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The Demand Creator Blog

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Posts about

B2B Sales Strategy (2)

How to Successfully Advance Your Sales Connect Calls

Making sales outreach calls can be tough, for a bevy of reasons- getting past gatekeepers, connecting with the right people, getting hung up on, to name a few- especially early in the sales process. One of the hardest parts is knowing how to end the first call successfully. Without greater context, the only clear objective is setting a discovery meeting or some other type of meeting, but that's not always appropriate for the situation. Identifying potential waypoints (the stopping points along...

5 Tips to Re-engage a Stalled Sale

It’s probably the most frustrating thing that happens to salespeople, and for many salespeople, it...

The Most Important Lesson I Learned In Sales

As a salesperson, your job is not to make sales. Let me repeat that (with some emphasis). If you’re...

Winning More New Sales By Having Better Conversations

Each morning, I go into my home office, boot up my computer, put on my headset, and begin dialing....

Aligning Vectors & Structuring Your Team For Revenue Growth

A few years ago Dharmesh Shah highlighted an insight he'd gotten from Elon Musk: “Every person in...

The Single Most Important Driver of Profitable Sales

In my fourth post on this blog (back in September of 2005), I made the point that the ability to...

The 5 Components of a Strong Sales & Marketing Growth Model

”If you don't know where you're going, any road will get you there." -the Owl (paraphrased) from...

The Art of Letting Go: What Every Salesperson Should Do

Editor's Note: The world of business focuses on the success, the learnings, and the growth they've...

Overcoming Your Biggest Barrier to Generating New Business Opportunities: Prospect Problem Blindness

When the invite from Toyota came in, Ford’s senior executive team was skeptical. We invite you to...

Sisyphus vs. The Flywheel: 5 Tips to Eliminate Friction

Last week I had the pleasure of spending a couple of days with a client’s sales leadership team,...