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The Demand Creator Blog

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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 words I’ve heard in years. Many of you may already be familiar with this video. For those that are not, I promise that watching this will be 18 of the best minutes you’ve spent on your business.

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...

The Most Important Power in Business

Last week I took Warren Buffet to task for his ill-conceived philosophy on making mistakes. Today,...

Go Ahead - Make Some Mistakes

Regular reader of this blog know that I'm a fan of mistakes. I've shared my mistakes, I've used the...

Build It...They Will Come

The 1989 movie Field of Dreams is, in fact, the daydream of every marketer. The line made famous in...

Avoiding A Damaging Sales Mistake (Part 2)

In yesterday's post I shared a critical designation, and strategic sales decision, that must be...