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The Demand Creator Blog

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The Design of Message

Great design is achieved, not when there is nothing left to add, but when there is nothing left to take way. We’re in the midst of several messaging projects with new clients. As I’ve written before, a message if far, far more than the words you use to describe your company. That said the words you use are very important. They should serve as the focal point for the actions of everyone in your company. If everyone is clear on what you are trying to do, their creativity can be released and great...

No Shortcuts

As much as I would like to tell you about a short cut to resonating with your customers and...

Sales Command

To be honest, successful selling requires a degree of, for lack of a better word, arrogance. You...

People Don’t Buy What You Do…

“People don’t buy what you do, they buy why you do it.” – Simon Sinek These of some of the wisest...

Giving Value to Gain Sales

I've been spending a lot of time working with clients to build out diagnostic systems to create...

Pricing & Safety

A very common challenge for salespeople occurs when a prospect starts asking pricing questions too...

The Role of Faith

No, this post is not about religion (at least in the formal definition). I had a fascinating week...

It's Never Too Late

I was speaking to a great group of CEOs in Eau Claire today. Two-thirds through my presentation,...

Don't Be A Pigeon (Why Selling Is Dead)

Traditional selling techniques are no longer effective in the twenty-first century. A study...

The Most Important Power in Business

Last week I took Warren Buffet to task for his ill-conceived philosophy on making mistakes. Today,...