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The Demand Creator Blog

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What Is Strategy?

For those of you that don’t know me, I read a lot of books. What’s a lot? In a slow year I’ll read 50, and when I’m really into it, I’ll read 70 (and that doesn’t count John Grisham’s books). And I love bookstores. I’m in one right now looking at several books. Three of them have chapters, or subchapters, with some form of the title, “What is strategy?” For a word that is used so frequently and given so much importance, it’s distressing to see how difficult it is to understand. Don’t get me...

Why People Don’t Pay Attention to the Price of a Room at The Four Seasons

Be a ‘Purple Cow.’ Pursue the ‘Wow’. Make it ‘priceless.’

The "Freakanomics" of Growth

Every now and then, a book that focuses on non-business issues tells us more about running an...

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...