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The Demand Creator Blog

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Go Ahead - Make Some Mistakes

Regular reader of this blog know that I'm a fan of mistakes. I've shared my mistakes, I've used the television show House to model what the go-to-market process is like, and I've shared the wisdom that the winners in sales are the ones that make mistakes and fix them faster then their competition. Then I come across quotes that remind me that everyone does not agree with this sentiment. Yesterday I got a newsletter from a customer featuring a quote from the "Oracle of Omaha," Warren Buffet. He...

Build It...They Will Come

The 1989 movie Field of Dreams is, in fact, the daydream of every marketer. The line made famous in...

Avoiding A Damaging Sales Mistake (Part 2)

In yesterday's post I shared a critical designation, and strategic sales decision, that must be...

Avoiding a Damaging Sales Mistake (Part 1)

In 2004, I wrote about the need to align your sales proposition with the value definition of your...

Predicting The Sales Slump

I can predict, with a great degree of accuracy, when a new salesperson (to sales or to your...

Busy-ness is the New Lazy-ness

In my experience working with thousands of salespeople, I've learned that there are relatively few...

Focus On Your Core

This book review originally appeared in Baltimore and Washington SmartCEO Magazine February issue....

The Great Recovery

If 2008 - 2010 is now being characterized as "The Great Recession," I'm ready to declare "The Great...

The Myth of Time

Let’s have Bill put 20% of his time towards sales. We’ve got a new initiative; let’s get one of our...

Defining a Remarkable Customer Experience

The post below originally appeared as two different posts in 2005. Yesterday I was having a...