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The Demand Creator Blog

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B2B Sales Strategy (41)

Tell Me A Story

I was struck by an excerpt from a Don Hewitt speech he gave talking about the success formula for 60 Minutes. He said it was a formula that every six-year old understood - "Tell Me A Story." While this concept is certainly not new to me (I've been evangelizing it for years), what struck me was its simplicity and how well 60 Minutes has delivered on that philosophy for more than 40 years.

Change My Company!!! (but don't change me)

Imagine Business Development operates on the front lines of change. Everyday, we work with small...

Are You "A Newspaper Business"?

You may be closer than you think. I’ve developed the term “A Newspaper Business” to describe any...

From Advertising to Influence

As more and more data supports the diminishing return of traditional advertising, businesses...

Recovery?

I pride myself on being an optimist. A long time ago I had a coach who told me that he could...

Making It Rain Even In A Drought

UPDATE: in less than 24 hours we've "sold out" the Making It Rain Even In A Drought webinar....

Why Culture Matters

Netflix is a darling. Their customers love them, and so does Wall Street. In the last five years,...

But, I'm Not Apple

It's easy to look at successful companies and explain away their success. It happened to me today...

Selling Is Not War

I admit it. I’ve used military analogies from time to time to explain both strategies and tactics....

The Ripken Way

My son just got back from Cal Ripken Jr.'s baseball camp. The camp is run by Cal and Bill Ripken's...