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The Demand Creator Blog

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Sales Training/Coaching

I Hate Losing

As many readers know, I coach college baseball. Last week the coaching staff got together because our team had hit little bit of a slump. We were trying to figure out why we had so much talent, but that talent wasn't translating into the results that we expected on the field. As the conversation progressed, I couldn't help but get the déjà vu feeling that I had this conversation before, in the sales management arena. So often, too often for many small and mid-market companies, sales people who...

Business Acumen Drives Results

This book review originally appeared in Baltimore, Washington and Philadelphia SmartCEO Magazine....

Successfully Hiring Salespeople

For 25 years the most frequent question I’ve gotten about sales efforts deals with successfully...

A Critical Approach to Effective Selling

If you’re bringing something valuable to the market; something that will allow you to break away...

Hiring Salespeople? It's All About Capability

Business owners and executives regularly ask me for advice on hiring salespeople.  What’s...

The Key To High Margin Sales

I don't know about you, but Varuca Salt was my favorite character in Willy Wonka and The Chocolate...

Finish Your Sales Year Strong

Sure enough, a day after I present our webinar 5 Keys to Getting Your Sales Year Off to Fast Start,...

The Difference Between Good Salespeople & Great Ones

Yesterday, as I was conducting some sales training for a client, we were talking about the...

Getting Your Sales Year Off To A Fast Start

With more demands, fewer resources and tremendous competition, it's tough for salespeople to focus...

Sales Webinar: 5 Keys To Starting Your Year Fast

If you’re a salesperson you know how special the months of January through April are.  Four...