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The Demand Creator Blog

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Why Salespeople Fail

I remember the childhood joke that the only thing worse than finding a worm in your apple is finding half a worm. I thought of this joke when working with a prospect recently and we agreed that the only thing worse than not having a sales force is having one that is not effective.

A Valuable Thought

Information is no longer an advantage; nor is access to it. Now, it's the ability and speed to...

Communication Keys

One of my fellow Washington Business Journal columnists, Craig Stoltz, has created eight “rules”...

Are You Losing Enough Business

I was talking with a executive from a company whose growth had stalled. I asked them how they...

Worth Noting

As Bill Gates gets ready to reduce his role at Microsoft and turn the reins over to Steve Ballmer...

Two Great Books on Innovation

Innovation is critical to growth. Here are two books that I've just finished reading that will...

Your Money Making Machine, Part 2

In my last post, I described the idea of a Money Making Machine. This “Machine” is the core...

Focusing on Your "Money Making Machine" - Part 1

I’ve always loved working with small and mid-sized companies. Not only are the people who run these...

The Accidental Power of The Web

Too many websites miss out on the demand creation potential of the web - thus contributing to their...

Bigger Markets - The Key to Growth

One of Jack Welch’s most famous strategic decisions was the decision that every GE business unit...
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