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The Demand Creator Blog

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Sales Cycle

Point of View Selling vs Relationship Selling: Which Is Right For You?

Point-of-view (POV) selling has been around for a while now, but there are still those who resist, relying on their winning personality and expense account to win business. And that’s fine under certain circumstances, but—as we’ve seen over the last several years—the world can throw you some unexpected curveballs.  If you want to stay competitive in a world of accelerating change, you need to stop making your prospects happy.

The 5 Major Mistakes that Stall Sales Pipelines

Selling exists to enable buying.  If you’re about to click away, bear with me another minute as I...

4 Ways Your Sales Team Can Work Smarter, Not Harder

One of the traps in sales training and sales performance is that there's always been a focus on new...

Why Salespeople Shouldn’t Sell Too Early

Salespeople go wrong by focusing on 'buying', which seems like a simple goal. However, in reality,...

What is a Proposal & Why Your Business Should Use Them

When talking with anyone who is interested in your services, where do you send them to look at...

Why You Should Talk to Your Prospects Like They're Six-Year-Olds

Editor's Note: This is an updated version of a 2006 post - Tell It To Me Like I'm A Six-Year-Old....

The Problem with Forecasting: Why Sales Isn’t Working Today

The dominant approach to sales forecasting - in which every deal in a pipeline is assigned a...

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 3 Motions To Master New Business Development

There’s no question that the world of sales has changed. Buyers have more control, access to more...

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...