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 […]

Changing Behaviors is the Key to Achieving Your Goals

No matter how SMART your goals are, if you don’t get people to change their behaviors, there’s no way you’ll ever achieve the goal. By clearly articulating what behaviors they need to change and explaining how those changes tie to goals, you’ll increase your chances of “making your numbers.” The reason we set goals is […]

6 Steps to Achieving Your Goals in 90 Days

Achieving your goals is all about taking tangible steps every day. If you change your time horizon and ask yourself six simple questions, you’ll find you’re achieving your goals more rapidly than you ever thought possible. Today’s post is by David Horsager, author of THE DAILY EDGE: Simple Strategies to Increase Efficiency and Make an […]

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 […]