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The Demand Creator Blog

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Posts about

B2B Sales Strategy (63)

Why “Value-Added” Is No Longer Valuable

I propose terminating a popular buzzword – “value added.” Why? Because if you have to say something is 'value added', then it probably isn't adding value at all. “Value” is a lot like “virtue”, and if you have to tell someone you have it, your credibility is already in question. Value is a “show-me,” not a “tell-me.”

Choking On Alphabet Soup

I know I'm not the first to say this: I hate companies that use initials.

The Only Meaningful Marketing Metric

The summer issue of Booz, Allen, Hamilton's Strategy + Business has some great stuff. One of the...

Are Leads Groups Dinosaurs?

I was asked today about whether I wanted to participate in a “leads group.” For those of you that...

When is Free Too Expensive?

A new daily newspaper made its introduction to my neighborhood recently. It’s delivered to my door,...

Respect

I am a proponent of building a customer/client community. I am a big fan of word-of-mouth (WOM)...

Make A Promise

As companies look for ways to reinvigorate both the quality and rate of their growth in the...

When Does Transparency Lead to Commoditization?

Ben McConnell & Jackie Huba over at The Church of The Customer recently blogged about CoffeeCup...

Human Capital?

I recently heard a consultant talk about the need to recruit and retain talented “human capital.” I...

The Carnival of Marketing for May 7

There’s a lot of great stuff on the web to help anyone who is attempting to accelerate the growth...