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The Demand Creator Blog

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Sales Training/Coaching

3 Criteria to Assess the Effectiveness of Your Sales Process

I was talking with a prospect a few weeks ago about his (lack of) sales process. He took exception with my comment, saying that they did have a process and that it was defined by their pipeline stages. Those stages won’t shock anyone who has been in sales anytime in the last three decades. Here’s how it was set up: Initial Contact Made Qualification Demonstration Proposal Negotiation Closed/Won Closed/Lost While those are certainly steps in the sales journey, they don’t meet Imagine’s...

[Video] What You Need To Know When Launching or Revising Your Growth Playbook

A few weeks ago I shared an article here on the Six Stages of a Successful Growth Strategy. The...

How to Make Effective Connect Calls to Your B2B Inbound Leads

Your prospect has downloaded one of your favorite pieces of content. You take a look in your...

5 Rules for Asking Effective Sales Questions

For as long as people have been training others to sell, one precept of effective selling has stood...

Business Acumen: Five Financial Metrics Every Salesperson Needs to Know

Anyone who knows me, knows I’m a huge believer that business acumen is both lacking in salespeople,...

A Must Have Tool For Anyone In Sales

Selling is hard work, and it’s only getting harder.  For more than 20 years I’ve been writing and...

The Five Critical Attributes to Sales Success

After 25 years, working with more than 1,500 companies, nearly 10,000 salespeople and witnessing...

The Fastest Test to Determine If You’re A Peddler

Ever since I wrote my post about Pests, Peddlers and Demand Creators, the most common question I’m...

Solving The Seller's Paradox

As I shared in my post last Monday:  Stop Selling!  If you’re selling you’re doing something wrong....

The Seller's Paradox

  When I conduct sales training for executives and sales teams, I typically finish with the...