Why Pricing is the Biggest Lever You’re Not Pulling

Pricing is a powerful lever but we don’t pull it often enough. Thinking through your price point as well as your pricing model can dramatically improve profitability. Pricing is one of the most critical decisions an organization makes. A 1% difference on top-line price is worth a 10% profit increase on a business with a […]

3 Things You Must Get Right if You Want Happier Customers

Customer loyalty takes just as much energy to build as new customer growth. Unfortunately companies spend too much time focusing on new customers and not taking care of the ones they already have. Today’s post is by Noah Fleming, author of The Customer Loyalty Loop (CLICK HERE to get your copy). Most executives I talk […]

Best of thoughtLEADERS 2016: A Basket of Kickass

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 2016 edition of The Figgies (our EIGHTH 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 full is your “negotiating toolkit”?

Our reader poll today asks: How full is your “negotiating toolkit”? – Very — I know many great negotiating techniques: 20% – Kind of — I know a few core negotiating techniques: 42% – Not very — I know one or two key negotiating techniques: 25% – Not at all — My toolkit is virtually […]

How to Quickly Evaluate Coaching Needs by Being BOSS

To properly coach your people, you need to focus on behaviors, outlook, skills, and stature. In doing so, you’ll be able to quickly identify their coaching needs. Today’s post is by Jonathan Whistman, author of The Sales Boss (CLICK HERE to get your copy). A part of every leader’s job is to provide the coaching necessary to […]

How Stories Inspire Great Performance from You and Your Team

Here are six great ideas to move performance from good to great. From the stories you tell to your own bold moves others will be telling stories about for years to come, you can build perseverance, passion, and engagement. Today’s post is by Paul Smith, thoughtLEADERS instructor and author of Sell With a Story. Here’s […]

What We All Need to Learn About Sales – from a Pig

Stories are a great way to connect with your customer. They can make the ordinary product or service you’re selling extraordinary by adding richness and experience to the sale. Today’s post is by Paul Smith, thoughtLEADERS instructor and author of Sell With a Story. He’s also a featured speaker at Executive Insight 16. In May […]

10 Key Behaviors that Drive Sales Success

Sales success is about managing key metrics and behavior indicators. When you can systematize your selling efforts, your salesforce will be more consistent and effective. Today’s post is by Bill Bartlett, author of The Sales Coach’s Playbook (CLICK HERE to get your copy). I witnessed an interesting phenomenon last week when I was working with […]

Memory and the Power of Decision-Making

The way to stand out and get people to take action is to be memorable. People act on what they remember. Differentiating your business is the key to being remembered. Today’s post is from Carmen Simon, author of Impossible to Ignore (CLICK HERE to get your copy). Would you tour a museum naked? You may […]

8 Elements that Differentiate Your Business and Make it Stand Out

Differentiating your business and making it stand out isn’t about cosmetic external attributes. It’s about sharing the internal elements that make your business different. Today’s post is from Winnie Brignac Hart, co-author of Stand Out (CLICK HERE to get your copy). Today, we’re bombarded with marketing messages from every side – the New York Times […]