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The Demand Creator Blog

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B2B Sales Strategy (4)

Stop Closing & Start Selling

I honestly can’t believe I’m writing about this topic again. There was a period (probably about 3 - 5 years) where I thought selling organizations had finally evolved and understood that closing is an overvalued, overfocused and overhyped part of the sales/buying process. To be clear, if you think you have a closing problem, then I’m here to affirmatively and conclusively tell you that closing is never the problem (hell, it’s rarely even “a” problem). The problem just manifests itself at that...

7 Ways Sales Managers Kill Sales

I have tremendous respect and empathy for sales managers. Frankly, I can’t think of a job that is...

The Most Important Sales Enablement Question for Your Business

The 2001 Oakland A’s had a problem. They’d won their division in 2000, but they were losing the...

Designing a Better Demo Experience to Shorten the Sales Cycle

I recently was a part of a debate on Twitter with Brian Moseley about the role of salespeople,...

Why We're Changing Our Approach to Serving Clients

For years I’ve come to this blog to write how customers and the world of sales and marketing are...

The 5 Factors that Must be Considered Before Strategy/Tactics are Determined

It’s a dangerous time in the world of sales and marketing. There’s so much useful information,...

[Video] Demand Creator Minute: Assess a Sales Opportunity

For me, one of the toughest judgments I have to make as a salesperson, manager or growth executive...

7 Attributes of an Effective Sales/Marketing Playbook

Playbooks are back! When I first got into professional sales (in the ancient days of DOS),...

[INFOGRAPHIC]  The 7 Levels of a Growth Organization

Earlier this week I was talking with a fellow business owner about growth, and the difference...

The Only Metric that Matters if You're Looking for Sales Growth

Anyone who knows me, knows I love data and metrics. One of Imagine's core values is "In God We...