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The Demand Creator Blog

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B2B Sales Strategy (35)

Your Response Needed - NOW!

I’m grateful that I don’t rely on bid-oriented business. While several of our clients deal with RFP’s, RFQ’s and bid requests frequently, I’ve always avoided it for Imagine. However, from time-to-time (primarily because of positive word-of-mouth), we get requests. Today was such a day. I received an email addressed to me from an organization that had heard about us and was seeking services to better understand their customers, develop programming to increase impact and measure that impact. I...

Embrace Your Detractors

I always strive to practice what I preach. If I write about it or recommend it, I always ask...

The Only Difference That Matters

A friend of mine is a regional sales director for a Fortune 500 (soon to be 100) company. His boss...

Price is NOT the Reason!

Friday was a tough day for me. Lots and lots of conversation with selling organizations and I must...

Don't Have Time To Blog? Thanks!

Last night, I spoke to the Baltimore chapter of The American Marketing Association. The topic was...

Creating A Diagnostic Selling System

Think about your last five years in business. Ask yourself, what has the trend line in the...

Why A Focus on "Buy-In" Destroys Performance

Note to readers: This article appeared in our monthly newsletter The Demand Creator. It elicited...

Draw A Line In The Sand

I just got a pre-release version of Rework by Jason Fried & David Heinemeier Hansson (the founders...

Where's The Story

Once a year, people sit down to watch television and they're (almost) as interested in the ads as...

The Only Thing Worse Than No Social Media Presence

I don’t spend much time pontificating on social media. I leave that to people like Gini Dietrich...