Using Stretch and Commit Goals to Drive Performance

Goal setting is tricky business. You’ll get much better performance if you set two goals for your team – a “commit” and a “stretch.” Once you’ve done so, paying for performance is more of a math equation than it is black magic. If you want your people to hit their goals, you should probably give […]

6 Fantastic Negotiating Techniques that Help You Win the Deal

Negotiating can be tricky business. If you don’t know what you’re doing, you could get fleeced. But with these six great tools you can increase the odds that you end up on the right side of the deal. Over the years, I’ve learned some great negotiating techniques and tactics. I’d like to share them with […]

3 Ways to Tap Into the Link Between Service and Sales

There are three keys to tapping into the link between service and sales – technical prowess, hospitality, and the wow factor. If you’re able to get your organization to focus on these three elements of service delivery, you can expect outstanding results. Today’s post is by Donna Cutting, author of 501 Ways to Roll Out the […]

Sisters, Service, and Sales

Customer service that is focused on customer relationships will impact your ability to make sales and to improve your business. Today’s post is by Kate Edwards, author of Hello! And Every Little Thing That Matters (CLICK HERE to get your copy). There is a scene in the Tina Fey/Amy Pohler film “Sisters” that is hilarious. The […]

5 Elements of Plain Language that Can Help You Close the Deal

Big words confuse people. If you want to sell your product or pitch your idea, speak simply. Don’t use huge words that hinder understanding. Just tell people exactly what you want them to know. They can’t buy or invest in what they don’t understand. Don’t worry – this isn’t some rant about English being the […]

How effectively do your content marketing efforts drive action?

Our reader poll today asks: How effectively do content marketing efforts (blogs, white papers, etc.) drive action by your customers? – Extremely — our content marketing drives great lead generation: 6.06% – Generally — our content sometimes sparks new conversations with prospects/clients: 34.55% – Not at all — our content generates few, if any, comments, […]

Magnetic: The Art of Attracting Business

Growing your business is all about understanding how to attract and retain customers. There are several simple techniques you can apply immediately to make customers flock to your business. Today’s post is by Joe Calloway, author of Magnetic (CLICK HERE to get your copy). We’ve entered an entirely new marketplace for business with an entirely […]

The Simplest Sales Boosting Technique EVER

Sales are the lifeblood of any company. No sales, no company. In a cluttered, competitive world, it’s hard to get through to your prospects and make the sale. The good news is there’s an incredibly simple technique that should immediately boost your numbers and you can start doing it right now. Strap yourself in. You’re […]

Best of thoughtLEADERS 2015: Even Better than Last Year

It’s time again for our annual year in review list of the BEST posts we’ve published over the last 12 months. Welcome to the 2015 edition of The Figgies (our SEVENTH YEAR of em!  Wow!) which are the awards we give ourselves for writing awesome blog content (here are the 2009, 2010, 2011, 2012, 2013, […]

How the Three Box Branding Model Can Change Your World

Managing a global brand and bringing it to life at the local level has been historically challenging. A new model for setting a brand strategy then activating it and executing it can help overcome the challenges global brands face.   Today’s post is by Larry Light, coauthor of New Brand Leadership (CLICK HERE to get […]