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The Demand Creator Blog

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Sales Development

Yes, And: What Improv Taught Me About Prospecting

I’ve never been a person who’s particularly good on my feet. I feel much more comfortable in situations where I can draft a response and edit it a few times before sending it off. This meant developing the skills to make effective outbound calls was some of the most uncomfortable growth I’ve ever experienced.  A lot of what I’ve learned reminds me of my days as a theatre kid. It’s important to note that I was a painfully shy kid. At some point, though, inspired by the performances of Broadway...

5 Popular Sales Metrics That Destroy Sales Performance

Editor's Note: This post originally appeared on the HubSpot Sales Blog In 1997, Billy Beane became...

5 Necessary Elements for a Successful Account-Based Marketing Approach

One of my favorite things from 2018 was the opportunity to join Ryan McInerney’s podcast to discuss...

5 Rules to Effective Breakup Emails

If you’re in sales, there are two things you can count on: You’re going to rely on email as a core...

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...

Lead Activation Syndrome (LAS): The Ailment that is Costing You Millions $$$

Last week, I was going through some older files when I came across a standard presentation deck...

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,...

Why I Don’t Give My Head of Sales A Revenue/Sales Quota

Make the number! It’s probably the three words that dominate the thinking of salespeople and...

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...