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The Demand Creator Blog

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B2B Sales Strategy (20)

There Is No Quick Fix

I remember years ago a friend of mine was having money trouble. He was talking to a financial advisor who laid out a plan to fix his financial problems, and then to build financial independence. My friend was frustrated with this advisor's recommendations and he came to me expressing frustration for how long the process was going to take. My response was, "It took you 35 years to create this problem, what makes you think you can solve in 6 months?"

Making August Productive

It feels like yesterday when I was saying goodbye to 2010 and hello 2011. In the blink of an eye,...

Why Marketing Doesn't Work

John Wanamaker famously said, "I know half the money I spend on advertising is wasted, but I can...

Simplicity Leads to Amazing Results

This book review originally appeared in Baltimore, Washington and Philadelphia SmartCEO Magazine...

The Sales Focal Point

When determining the focal point of your sales efforts, you must understand two characteristics in...

The Lake Wobegon of Growth

How good is your service? How good is your product? How good is your sales effort? My bet - you...

Another Word For Solution

Do you want to know another word for solution? It's commodity. That's right, any time your focusing...

The Mistake Called Google

I never thought I'd feel sorry for a company with a $160 billion market value, but I'm really...

Sales Is Hard Work

Last week I wrote about how the counter-intuitive idea is often the right one. Yesterday I read one...

Value Over Replacement of Salespeople

One of the things that I love about competitive sports is the ability to measure success. Wins and...