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The Demand Creator Blog

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B2B Sales Strategy

4 Ways Your Sales Team Can Work Smarter, Not Harder

One of the traps in sales training and sales performance is that there's always been a focus on new tips, tricks, and shortcuts. If you go to LinkedIn, you quickly lose count of all the sales and growth hacks—which always sound soooo easy. The truth is, that even with shortcuts, you’ve got to get through the ugly middle. (If you don’t know what that means, watch The Shawshank Redemption, where they crawl through a half-mile of sewage in search of freedom.) If you came to this blog thinking I...

Why Being Valued is More Important than Being Liked

Editor's Note: This is an updated version of one of our most widely-read articles, Being Liked vs....

22 Tips to Increase CRM Adoption

CRM is at the center of any serious growth effort. It's estimated that companies spend $4.6 billion...

Why Salespeople Shouldn’t Sell Too Early

Salespeople go wrong by focusing on 'buying', which seems like a simple goal. However, in reality,...

The Problem with Forecasting: Why Sales Isn’t Working Today

The dominant approach to sales forecasting - in which every deal in a pipeline is assigned a...

7 Tips for Conducting Successful Customer Research Interviews

If you’re looking for insights about your business, there’s no substitute for an interview. That’s...

How to Successfully Advance Your Sales Connect Calls

Making sales outreach calls can be tough, for a bevy of reasons- getting past gatekeepers,...

5 Tips to Re-engage a Stalled Sale

It’s probably the most frustrating thing that happens to salespeople, and for many salespeople, it...

The Most Important Lesson I Learned In Sales

As a salesperson, your job is not to make sales.  Let me repeat that (with some emphasis). If...

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....