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The Demand Creator Blog

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Demand Generation

Why Being Valued is More Important than Being Liked

Editor's Note: This is an updated version of one of our most widely-read articles, Being Liked vs. Being Valued,  revisited for 2022. Traditionally, sales "relationships" were about being "liked." Salespeople were good guys and gals. They were easy to get along with. They made customers feel good. They took people to ball games and had big(ish) entertainment budgets. I remember sitting in a Tom Hopkins Boot Camp and reciting that my job as a salesperson was to get them to "like me and trust me"...

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...

5 Things Marketers Can Do To Generate First Action

Without awareness, there is no demand. Without demand, there is no potential for a sale, and...

The Key Components You Need to Optimize a Landing Page

Landing pages are a crucial component of your demand generation and inbound marketing strategy. You...

Using Quizzes to Generate Leads and Increase Engagement

Everyone creates content. If I had to guess, I’d say you’ve most likely created at least one piece...

The 3 Jobs Content Must Perform + Your Guide to Giving Your Content A Performance Review

I had the entire client services team together this week for two days. (Check out the awesome...

5 Elements of a Strong Conversion Page

We don’t have to tell you your ability to convert web traffic into qualified leads is a crucially...

5 Pieces of an Effective Conversational Marketing Strategy

Conversational Marketing is a hot topic today. Whether you’re in a book store,  in Times Square,...

The Real Buyer's Journey, Part 2: Manufacturing Revenue

Welcome to part two of our series on understanding the real buyer’s journey. In the first session,...

4 Rules to Succeed With Conversational Marketing

I often caution peers of mine to be careful about the echo chamber in which we often find...