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The Demand Creator Blog

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Avoiding a Damaging Sales Mistake (Part 1)

In 2004, I wrote about the need to align your sales proposition with the value definition of your buyer (which has since been updated). Over the last seven years, I've become increasingly aware of another critical misalignment that occurs in sales efforts every day - timeframes. Far, far too often, sellers are bringing superior value propositions and promises of better futures to people who do not worry about the future. There are two types of people who work within companies:

Predicting The Sales Slump

I can predict, with a great degree of accuracy, when a new salesperson (to sales or to your...

Busy-ness is the New Lazy-ness

In my experience working with thousands of salespeople, I've learned that there are relatively few...

Focus On Your Core

This book review originally appeared in Baltimore and Washington SmartCEO Magazine February issue....

The Great Recovery

If 2008 - 2010 is now being characterized as "The Great Recession," I'm ready to declare "The Great...

The Myth of Time

Let’s have Bill put 20% of his time towards sales. We’ve got a new initiative; let’s get one of our...

Defining a Remarkable Customer Experience

The post below originally appeared as two different posts in 2005. Yesterday I was having a...

Thoughts on Harvard Business Reviews Salesperson Study

In December, I shared some highlights from a study conducted by the Harvard Business Review on...

Closed Business Is A Horrible KPI

I'm a BIG fan of key performance indicators (KPI). I firmly believe that you get what you measure...

Don’t’ Hire Someone to “Figure it All Out”

The following is a guest post by Bob Corlett, President of Staffing Advisors. Bob is a genius when...