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The Demand Creator Blog

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B2B Sales Strategy (69)

The "Freakanomics" of Growth

Every now and then, a book that focuses on non-business issues tells us more about running an effective company then one written specifically for businesspeople. A few years ago it was Moneyball by Michael Lewis. This year it’s Freakanomics, by Steven Levitt and Stephen Dubner. If you haven’t read the book yet, go out and buy it now (or click here).

Beware The Danger Of “WE”

“Our main consulting strategy is to convince clients that we do stuff they can't do themselves, and...

Why Microsoft Is One of the Most Profitable Companies in History

In a previous post, I defined commoditization. But what causes it? The answer to that question is...

What Bach, Beethoven, Bruce Springsteen and Eminem Learned That Can Help Any CEO

I just attended a conference where Boris Brott, one of Canada’s most famous symphony conductors was...

Why Dell, IBM and Intel are Able to Sustain Growth, pt 2

My salespeople are too creative.

Why Dell, IBM and Intel Are Able to Sustain Growth

Stop relying on genius to fill your sales team. In my work with growth companies, I am constantly...

How to Get Your Customers To Be Willing to Pay For A Sales Call – Part 2

The second opportunity for salespeople to create value is what we call The Design Phase. In The...

The 80/20 Rule Can Kill Your Business!

Vilfredo Pareto, an Italian economist in the early 20th century created a mathematical formula to...

Making Your Sales Process Your Competitive Advantage

Businesses must change their focus. The sales force must create value. Salespeople can no longer...

How to Get Your Customers To Be Willing to Pay For a Sales Call - Part 1

Our study of best practice value creation demonstrates that there are three opportunities when your...