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The Demand Creator Blog

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Is It The Beginning (or Middle) of The End for Apple

Longtime readers of this blog know that I’m a big fan of Apple and often (some would say too often) use them as an example of the right things to do. I’ve found myself doubting much of what’s happening at Apple over the last 12 – 18 months. Yesterday’s news about Apple and IBM teaming up for the creation of business apps finally put me across the line, to the point that I thought sharing my thoughts would be interesting and valuable to readers of this blog. While much has been written about the...

Video: 3 Tips for Effective B2B Sales Account Entry

Welcome to this edition of The Demand Creator Minute Video Series. In this edition, I address an...

5 Insights to Aligning Your Sales Approach to Your Customer

If there’s one thing I’ve learned over 25 years of selling, it’s that customers buy on their time,...

The Single Biggest Contributor To Predictable Sales Growth

Peter Drucker said it best when he said businesses rarely fail because of starvation (lack of...

3 Reasons Marketing Should Be A B2B Sales Person’s Best Friend

About three years ago David Fletcher and I sat down to assess why some of the sales teams we’ve...

To Create Predictable Growth You Need A Predictable Process

Anyone who knows me knows that I’m a great fan of process and a great fan of results. Selling has...

Video: 3 Questions to Close B2B Sales Faster

I've always said that closing is the result of an effective sales process. If you show me an...

If You Want to Accelerate Your Sales Growth You Can Only Have 1 Funnel

I was talking with the VP sales with a prospect recently, asking how they managed their funnel. His...

Making A Strong Connection On The First B2B Sales Call

In my first blog post, “10 rules to follow when making outbound connect calls” I focused primarily...

B2B Social Media Strategy Crash Course Post #3: LinkedIn

For the third post in my “B2B Social Media Strategy Crash Course” series, I’ll be focusing on how...