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The Demand Creator Blog

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A Thought For The New Year

With 2011 off to a (hopefully) fast start, and we're all contemplating our big goals for the year, I'm reminded of a philosophy I learned when I was a young baseball player. My coach told us: Don't worry about the season or the game. Worry about the inning. Win the inning.

Measuring The Real Effectiveness of Salespeople

In the investment world, the return you will get in any given time period is far more dependent on...

Growth Means Making Mistakes

One thing I know with certainty is that if you want growth (be it personal, professional, or...

I Screwed Up

Selling (the right way) is hard. As we train and lead salespeople and executives all across North...

Make It Productive

December is a tough time to get anything done when you are in sales. In my experience, there are...

Be Consumeable

At one of my speeches recently, I was talking with an attendee on the difficulty he was having...

Some Valuable Stats on Successful Salespeople

A very interesting article in December's Harvard Business Review: Do You Really Know Your Best...

Multiply Your Sales

I’m reading a fascinating book right now, Multipliers: How the Best Leaders Make Everyone Smarter...

The First Rule Is...

We’re in a good news/bad news conundrum. Good News: Demand for services is up. The word recession...

Want Growth? Focus on Effort, Not Outcomes

Over the last two years, I’ve become increasingly aware of a fatal flaw in my management (and...
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