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The Demand Creator Blog

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Stop Differentiating - Start Enchanting

This book review originally appeared in Baltimore, Washington and Philadelphia SmartCEO Magazine May issue. Two of my absolutely least favorite marketing terms are: differentiate and brand. The reason I hate these words is because they are both results that a whole bunch of marketing agencies and advisory firms turned into means so they could both make the process insanely complicated and therefore charge ridiculous fees for it. My distaste for these words is far more than merely semantics. My...

Your Message Is Not What You Say

As a result of a very successful first quarter, I'm in the midst of working with several new...

I Don't Care About Strikeouts

With no offense to casual baseball fans; one thing that annoys me about them is that they only pay...

Beating The Typewriter (Part 2)

Yesterday, I shared the challenges associated with selling new and better products/services. I...

Beating The Typewriter (Part 1)

Imagine selling word processors, when the IBM Selectric typewriter with self correcting tape was...

Branding Is Crap!

There, I finally said it. Branding is crap! Sure, it might be fine, even important, if you're...

It's Not A Salespeople Problem

With increased frequency I'm getting requests from owners, CEOs and VP's asking for recommendations...

It's Not About You

I've got bad news for some of the entrepreneurs out there. Success in business is not about you....

Goodbye Flip & A Thought on Focus

Today, Cisco announced that it was closing down it's FLIP camera unit. Cisco bought the company in...

Avoiding The Biggest Sales Mistake

The biggest sales mistake B2B salesforces make is focusing on process when they should be selling...