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The Demand Creator Blog

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B2B Sales Strategy

Winning More New Sales By Having Better Conversations

Each morning, I go into my home office, boot up my computer, put on my headset, and begin dialing. As I make calls, I never know exactly where or how I’ll catch people. Sometimes, there’s background noise; maybe they’re driving. Other times, they seem to be in the office, at work (many times, they’re “walking into a meeting”).  No matter where they are, by nature, my call is an interruption. By calling, I have seized part of their day. The way I navigate the 60 seconds following my intrusion...

Aligning Vectors & Structuring Your Team For Revenue Growth

A few years ago Dharmesh Shah highlighted an insight he'd gotten from Elon Musk: “Every person in...

The Single Most Important Driver of Profitable Sales

In my fourth post on this blog (back in September of 2005), I made the point that the ability to...

The 5 Components of a Strong Sales & Marketing Growth Model

”If you don't know where you're going, any road will get you there." -the Owl (paraphrased) from...

The Art of Letting Go: What Every Salesperson Should Do

Editor's Note: The world of business focuses on the success, the learnings, and the growth they've...

Overcoming Your Biggest Barrier to Generating New Business Opportunities: Prospect Problem Blindness

When the invite from Toyota came in, Ford’s senior executive team was skeptical.  We invite you to...

Sisyphus vs. The Flywheel: 5 Tips to Eliminate Friction

Last week I had the pleasure of spending a couple of days with a client’s sales leadership team,...

What it Means to be Data-Driven, How It’s Different from Metrics & How to Apply it

My daughter is entering her senior year in high school. I have to admit that there are times where...

New Research from SiriusDecisions is Bad News for Sales Teams - Here’s What to Do About it

A new research report from SiriusDecisions presents a pretty damning view on the state of sales...

Conversations Don’t Happen by Accident: The 6 Strategies to Creating a Strong Chat Experience

Yesterday, Drift announced the latest enhancement to their conversational marketing platform,...