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The Demand Creator Blog

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What's A Service Worth

There’s an interesting blog series at Brad Farris’ blog about different pricing strategies for service providers. There is probably no other topic that lights a fire or starts a debate amongst service providers than the questions about charging by the hour, retainers or hybrids.

10,000 Times

I’ve been fascinated with the feedback I’ve gotten from my post last Thursday, “In Pursuit of the...

Go Deep & Shorten The Sales Cycle

The importance of asking questions in selling is, well, unquestionable. Much (some may say too...

In Pursuit of the Ah-ha!

Don’t fear the man who has tried 10,000 kicks, Fear the man who has tried 1 kick 10,000 times. –...

Commoditization Is Still The Enemy

I was talking with my friend, advisor and client - Gini Dietrich, and it hit me that I've been...

CEO & Small Biz Confidence Don't Align

The Conference Board recently released its Measure of CEO Confidence. Taken between mid-May and...

Do You Have Competition?

Let me be clear:

Asking The Obvious

Let me share what, in hindsight, is an obvious lesson. People work to solve their problems with or...

How To Tell If You're Focused on the Problem

If I had but one wish I could grant to anyone selling, it would be the ability to recognize whether...

If You Want to Own a Job, Listen to Coultier

A friend of mine pointed me to an article in Entreprenuer Magazine by business consultant and...