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The Demand Creator Blog

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What's Your Plan B?

If I've been reminded of one thing this year, it's the predicting the future is a bad business. Think about it; who could have predicted the events of 2011 (and we're only 3 months in: Egypt? Japan? Charlie Sheen? Now, I'm a big fan of the planning process; not for the plan, per se, but for the thinking that it forces you to do. The only constant is change.

The Design of Message

Great design is achieved, not when there is nothing left to add, but when there is nothing left to...

No Shortcuts

As much as I would like to tell you about a short cut to resonating with your customers and...

Sales Command

To be honest, successful selling requires a degree of, for lack of a better word, arrogance. You...

People Don’t Buy What You Do…

“People don’t buy what you do, they buy why you do it.” – Simon Sinek These of some of the wisest...

Giving Value to Gain Sales

I've been spending a lot of time working with clients to build out diagnostic systems to create...

Pricing & Safety

A very common challenge for salespeople occurs when a prospect starts asking pricing questions too...

The Role of Faith

No, this post is not about religion (at least in the formal definition). I had a fascinating week...

It's Never Too Late

I was speaking to a great group of CEOs in Eau Claire today. Two-thirds through my presentation,...

Don't Be A Pigeon (Why Selling Is Dead)

Traditional selling techniques are no longer effective in the twenty-first century. A study...