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The Demand Creator Blog

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Posts about

Playbooks

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 probability percentage based on its current funnel stage - is a prime example of the structural problems impacting sales organizations. The approach produces flawed insights, reinforces weaknesses and removes accountability and learning opportunities for salespeople, leaving them to play an increasingly passive role.  There is, however, a better way. We all have deals in an early pipeline stage that are...

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...

The 3 Motions To Master New Business Development

There’s no question that the world of sales has changed. Buyers have more control, access to more...

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,...

5 Tips for Making a Strong First Connection with a Lead/Prospect

More money than ever is spent on the technology, people and process to enable organizations to...

5 Steps to Design Your Pipeline to Shorten the Sales Cycle and Align Sales & Marketing

If any of these objectives are a high priority for you, read this post (if not, feel free to skip...

Is the Sales Development Process Still a Strong Strategy for Sales Growth?

Over the last decade, the hottest trend for fast-growth sales organizations is the birth and...

[Video] The 7 Reasons You Need a Playbook & 5 Reasons Why they Fail

Earlier this week we held a webinar highlighting both the importance of playbooks in generating...