voicemail, email, letter, post card, introduction, or fax. Like advertising, effective sales prospecting depends on repetition and persistence. Have the customer quantify the cost of inaction. It is a brave manager who spends money in a downturn without a concrete business case. Training works. Attend or study a top sales course for new ideas. Full article >

Micro Articles - Click To Read Article
Say more with fewer words. As T. S. Elliot put it, “If I had more time, I would have written a shorter letter” Take the time to be brief. Less than 30 seconds is the target read time for micro articles that communicate meaningful messages in 120 words or less.

Just Like Magic - Click To Read Article
The great thing about being in sales is that we all have an opportunity to raise our game, increase our success, and reap the short-term rewards of our efforts. All we have to do to sell more is to work a little harder or think a little smarter, or get a little luckier. Alternatively, try a little magic.

Hate Something - Click To Read Article
Perhaps for you, things haven’t gone pear shaped before and you are reading along just for the ride. I hope you never find yourself being forced to make cold calls. No matter how impenetrable your titanium shell, customers can still hear the tremor of desperation in your voice. Then things go from bad to worse.

Get that Sales Job - Click To Read Article
I don’t intend this to be an incitement for people to up sticks and seek pastures new unless now is the right time. A good reason for changing employer is that you have run out of things to learn. Another is when goals are miss-aligned and neither party is willing to compromise. If you are changing jobs for better remuneration, make sure you know what will be expected of you. Whatever your reason, if you observe the rules below, you will be much more likely to get the job you want.

Build Trust Fast - Click To Read Article
Being trustworthy is not enough. Sales people must first overcome the stereotype.

All Change - Click To Read Article
The trouble with change is that it sneaks up on you. It would be easier to deal with if it happened in a predictable manner, like a bus or train arriving at its final destination. After a major change, we don’t need historians to tell us that it was inevitable and that the writing was on the wall for all to see. Hindsight is a wonderful thing. For those in the midst of change, ‘after’ is difficult to define. Long after, we can put dates on things but while they are happening, there is always the hope that the situation is just an anomaly.


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