Think Like a Customer

Your product or service is awesome. You know that. But do they know that? You need to learn how to communicate the value of what you’re offering to customers in terms that make sense to people who don’t know the product inside and out like you do. Translating “Attributes” into Benefits With physical products, features are a […]

How To Sell Out

In business, there are two basic functions: making things and selling them. Being exceptional at the first does not necessarily guarantee success with the second. A lot of people with great products need to get better at pitching them. That’s where our latest Instaread comes in. The 3-Step Sales Cycle You can break down sales […]

Create. Develop. Dominate.

When you build a brand that’s synonymous for an entire product group, you become what’s known as a category king. For long-term success in the 21st century economy, you need to develop and dominate new product and service categories. The emerging field of category design can help you do it.  The Second-Place Advantage Category design […]

Choose Your Fighters

Building a great team is hard enough. But leaders also have to make sure that different teams within a given organization work well together. How can we guide interactions between teams to support a range of projects and goals? That’s the power of organizational design. One Team at a Time In software development, five to […]

Be A Better Manager

Do you have your eye on a management role, or have you just started a new position? Our latest release, The First-Time Manager, provides practical advice on meeting every challenge and staying calm in stressful situations. It starts with managing the most important person of all: yourself. Four Tips for Managing Your Time 1. Begin the […]

Exceed Their Expectations

At Eleven Madison Park, a restaurant in New York City, there’s a special hospitality team that brainstorms ways to make guests’ experiences extra special with thoughtful gestures and customized gifts. While there is no traditional return on investment, the word-of-mouth advertising is priceless. Our Instaread on Unreasonable Hospitality breaks down this powerful strategy. Relationships, Not Customers Opportunities […]

How to Inspire Your People

With long experience at Ritz-Carlton, famed hotel executive Horst Schulze knows a thing or two about customer loyalty and satisfaction. In Excellence Wins, he gives practical advice that will catapult you to the top of your game. Our latest Instaread hits the highlights. Inspire the Back of the House Customers aren’t the only people you need […]

Sell Like a Ninja

Slimy salespeople are a stereotype that’s based on something real: pushy guys who manipulate and intimidate to get what they want. Former real estate broker Larry Kendall is here to tell us there’s a better way. It’s called “ninja selling,” and yes, it’s inspired by the warriors of ancient Japan. Just Stop Selling High-pressure tactics […]

The Psychology of Money

What is your emotional relationship with money? American investor, entrepreneur, and financial coach Tori Dunlap says that most money problems are rooted in emotions like shame and fear. Shifting these negative emotions can improve our finances and boost our well-being. Normalize Talking About Money Our financial decisions are directly impacted by our mindsets and how we […]

The Secret Formula

Entrepreneurial guru Russell Brunson has been into marketing and sales since he was a child. One of his first ventures was selling a DVD about how to make a potato gun. Presumably, he cornered the potato gun market. But our Instaread on Dotcom Secrets will help you find your own target audience and get those new leads to […]

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