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The Demand Creator Blog

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B2B Sales Strategy (21)

Counter-Intuitive

Last weekend, while coaching my son's baseball team, one of our pitchers asked me about some of my coaching advice to him. I had been advising him that he needed to slow his body down to maintain more control and pitch better. He listened and went on to pitch his best game of the year. After the game, he asked me if the speed of his pitches stayed up when he slowed down. I told him that not only did he maintain his speed, he actually increased it. His response, "Huh. Weird." It's...

The Bowling Alley

In bowling, if you want a strike you don't focus on all ten pins; you focus on only one or two. In...

Once Doesn't Cut It

Hey, let send out a email blast. Let's host a webinar. Why don't we open a Twitter account? All...

Can You Hire Salespeople?

Have you ever noticed that conversation topics tend to occur in bunches? This week the conversation...

Stop Differentiating - Start Enchanting

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

Your Message Is Not What You Say

As a result of a very successful first quarter, I'm in the midst of working with several new...

I Don't Care About Strikeouts

With no offense to casual baseball fans; one thing that annoys me about them is that they only pay...

Beating The Typewriter (Part 2)

Yesterday, I shared the challenges associated with selling new and better products/services. I...

Beating The Typewriter (Part 1)

Imagine selling word processors, when the IBM Selectric typewriter with self correcting tape was...

Branding Is Crap!

There, I finally said it. Branding is crap! Sure, it might be fine, even important, if you're...