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The Demand Creator Blog

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Why The Financial Services Industry Is In Trouble

A client of mine, who happens to be a financial advisory firm, just got word that they’re broker-dealer will not allow them to blog. For those of you unfamiliar with how the financial services industry works, anything that can be perceived as marketing needs to be approved by a compliance department before it can be implemented. In the case of my client, their business (an independent financial advisory practice) must be affiliated with a firm, recognized by the NASD, to provide this type of...

Role Players, II

In my last post, I discussed that one of the main differentiators between a complex sale and other...

Role Players, I

Business to business (B2B) sales can be very complicated. There are lots of issues that impact a...

Sometimes It Just Takes Time

I was talking with one of my clients today. She runs a small business that is poised to grow. In an...

Is Notoriety Enough?

I just attended a mid-size trade show. My first thought when I saw all the booths, sales materials...

No Laughing Matter

I was watching the premier episode of Studio 60,, a television show that takes place in the...

It Never Hurts To Ask

What is the best way to find out what a potential customer thinks? Why not ask them? It seems...

The Illusion of Certainty

When I was at Merrill Lynch, I kept a sign above my desk that read: “Don’t confuse brains with a...

Fake Experiences & Lies

Why is it that marketers often feel that lying is an effective strategy? This time it’s Ameriprise....

Need A Job?

Few topics get as much attention as outsourcing does. It's too bad that so much of that attention...